Director of Mid-Market Accounts

Dir_Mid-Market-Accounts_2026 Remote + 5% travel to San Diego headquarters for business reasons At Platform Science , we’re working to connect everything that moves. Founded in 2015, we are an open IoT platform that partners with innovative fleets, application developers, vehicle manufacturers, and equipment providers in the transportation industry to deliver revolutionary solutions to supply chain professionals across the globe. Our employees are an engaging, diverse group of people who believe in the power of great ideas. We hire people with different experiences and perspectives to build a company culture that fuels growth through innovation. We value thoughtful actions and empathy for others. We approach challenges with resiliency and creativity, while encouraging transparency because, no matter our backgrounds or responsibilities, we are one team. About the Role Platform Science is seeking a highly accomplished and strategic Director of Mid-Market Accounts to lead, mentor, and empower our team of Account Managers (AMs). This critical leadership role will be responsible for overseeing the strategic direction, growth, and retention of Platform Science 's mid-market accounts, collectively representing a significant portion of our annual revenue. As the Director of Mid-Market Accounts, you will be instrumental in shaping our account strategy, driving consistent performance across your team, and fostering deeper, more impactful relationships with our most valuable clients. You will serve as an escalation point for complex client needs and negotiations, ensuring our AMs are equipped to deliver exceptional value and achieve ambitious revenue retention and growth targets within their multi-million dollar portfolios. This position demands a proven leader with extensive experience in account management, a deep understanding of the transportation and logistics technology landscape, and a relentless focus on customer success and team development. Essential Responsibilities 3-5 detailed bullet points about the day to day responsibilities The Director of Mid-Market Accounts will be responsible for a comprehensive range of leadership and strategic activities: Strategic Leadership & Vision Develop and execute the overarching account strategy for Platform Science in the mid-market segment, aligning with company revenue goals and market opportunities. Identify and prioritize key strategic initiatives to drive retention, expansion, and new business within the mid-market account portfolio. Stay abreast of industry trends, competitive landscape, and client needs to proactively identify opportunities for Platform Science to enhance its offerings and market position. Team Leadership & Development Lead, manage, and mentor a team of 5-7 Account Managers, fostering a high-performance culture focused on client success, strategic thinking, and continuous improvement. Provide strategic guidance and support to AMs on complex account planning, executive relationship management, commercial negotiations, and risk mitigation. Conduct regular performance reviews and provide constructive feedback, supporting the professional growth and career advancement of the AM team. Facilitate knowledge sharing and best practices across the global accounts team to elevate overall performance and consistency. Executive Engagement & Relationship Management Cultivate and maintain executive-level relationships with key stakeholders within Platform Science 's accounts, acting as a senior point of contact and trusted advisor. Serve as an escalation point for critical client issues, ensuring swift resolution and maintaining high levels of customer satisfaction. Represent Platform Science at executive business reviews and strategic client discussions. Commercial Management & Growth Oversee the aggregate revenue performance of the mid-market account portfolio, ensuring the achievement of retention and growth targets. Support AMs in complex contract renewals and negotiations, ensuring favorable terms for Platform Science and a smooth quote submission and approval process while preserving long-term client partnerships. Identify and drive cross-sell and up-sell opportunities within the account base, working in conjunction with product and sales leadership. Internal Collaboration & Advocacy Act as a primary voice of the customer for the account segment, translating client needs and market insights into actionable feedback for product, engineering, and senior leadership teams. Collaborate closely with cross-functional teams including Product, Engineering, Sales, Marketing, Service Delivery and Finance to ensure seamless client experiences and coordinated account strategies. Champion the needs of the mid-market accounts team internally, ensuring they have the necessary resources and support to succeed. Forecasting, Reporting & Risk Management Ensure accurate and reliable revenue forecasting for the entire global accounts portfolio, providing regular, insightful reports to senior leadership. Implement robust account health monitoring and risk mitigation strategies to proactively address potential churn and maximize retention. Develop and enforce consistent reporting mechanisms for AMs to track performance, client health, and market insights. Performance Objectives & Success Metrics Success in this pivotal leadership role will be measured by: Overall revenue retention and growth across the entire mid-market account portfolio. Consistent achievement of team-wide customer retention rates (e.g., >95% logo or revenue retention) for named global accounts. Aggregate Customer Satisfaction (CSAT) / Net Promoter Scores (NPS) from assigned accounts. Accuracy of mid-market accounts revenue forecasts (e.g., +/- 5-10% predictability on a quarterly and annual basis). Effective leadership and development of the AM team, as evidenced by team performance, retention, and professional growth. Strategic impact on product roadmap and company strategy based on aggregated client feedback and market insights. Experience Candidates must possess a strong foundation of experience and education to meet the demands of this role: Essential: Bachelor’s degree in Business Administration, Marketing, Technology, or a related field. A minimum of 8+ years of progressive leadership roles deeply engaged with customer accounts, with at least 3+ years in senior leadership roles leading teams engaged with customer accounts, preferably within the technology or SaaS sector. Demonstrable track record of leading teams that successfully retain and grow client portfolios, preferably within the technology or SaaS sector. Extensive experience in developing and executing account plans for clients, particularly within the transportation, logistics, or related industries. Proven ability to build and maintain strong, influential relationships with C-suite executives and key decision-makers in global organizations. Preferred: Direct leadership experience within the transportation, logistics, telematics, or supply chain technology sector. Formalized sales methodology training (e.g., Miller Heiman, Challenger Sale, MEDDIC, TAS). Expert proficiency with CRM systems, particularly Salesforce, for pipeline management, forecasting, and reporting. Key Competencies & Skills The ideal candidate will demonstrate a comprehensive suite of leadership competencies: Strategic Vision & Execution: Exceptional ability to define and drive the strategic direction for mid-market accounts, translating vision into actionable plans and measurable results. Executive Presence & Influence: Outstanding C-level communication, presentation, and interpersonal skills; the ability to articulate complex technology solutions and value propositions persuasively to both internal and external executive audiences. Team Leadership & Empowerment: Proven ability to inspire, motivate, coach, and develop a high-performing team of seasoned account managers. Advanced Negotiation & Commercial Acumen: Mastery in high-stakes negotiation, structuring complex deals, and driving profitable outcomes for the business. Relationship Architect: Superior ability to build deep, trust-based relationships with senior executives and key stakeholders across diverse cultures and geographies, and to guide AMs in doing the same. Cross-functional Collaboration: Exceptional ability to lead and collaborate effectively with internal product, engineering, sales, marketing, and service delivery teams to achieve shared goals. Financial Acumen & Business Intelligence: Deep understanding of financial metrics, P&L implications, and value-based selling; ability to analyze data and market trends to make informed strategic decisions. Results Orientation & Accountability: A proactive, self-motivated, and results-driven leader with a strong sense of urgency and unwavering commitment to exceeding targets. Deep Industry Expertise: Comprehensive understanding of the transportation and logistics industry, including emerging trends, challenges, and opportunities for connected vehicle technology. Technical Aptitude: Ability to quickly learn and articulate the value of Platform Science 's technology platform and solutions, and guide the team in doing so. Complex Problem-Solving & Risk Management: Strong analytical and problem-solving skills with the ability to anticipate and mitigate account and team risks effectively. What We Offer An exceptional opportunity to lead a critical function and directly influence the growth and success of Platform Science , a recognized leader in transportation and logistics technology. A highly competitive compensation package including a strong base salary, aggressive performance-based incentives tied to the overall performance of the mid-market account portfolio, and comprehensive benefits. The autonomy to strategically manage a significant book of business with considerable C-suite visibility and impact. A collaborative, innovative, and supportive work environment with ample