Director, Key Accounts

Location: In-office, 5 days a week at our SoHo office in New York City. We believe great things happen when we build side by side.

Why This Role

• Not a traditional account management role: You’ll own Henry’s highest-value mid-market portfolio and treat every account as a business investment, weighing revenue upside against the technical cost of delivering it.
• Relationships are the mechanism, capital allocation is the job: For every account, you’ll make and defend one call: expand, maintain, or deprioritize.
• Turn subscriptions into partnerships: Use Forward Deployed Engineering (FDE) and deeper integrations to grow accounts, like turning a $40K customer into a $200K partnership by solving key operational problems with clear ROI.
• A seat at the table: Present investment theses directly to executive leadership and work closely with Product, Engineering, and Sales to shape how Henry grows its most important accounts.
• Measured on returns, not activity: Success isn’t account satisfaction or pipeline volume. It’s whether Henry invests in the right accounts and turns those investments into profitable revenue growth.

Responsibilities

• Own account investment strategy: Assess each customer’s financial health, capital availability, buying power, and contract growth potential against resource and FDE costs, and recommend where to concentrate the portfolio.
• Defend your calls: Present and defend resource allocation strategies and investment theses to executive leadership.
• Build customer intelligence: Map customers’ operational workflows, team structures, and internal dependencies, and build relationships across executive sponsors, economic buyers, and end users to validate your financial assumptions.
• Lead strategic expansion: Convert SaaS subscriptions into custom partnerships by owning expansion strategy, commercial proposals, and deal negotiations.
• Build the business case: Partner with Product and Engineering to scope deliverables and estimate costs. Confirm executive sponsorship, budget, and willingness to pay, then build business cases that show customer ROI and expected return for Henry before requesting internal investment.
• Run a disciplined portfolio: Own account prioritization and maintain a data-driven pipeline ranked by expected return, not relationship strength.
• Report on results: Keep leadership updated on portfolio health, expansion metrics, capital commitments, and returns.

How We Assess

• Experience: Background in strategic accounts, enterprise business development, commercial real estate, consulting, investing, or a similar commercial field.
• Commercially sharp: You’re analytical, skilled at financial modeling, and comfortable defending capital allocation decisions.
• Executive relationship builder: You build trust with senior stakeholders and are comfortable pushing back when the economics don’t justify the investment.
• Curious about the business: You want to understand how customers generate revenue, allocate budget, structure teams, and make decisions.
• Strong judgment: You’re entrepreneurial and weigh upside against the cost of execution.
• Proven results: You’ve driven ARR expansion with strong margins and built a qualified pipeline backed by validated business problems and financial models.
• Location: Based in NYC or willing to relocate.

What We Offer

• 💰 Competitive salary + equity: A top-of-market base and meaningful stock options, so you share in what we build.
• 🩺 Health, dental & vision: Comprehensive coverage for you and your family
• 🏋️‍♂️ Health & wellness stipend: Stay sharp with access to Equinox gyms, on us
• 🌴 Generous PTO: Take the time you need to recharge, plus company holidays
• 🥗 Breakfast, lunch & dinner: Catered meals in the office, every day
• 🏙️ Beautiful SoHo office: Work from a bright, inspiring space in the heart of Manhattan
• 🚀 Early-stage impact: Work directly with the founders, own real problems, and help shape the company from the ground up

Notice to Candidates

To ensure fairness and proper consideration, we do not accept resumes or expressions of interest via email or social media messages. If you’re interested in a role, please submit your application directly through our careers page.

Please note that Henry AI may use AI notetakers and other recording devices in the recruiting process. If you interview with us, with your consent, we may record your conversations and summarize them into notes for internal use. Recording is optional, and declining will not affect your candidacy.

Henry AI is an equal opportunity employer. We are committed to diversity and inclusion in our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.