Director, Account Management

U.S. Green Building Council

. Build and lead USGBC/GBCI's account management capability .

Posted 11/11/2026full-timeRemote • United StatesLead💰 $135,000 - $150,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B Account Management, Customer Success, and Channel Partner Management, with a strong focus on revenue growth, retention, and team leadership across diverse, multi-region portfolios. Proficient in Salesforce CRM, strategic account planning, and consultative selling methodologies.

Highest-signal resume keywords

B2B Account ManagementCustomer SuccessChannel Partner ManagementSalesforce CRM ProficiencyConsultative Selling

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account GrowthRetention ManagementRevenue ForecastingOpportunity QualificationPipeline ReportingCustomer Portfolio AnalyticsAccount PlanningWhitespace AnalysisSales ForecastingCommercial Governance

Soft Skills

CoachingChange LeadershipExecutive CommunicationCross-Functional InfluenceOrganizational Skills

Tools & Technologies

SalesforceMicrosoft 365Microsoft Power BITableauCustomer Success Platforms

Certifications & Qualifications

Bachelor's DegreeLEED CredentialStrategic Account Management CertificationCustomer Success CertificationSales Leadership Certification

Industry Keywords

Sustainability ConsultantsCommercial Real EstateCertification EcosystemsMembership-Based OrganizationsBuilding Owners and Operators

Tech Stack

Tools & technologies

Tableau

About the role

Key responsibilities & impact

Build and lead USGBC/GBCI's account management capability
Directly lead the Customer Account Management and Channel Partner Account Management teams
Drive revenue growth within the existing customer, member, and partner base
Expand customer adoption of the USGBC/GBCI portfolio while protecting retention, renewals, and partner contribution
Establish account and partner planning standards
Coach and assess account teams and manage portfolio workloads
Provide direct people leadership, performance management, and professional development
Own targets for expansion revenue, customer retention, renewals, and partner contribution
Monitor account health, churn risk, expansion potential, pipeline, conversion, and revenue outcomes
Identify upsell and cross-sell opportunities across memberships, registrations, certifications, credentials, education, performance verification, and portfolio-wide programs
Conduct regular pipeline reviews and support cross-regional customer growth opportunities
Define account tiering, account plans, whitespace analysis, stakeholder maps, partner joint business plans, and review cadences
Serve as executive sponsor for significant customer and partner relationships
Engage senior executives and procurement stakeholders and support negotiation of significant agreements
Provide oversight of strategic global and multinational accounts
Define commercial handoff and escalation practices across teams
Set channel partner segmentation, recruitment priorities, activation standards, and engagement rules
Oversee channel partner account management across all regions
Maintain visibility into customer onboarding, outcomes, and service escalations
Provide customer and partner insights to Product and Marketing
Forecast expansion and retention revenue
Ensure Salesforce account, partner, and opportunity records are accurate and current
Report portfolio performance to the Global Head of Market Development and organizational leadership
Partner with Sales Operations on CRM governance, reporting, attribution, and forecasting
Manage team performance, account and partner assignments, team plans, commercial decisions, and escalations
Recommend targets, segmentation, staffing, incentive design, bundled offers, and partner program changes
Collaborate with Regional Directors, Market Leads, Sales Operations, Client Solutions, Customer Service, Product, Marketing, and Finance teams
Provide global leadership across regions, countries, and time zones

Requirements

What you’ll need

Minimum 10 years of progressively responsible experience in B2B account management, customer success, channel or alliance management, or consultative sales
At least 5 years of direct responsibility for account growth, retention, or partner revenue
At least 3 years of direct people-management experience leading account or partner teams
Track record of leading teams that meet or exceed account growth, expansion revenue, retention, and renewal targets across complex, enterprise, or multi-site customer portfolios
Experience in a multi-region, multi-product, or membership-based organization with direct and partner-led business models
Background working with building owners and operators, commercial real estate, sustainability consultants, design firms, certification ecosystems, or complex professional-service portfolios
Expertise in consultative, value-based selling to existing customers, including whitespace analysis, multi-product solutions, and business cases for expanded adoption
Experience building, scaling, or materially improving an account management or partner program
Experience with executive relationship management, account planning, opportunity qualification, forecasting, and negotiation within delegated authority
Understanding of partner-led business models, joint business planning, channel conflict resolution, and partner contribution attribution
Experience leading or coordinating account management activities across multiple regions or international customer portfolios
Experience leading geographically distributed teams and collaborating across time zones and cultural environments
Experience building or transforming account management functions, including team structures, performance expectations, account segmentation, and commercial governance
Bachelor's degree in business administration, marketing, international business, finance, communications, or a related field required
Proficiency with Salesforce or a comparable CRM platform
Advanced proficiency with CRM account and opportunity management, sales forecasting, pipeline reporting, and customer portfolio analytics
Proficiency with Microsoft 365 applications including Excel, PowerPoint, Word, Outlook, Teams, and SharePoint, or comparable platforms
Experience with sales reporting and business intelligence tools such as Microsoft Power BI, Tableau, or comparable platforms
Experience with customer account planning, partner relationship management, or customer success platforms
Ability to use digital collaboration and virtual meeting tools to lead global teams and engage international customers and partners
Strong coaching, change leadership, cross-functional influence, prioritization, and executive communication skills
Strong consultative selling, negotiation, and executive relationship management skills
Excellent written and verbal communication skills
Strong analytical, financial, and commercial decision-making skills
Ability to manage competing priorities, complex customer relationships, and commercial escalations
Strong organizational skills and attention to detail
Ability to lead, coach, and develop geographically distributed account management teams
Ability to balance global account management standards with regional commercial needs
Strong financial and commercial acumen
Ability to collaborate effectively with global and cross-functional stakeholders
Commitment to USGBC and GBCI missions
Strategic account management training or certification, such as SAMA or IMPACT Selling, preferred
Working knowledge of LEED and the green building marketplace preferred
Current LEED credential preferred
LEED Green Associate or LEED AP credential preferred but not required
Relevant professional certifications in customer success, channel partner management, or sales leadership are a plus
Candidates advancing in the interview process must complete an assessment
Ability to work Monday to Friday, 9:00 AM to 5:30 PM in the candidate's time zone
Flexibility to collaborate across international time zones

Benefits

Comp & perks

Competitive compensation
401(k) with employer matching
Professional development reimbursement
Healthcare plan through Cigna including medical, dental, vision, and prescription drugs
USGBC covers 100% of healthcare premiums
HRA to assist employees and dependents with the in-network medical deductible
$300 individual / $600 family upfront medical deductible before employer-funded HRA payments for in-network claims
12 paid holidays
9 paid personal sick days
2 to 3 weeks PTO based on career level
Operations closed for a full week between Christmas and New Year’s
6 weeks paid renewal leave after 7 years of continuous service
Remote work in the U.S.
Flexible collaboration across international time zones
Domestic or international travel opportunities for team meetings, customer and partner engagements, and organizational events
Purpose-driven, inclusive culture
Career growth and ownership of meaningful work
Opportunity to contribute to global sustainability efforts