Enterprise Account Director

• This is an individual contributor, new logo role - built for a commercially aggressive hunter who thrives on closing complex, high-value enterprise deals
• At its core, this role exists because of a strategic partnership. Bandwidth is the first Preferred and Certified Carrier for Salesforce Native Contact Center internationally, so Salesforce enterprise AEs direct customers with BYOC telephony requirements to Bandwidth
• The Account Director will own that inbound pipeline and convert it, while simultaneously self-sourcing additional new business
• This role also involves working alongside channel partners in B-end enterprise deals where Bandwidth’s carrier capability is required to complete the solution. This is a collaboration motion, not a channel management role - the AD works with partners to close specific deals, not to recruit or develop the partner base
• Own the full new business sales cycle for Salesforce Native Contact Center BYOC opportunities — from initial qualification through commercial structuring, negotiation, and contractual close
• Manage and convert inbound pipeline referred by Salesforce AEs, maintaining deal velocity and ensuring Bandwidth is positioned correctly at each stage of the customer’s evaluation process
• Self-source additional new logo pipeline through strategic outbound prospecting into enterprise accounts operating within or adjacent to the Salesforce Native Contact Center ecosystem
• Build and maintain a robust, accurate pipeline with strong CRM hygiene; manage forecasting and deal progression with the discipline expected at Account Director level of commercial engagement
• Execute against individual revenue targets spanning both Salesforce-referred and directly sourced new business
• Build trusted, day-to-day working relationships with Salesforce enterprise AEs and their management - becoming the go-to Bandwidth contact for BYOC opportunities within their accounts
• Participate in joint account planning with Salesforce sellers, helping map enterprise accounts with BYOC requirements and aligning on pursuit strategy
• Engage Salesforce alliance and partnership contacts as needed to maintain commercial alignment and ensure inbound lead quality improves over time
• Represent Bandwidth credibly in joint customer meetings alongside Salesforce - operating as a senior commercial peer, not a subcontractor
• Work alongside channel partners - including MSPs, SIs and Salesforce implementation partners - on B-end enterprise deals where Bandwidth’s BYOC carrier capability is part of the solution they are delivering
• Support channel-led pursuits by providing Bandwidth’s commercial, technical and contractual expertise at the appropriate point in the deal cycle
• Ensure deal economics are structured correctly in partner-involved transactions, with clear accountability for Bandwidth’s revenue and obligations
• Maintain strong working relationships with key channel partner contacts on active deals, providing the senior Bandwidth commercial presence they need to close
• Navigate complex enterprise organisations, building relationships across CIO, CTO, VP of CX, operations and procurement - positioning Bandwidth as a strategic infrastructure partner for their Salesforce Contact Center deployment
• Lead commercial negotiations on high-value, multi-stakeholder enterprise agreements, working across legal, security, finance and procurement to reach close
• Orchestrate internal Bandwidth resources - Solutions Engineering, Legal, Product, Finance and Operations - around complex deals without losing deal momentum
• Operate comfortably across large enterprise and complex mid-market deal sizes, adjusting commercial approach and engagement model appropriately
• Maintain a strong and current understanding of the Salesforce Native Contact Center landscape - how enterprise customers evaluate and adopt it, where BYOC fits into the decision, and what objections Bandwidth regularly faces
• Provide commercial and competitive insight back to Bandwidth’s product and GTM teams - surfacing patterns from the Salesforce channel and direct deals that should inform positioning and product direction
• Stay informed on competitive dynamics across BYOC, CPaaS and CCaaS so you can position Bandwidth accurately and confidently in contested opportunities

Benefits

• Free gym membership
• 90-minute workout lunches
• PTO embargo
• Go & do day
• 2 days off to celebrate life’s most important moments
• Employee development programs & courses

• Bandwidth is looking for an Account Director to own new business revenue within the Salesforce Native Contact Center ecosystem
• The right candidate brings 10+ years of enterprise sales experience, credibility within the Salesforce or CCaaS ecosystem, and the commercial instinct to operate across a dual motion: partner-referred inbound and self-sourced outbound. You should be as comfortable working alongside a Salesforce AE on a joint pursuit as you are prospecting independently into a target account
• 10+ years of enterprise technology sales experience - with a consistent, verifiable track record of closing six- and seven-figure ARR new logo deals in competitive, technically complex markets
• Commercial acumen and deal-structuring capability to lead complex multi-stakeholder negotiations, including multi-party agreements involving channel partners
• Experience working alongside channel partners on enterprise deals - understanding how to contribute to a partner-led pursuit, structure Bandwidth’s commercial involvement and close without creating friction in the partner relationship
• Demonstrable experience operating in or alongside the Salesforce ecosystem - whether through co-sell motions with Salesforce AEs, selling into Salesforce-driven transformation programmes, or selling solutions that integrate with or complement Salesforce Contact Center or Service Cloud
• Strong understanding of BYOC (Bring Your Own Carrier) commercial and technical models - including how BYOC works within CCaaS and CRM platforms and what enterprise buyers need to understand to move forward
• Bachelor’s degree or equivalent enterprise sales experience
• Working knowledge of telecom fundamentals: SIP, PSTN, voice infrastructure, international connectivity and regulatory considerations including E911
• Strong pipeline and forecast discipline — comfortable managing a multi-source revenue target across Salesforce-referred inbound and self-sourced pipeline with full visibility and accuracy
• Solid knowledge of the CPaaS, CCaaS and cloud communications landscape - including the competitive dynamics, key platform players and how enterprises evaluate and adopt carrier-level infrastructure
• Ability to build relationships at C-suite and VP level across IT, operations, procurement and CX functions, with the executive presence to represent Bandwidth as a senior commercial peer
• Are you excited about the position and its responsibilities, but not sure if you’re 100% qualified? Do you feel you can work to help us crush the mission? If you answered ‘yes’ to both of these questions, we encourage you to apply
• Existing working relationships within the Salesforce enterprise sales organisation — AEs, RVPs or alliance leadership — that can generate immediate inbound opportunity flow
• Direct experience selling BYOC solutions within or alongside a CCaaS or CRM platform — including Genesys, Five9, NICE, Talkdesk or equivalent environments
• Familiarity with Natterbox, Aircall, Dialpad or other Salesforce-native voice providers — and a clear understanding of how Bandwidth differentiates as a carrier in that space
• Prior exposure to Bandwidth’s product portfolio or existing relationships with Bandwidth’s channel or implementation partners
• Experience working within structured sales methodologies such as MEDDPICC, Value Selling or similar frameworks
• Experience selling into regulated enterprise environments where compliance, resilience and security are key components of the buying decision