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Senior Account Director
About us:
Amach is an industry-leading, technology-driven consultancy headquartered in Dublin, with distributed delivery teams across the UK and Europe. Established in 2013, we specialise in large-scale cloud migration and modernisation in the aviation industry, digital and data transformation, agile software engineering, DevOps, automation, and AI-enabled platforms. Our blended onshore and nearshore delivery model enables us to partner with enterprise customers to deliver high-quality, outcome-focused solutions at scale.
Our goal is to maximize airlines' operational efficiency by optimizing resource use, reduce costs and increase customer experience and satisfaction.
The Role:
As a Senior Account Director, you will own and grow one or more strategic enterprise accounts, acting as the senior commercial and relationship lead. You will be accountable for revenue growth, forecasting accuracy, pipeline creation, account expansion, and executive stakeholder engagement, while working closely with delivery, solution architecture, and leadership teams. This role requires a proven ability to operate credibly at C-suite and board level, drive complex sales cycles, and convert strategy into executable commercial outcomes.
Key responsibilities & duties include:
Executive Client Leadership
- Own senior executive and C-suite relationships within assigned accounts
- Present confidently at C-level and board forums, articulating value, strategy, and commercial outcomes
- Act as a trusted advisor, aligning Amach’s capabilities to customer business priorities
Revenue Ownership & Forecasting
- Full accountability for revenue targets, growth plans, and margin performance
- Build, manage, and maintain a robust, qualified pipeline aligned to revenue objectives
- Deliver accurate forecasting through disciplined opportunity management and governance
- Demonstrate a track record of consistent target execution in complex enterprise environments
Account Growth & Expansion
- Develop and execute multi-year account plans aligned to customer strategy
- Identify and close opportunities for account expansion, cross-sell, and upsell
- Evidenced experience growing and sustaining €25M+ enterprise accounts
- Drive new initiatives across cloud, digital transformation, data, and managed services
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Pipeline Generation & Deal Execution
- Proactively originate new opportunities within existing accounts
- Lead complex deal structures, commercial negotiations, and contract renewals
- Partner with solution and delivery leaders to shape compelling, value-led propositions
Salesforce & Commercial Discipline
- Own opportunity, pipeline, and forecast management within Salesforce (SFDC)
- Maintain high standards of CRM hygiene, reporting accuracy, and deal governance
- Use data and insights to drive decision-making and prioritisation
Cross-Functional Leadership
- Lead and coordinate cross-functional teams (delivery, architecture, finance, leadership)
- Ensure alignment between commercial commitments and delivery execution
- Mentor and support account team members where required
Required Skills:
- Experience in senior Account Director, Client Partner, or enterprise commercial roles
- Proven experience selling technology and professional services, including cloud migration (AWS/Azure), digital transformation, data, or engineering services
- Demonstrated success in landing, expanding, and growing large enterprise accounts (£15M+)
- Strong track record of pipeline generation, forecasting accuracy, and quota attainment
- Extensive experience presenting to and influencing C-suite and board-level stakeholders
- Hands-on experience using Salesforce (SFDC) for pipeline, forecasting, and reporting
- Strong commercial acumen, negotiation capability, and deal-closing discipline
- Excellent communication, stakeholder management, and leadership skills
- Experience working within the aviation, airline, airport, or travel technology sector
What’s in it for you:
- An opportunity to join a fast-growing company
- Options for career advancement
- Learning and development opportunities
- Flexible working environment
- Competitive salaries based on experience
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Equal Opportunity Employer:
Amach is an equal opportunity employer and makes employment decisions on the basis of merit. We celebrate diversity and are committed to creating an inclusive environment for all employees. This job description is intended to convey essential responsibilities and qualifications for this role, but it is not an exhaustive list of tasks that an employee may be required to perform.
If you are passionate about driving customer success, advising on strategic solutions, and contributing to product innovation, we would love to hear from you!
Not for you?
Check out all of our open positions in our careers page and follow us on LinkedIn for future opportunities.
P.S. Share this with friends and co-workers! Don't be afraid they'll steal it from you, if you're amazing and smart we'll find a role for you. We are growing fast and we are always looking for talented people.
At Amach, we strive to be an inclusive community of open-minded individuals with different backgrounds and we are committed to fostering, cultivating and preserving a culture of diversity, equity and inclusion. We strongly believe that a diversity of experience and background is essential to create a fulfilling environment and better solutions for our people and our customers. All Amach employees and contractors are expected to honour this policy and act to ensure that every individual is respected in the workplace.
Your personal data
Amach will process your personal information in accordance with the EU's General Data Protection Regulation (GDPR). We will comply with data protection law and principles, which means that your data will be:
- Used lawfully, fairly and in a transparent way
- Collected only for valid purposes and not used in any way that is incompatible with those purposes
- Relevant to the purposes we have told you about and limited only to those purposes
- Accurate and kept up to date
- Kept only as long as necessary for the purposes we have told you about
- Kept securely
If you would like to contact us about your data, please use the following address: info@amach.com
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