Brief Description
The Managing Director, Strategic Accounts is responsible for driving revenue growth across a defined portfolio of national strategic accounts by converting Master Service Agreements (MSAs) into repeatable, site-level revenue.
This role leads account strategy, builds executive relationships, and orchestrates cross-functional execution to expand share of wallet, accelerate activation, and deliver consistent performance across markets.
Principal Duties & Responsibilities
Strategic Account Growth & Activation
- Own and grow a defined portfolio of national accounts (e.g., Hospitality operators, REITs, management groups)
- Develop and execute account plans aligned to revenue, margin, and activation targets
- Drive disciplined activation of MSAs into site-level revenue across properties and markets
- Identify and convert near-term opportunities while building long-term pipeline within each account
- Expand share of wallet through cross-sell, repeat business, and strategic positioning
- Identify and leverage BluSky’s full service platform to bring cross-division capabilities to clients, deepening the value and breadth of each account relationship
Executive Relationship Management
- Build and maintain senior-level relationships across ownership, asset management, and operations
- Establish BluSky as a preferred partner through consistent engagement and value delivery
- Leverage national relationships to influence local buying decisions and project flow
- Establish formal client governance frameworks including relationship matrices, executive engagement cadences, and strategic account plans to ensure structured, proactive account stewardship
Pursuit & Pipeline Leadership
- Lead strategic pursuits including new logos, MSA development, renewals, and expansions
- Maintain a disciplined pipeline and forecasting cadence within CRM
- Ensure timely follow-up, conversion, and visibility of high-value opportunities
- Challenge existing account prioritization and sales strategies to drive higher ROI
Enterprise-to-Local Execution
- Partner with regional sales and operations teams to translate national strategy into local execution
- Drive alignment across teams to ensure consistent delivery and client experience
- Remove barriers to activation and accelerate speed-to-revenue across accounts
- Lead account onboarding and transition management for new wins, ensuring day-one readiness and a seamless client experience from contract execution through full activation
Market Presence & Industry Engagement
- Build a strong presence within key industry associations and networks
- Represent BluSky at targeted events to drive brand visibility and opportunity generation
- Strengthen relationships with CRE aggregators and industry influencers to unlock growth
Leadership & Operating Discipline
- Act as a cross-functional leader across sales, operations, and marketing teams
- Reinforce a culture of accountability, performance, and collaboration
- Coach and develop regional account talent to strengthen execution capability and build a high-performance account management culture across assigned markets
- Contribute to the development of scalable account management and sales practices
- Ensure financial discipline across assigned accounts, including contract compliance, revenue recognition, and timely resolution of billing or collections issues
SUCCESS MEASURES
- Revenue growth across assigned strategic accounts
- MSA activation rates and conversion to recurring revenue
- Expansion of share of wallet within key accounts
- Pipeline health, forecast accuracy, and conversion rates
- Strength and depth of executive client relationships
- Consistency of execution and client experience across markets
- Account retention rate and protection of revenue across Tier 1 and high-value accounts
Supervisory Responsibility
Provides leadership across regional sales and operations teams to drive execution, alignment, and performance across strategic accounts.
Qualifications & Requirements
- 5+ years of experience in strategic account management or enterprise sales
- Strong executive presence and relationship management skills
- Deep familiarity with how ownership groups, asset managers, and operators make buying decisions across multi-site portfolios, gained through experience in commercial real estate, property management, facilities services, construction, or restoration
- Proven track record of growing national or multi-market accounts
- Demonstrated ability to develop and execute strategic growth plans, drive client engagement, and lead cross-functional execution across regional or field-based teams to deliver revenue growth and consistent performance
- Proficiency managing pipeline, forecasting, and account activity within CRM platforms
- Existing relationships with national CRE operators, property management firms, REITs, or ownership/asset management groups strongly preferred
Education
Bachelor’s degree in Business