Strategic Accounts Director

About the role

We are Capsule, an AI‑powered video platform for enterprise teams. The Strategic Accounts Director will own a portfolio of our largest enterprise customers and drive expansion across departments, turning single‑team adoption into company‑wide deployments. Reporting to the VP of Sales and working directly with the CEO, you will design and execute the playbook for growing our biggest accounts over the next 9‑12 months.

Key responsibilities

• Own account growth: build account plans, drive land‑and‑expand across departments, turn single‑team adoption into enterprise‑wide commitments.
• Map whitespace: learn each account’s org chart, use cases and roadmap to identify next opportunities and land them.
• Conduct investigative work: detect subtle signals in calls or messages and ask the right question to surface hidden expansion opportunities.
• Build executive relationships: develop VP‑ and C‑level connections to position video as a strategic investment.
• Partner cross‑functionally: collaborate with Customer Success for adoption and health while owning the commercial story and leveraging integrations for growth.

Required profile

• 5+ years in enterprise account management, strategic sales or expansion roles with a proven track record of growing existing customers.
• Outcomes‑obsessed, working backwards from customer goals and anticipating the next move without a playbook.
• Leads with value, proactively delivering tailored solutions before asking for a meeting.
• Detail‑oriented, creating materials that elevate champions within the customer organization.
• AI‑native, building and leveraging AI tools, automations, or agents in post‑sales workflows.
• Product‑fluent enough to act as a pseudo‑product manager, challenging assumptions and driving improvements.
• Operates like an operator, instrumenting metrics (NRR, expansion ARR, time‑to‑value) and using data to drive action.
• Possesses executive presence to engage VP‑level stakeholders and a bias toward action in an undefined playbook.

What we offer

• Base salary $140,000 with OTE up to $180,000 plus equity in a fast‑growing early‑stage startup.
• Generous equity package backed by top investors.
• Fully remote role in the United States with occasional travel to key customers and team off‑sites.
• Brand‑new, high‑visibility position where you define the expansion motion for strategic accounts.
• Direct access to leadership, including the CEO and VP of Sales, influencing company growth.
• A product shipping rapidly and loved by enterprise customers.