Director Amazon Account Management Jobs in Oregon

As a Director, Renewal Account Management, you will be tasked with leading our Client Development organization, overseeing our highest-value strategic accounts. Unlike a traditional renewals management role, this position is built around a growth-first mandate where renewal is the floor, not the goal. Success means driving net revenue retention through proactive account expansion, deep executive relationships, and a coached, consultative team motion, while still ensuring the fundamentals of forecast accuracy and churn prevention are airtight.

Primary responsibilities include:

• Own strategic direction for a portfolio of Client Development accounts, driving net expansion (upsell/cross-sell bookings) alongside strong renewal retention as equally critical measures of team success; build and drive a formal cross-sell/upsell motion, identifying whitespace across the product portfolio and coaching reps to run consultative expansion conversations rather than transactional renewal conversations; develop and maintain executive-level relationships on flagship accounts, including direct engagement in C-suite/economic-buyer conversations to unblock or accelerate expansion deals; partner with Sales Engineering and Product on structured account plans for top-tier accounts, identifying multi-year growth trajectories, not just next-renewal outcomes; build repeatable playbooks for identifying underutilized licenses, overdeployment/downgrade risk, and expansion triggers (e.g., new use cases, org growth, competitive displacement opportunities).
• Lead, coach, and develop a team of senior renewal/account managers, with emphasis on coaching consultative selling and executive presence, not just quoting and process execution; build a defined career path and bench strength for team members moving into strategic account or AE-track roles; implement structured performance management, including PIPs, calibrated against both retention and expansion metrics; set and hold the team accountable to a dual quota structure of renewal retention rate and expansion bookings (upsell/cross-sell).
• Own proactive risk identification and mitigation for the highest-ARR, highest-visibility accounts, where a miss has outsized revenue and reference-customer impact; build and govern a risk register/escalation process that centralizes signals from CSM, Support, and Product usage data into a single source of truth for save-motion prioritization; personally engage on save motions for flagship or reference accounts.
• Own accurate, transparent forecasting across both renewal (retention) and expansion (bookings) pipelines, with clear separation between the two in reporting to leadership; analyze account-level and portfolio-level trends (deployment health, competitive threats, program-tier dynamics) to inform quarterly business reviews; oversee deal structuring, commercial negotiation, and closure on the largest and most complex deals in the portfolio, including multi-year and program-tier commitments.
• Serve as the primary escalation and alignment point with CSM leadership on swim lanes for strategic accounts, ensuring no gap or overlap in account coverage; own the 2-tier GTM relationship for strategic accounts, partnering with channel/MSSP partners on baseline commitment growth, not just renewal continuity; represent Client Development in exec-level business reviews, articulating both retention health and expansion pipeline strength.
• Operate as a strategic leader reporting into Renewals leadership, with significant cross-functional exposure to AEs, CSMs, Sales Engineering, and executive sponsors on named strategic accounts.

Ideal candidates will have:

• 8 or more years of experience in enterprise software or cybersecurity, spanning renewals, account management, or strategic sales, with at least 4 or more years in a management/leadership capacity.
• Demonstrated track record leading teams that drive net revenue retention above 100%, meaning expansion bookings that outpace churn, not just renewal completion.
• Proven success building and scaling a formal cross-sell/upsell motion within an existing customer base, including quota design and rep enablement for expansion selling.
• Direct experience engaging at the executive/C-suite level on strategic accounts, including complex, multi-stakeholder negotiations.
• Expertise in indirect 2-tier GTM models (channel, MSSP, distribution), with experience growing partner-sourced expansion, not just maintaining partner-delivered renewals.
• Strong risk management orientation, with experience building account health frameworks that flag expansion opportunity and churn risk from the same data set.
• Sophisticated forecasting and business acumen, comfortable owning a dual-metric forecast (retention and expansion) and defending it to senior leadership.
• Exceptional executive communication and presentation skills; able to build and deliver account narratives ("here's how we help") to C-suite customer stakeholders.
• Strong cross-functional influence skills, able to drive alignment with CS, Product, and Sales Engineering without direct authority over those teams.
• Ability to operate simultaneously as a strategic leader (account/portfolio strategy) and a hands-on operator (personally engaging on flagship deals and saves).
• Comfort in a fast-paced, high-growth environment with evolving processes and tooling (CPQ, quote automation, account planning tools).

AI is redefining how the world operates and rewriting the rules of security in real time, and SentinelOne was built for this moment. From day one, we architected an AI-native platform designed to operate at machine speed, not as an add-on to legacy systems but as the foundation itself. If you want to build where innovation and impact move together, this is that place.

We invest in our Sentinels with comprehensive, competitive benefits designed to support you and your family:

Equity & Rewards

• Restricted Stock Units (RSUs)
• Employee Stock Purchase Plan (ESPP)

Time Off & Wellbeing

• Flexible time off
• Paid company holidays and paid sick time
• Gender-neutral parental leave
• Grandparent leave

Insurance & Financial Security

• Medical, dental, and vision coverage
• 401(k) retirement plan with company match
• Life and disability insurance
• Health and dependent care FSA
• Voluntary benefits (hospital, accident, critical illness)
• Employee Assistance Program (EAP)
• ARAG pre-paid legal
• Nationwide pet insurance
• Cancer Care program
• Global business travel medical insurance

Work Perks & Flexibility

• Home office allowance
• Mobile phone reimbursement

Wellness & Lifestyle

• Wellness coach
• Wellness/gym reimbursement
• Fertility coverage
• Adoption & surrogacy reimbursement