Founding Strategic Account Director,
New York

The short version

This is a land-and-expand job, and you'd own the New York market.

Our customers already know what a company like ours does. They buy from firms like us every year. What they don't know is who we are, and that's the whole gap. We're not explaining a category, we're earning a seat at a table that already exists.

Which is why relationships matter more here than anything else on your resume.

Most reps get into an enterprise through IT, close one deal, and stop there. The great ones treat that first win as a door. They meet the CISO's team. They get into Engineering. They find the person in Finance who actually controls the budget. Eighteen months later they own six relationships inside an account that started as one.

What you'd do

• Break in. Source your own pipeline and get first meetings at enterprises that have never heard of us.
• Expand across the org chart. IT is the entry point, not the destination. Cybersecurity, Engineering, Data, Finance, and Procurement each have their own budget, their own pain, and their own buying cycle. Work all of them.
• Own the full cycle. Source, qualify, run it, close it, grow it.
• Work the ISV field. The reps and channel teams at our portfolio vendors are your co-sellers and one of your best pipeline sources. Deals move faster when a partner brings you in.
• Transact through the marketplaces. We close through AWS and Azure Marketplace: faster procurement, less legal friction, and budget the customer has already committed. Learn the mechanics, because they're often what gets a deal signed this quarter instead of next year.
• Own the market. You're the face of Ghost in New York, including the executive dinners and partner events we run there.

What we require

Relationships you can call today

Two kinds, and we weight both. Customers who know your name and take the meeting because it's you asking. And connections across the ISV ecosystem: the reps, channel leads, and alliance teams at the vendors we go to market with.

That second one is what separates a good account director from a great one here. Partner-sourced pipeline is the fastest way into an account, and it compounds.

You already sell in this market

This seat is New York. We're looking for someone with an established presence here, not someone planning to build one from a distance. You should be able to get to a customer's office the same day.

Pedigree over tenure

We don't care how many years you've been doing this. A sharp rep four years in with real relationships beats a fifteen-year veteran without them. Show us who you know and what you've closed.

Scrappy and strategic, both

Most reps are one or the other. The scrappy ones grind out meetings and close fast but never build anything durable. The strategic ones map beautiful account plans and don't pick up the phone. We need the blend.

Genuinely self-sufficient

No sales engineers, no deal desk, no proposal team. You run your own demos, write your own proposals, and handle your own technical conversations.

You use AI in your work

We use it across research, account mapping, and proposals because it makes the work better. We expect you've been doing the same and will push it further than we have.

You can talk to anyone in the org

Security, engineering, and finance leaders all buy differently. Selling the same way to all three is the most common reason expansion stalls.

What would make you stand out

• Deep relationships inside the security, observability, data, or AI vendor ecosystem.
• You've sold through AWS or Azure Marketplace: private offers, CPPO, listing mechanics.
• You've been the first or only rep somewhere and built the motion yourself.

Compensation