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Sr. Director, Account Development

Req id:  5725

Waterloo, ON, CA Richmond Hill, ON, CA Mississauga, ON, CA


As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management.


The Opportunity

The Senior Director, Americas Account Development will report to the Vice President, Global Account Development, leading a direct team of 10 managers with leadership responsibility for ~70 Account Development Executive individual contributors. They will manage and oversee the hiring, onboarding, coaching, development, performance, and retention of this regional team. This includes the qualification and development of inbound leads, as well as strategic outbound prospecting into a named account Sales structure with a focus on net new business. They will be responsible for driving all AD programs in working with Sales, Campaigns & Field Marketing for the Americas and will be the central point of contact for the Account Development function regarding process, strategy, programs and quota achievement. They will work with respective internal groups to identify and manage required training and support for the Account Development Reps to ensure that business goals are achieved.

You Are Great At

The Senior Director, Account Development is the senior leader for the regional Americas team. The successful candidate will have extensive experience managing large teams in a complex technology selling environment.  Professional experience and achievements must show demonstrable success in driving productivity and growth to support pipeline creation and revenue conversion in an outbound “hunter” model, with an emphasis on the following:


  • Developing, executing, and measuring a strategy to achieve performance goals
  • Implementing processes and tools to drive automation and resource effectiveness
  • Leveraging AI and prospect data to create a relevant customer experience that drives high engagement and revenue conversion
  • Achieving consistent, balanced performance across the team
  • Partnering with Sales & Marketing leadership and relevant stakeholders regularly regarding business objectives and performance milestones
  • Identifying, leading & owning growth initiatives for the business
  • Creating an internal career path for individual contributors and managers who excel at their role and desire to grow professionally
  • Presenting performance and strategy updates to a broad base of stakeholders from ELT to Sales to IT
  • Staying on top of industry best practices and ensuring teams, processes and tools are optimized for success
  • Conducting weekly 1:1s and regular performance reviews with direct reports to set goals, discuss progress, and coach on development areas; responsibility for all aspects of performance management
  • Participating in skip-level reviews with frontline ADEs to learn how our customers and prospects are interacting with us; analyze trends and develop actions to support



What It Takes

A qualified candidate should have the following skills and knowledge:

  • 10+ years of relevant leadership experience in a technology-based outbound pre-sales (SDR) or Inside Sales environment with a focus on Enterprise-level accounts
  • Software and Cloud experience
  • Strong leadership, coaching and development skills
  • Strong analytical thinking and problem-solving skills
  • Excellent oral and written communication skills
  • Strong organization and time management skills
  • Adaptable to a fast-paced, technology-driven environment
  • Experience with Microsoft Office, Salesforce.com, Outreach, LinkedIn Sales Navigator, DiscoverOrg, Vidyard, Level Eleven, social selling

At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer. We hire the best talent regardless of sex, national origin, disability, or race. If you require accommodation at any time during the recruitment process, please email accommodationrequests@opentext.com.


Our growing team is mapping the future of Information Management, and we continue to make new discoveries that expand its boundaries. Join us and be part of a winning team, where the opportunities for your career are limitless. 

From its innovative start as a research project by University of Waterloo professors in 1991, OpenText has grown into a global company with offices in more than 35 countries. Our high- performance culture has forged our growth and is an excellent fit for people looking to push themselves to learn and do more.

It’s our time to lead, and as part of our team, it will be your time too. Our continued growth will provide you the opportunity to explore, learn and chart an exciting career path while enjoying a good work-life balance. 

If you thrive in a dynamic work environment, there is always a new horizon to explore. We are proud to offer excellent benefits, challenging work and competitive financial rewards. 

Our employee programs prioritize employees’ well-being and that of their families. We offer a comprehensive benefit plan, education assistance, a wellness/fitness reimbursement and time off to volunteer. 

Social events 
With offices around the world and flexible work arrangements, OpenText strives to make sure all our employees feel connected. Teamwork extends to our social lives too from local social events to company-wide activities, we want our employees to take time to relax and have fun.  

Corporate Citizenship  
Corporate Citizenship is more than a program for us, it is engrained in our purpose, impact, and approach to doing business. Through numerous volunteer initiatives, we support education and innovation for global change.

Explore your career and your potential. Become an OpenText Voyager.

Apply now »