Director of Strategic accounts

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Director, Account Management – Onshape

Location: UK (Remote/Hybrid)

Or Milan Italy Hybrid

About Onshape

Onshape, a PTC SaaS business, is transforming product development with the world's leading cloud-native CAD and Product Development platform. Built for today's distributed engineering teams, Onshape combines CAD, PDM, collaboration, and analytics in a single SaaS environment, helping companies accelerate innovation while eliminating the limitations of legacy desktop solutions.

Your Impact

As Director, Account Management, you will lead strategic customer growth across a portfolio of Onshape's largest and most valuable accounts. You will be responsible for driving retention, expansion, and long-term customer success while building executive-level relationships with engineering, product development, and operations leaders.

This is a highly strategic role focused on growing recurring revenue, expanding platform adoption, and ensuring customers realize measurable business value from their investment in Onshape.

The Team

You will be part of a high-performing international sales organization and work closely with Customer Success, Technical Services, Strategic Sales, Marketing, and Product teams. You will serve as a trusted advisor to customers while influencing Onshape's continued growth across EMEA.

Key ResponsibilitiesStrategic Account Growth

• Own a portfolio of key enterprise and strategic accounts.
• Develop and execute multi-year account growth strategies.
• Drive net revenue retention through upsell, cross-sell, and expansion opportunities.
• Identify new business units, geographies, and use cases within customer organizations.

Executive Relationship Management

• Build trusted relationships with senior technical and business stakeholders.
• Conduct regular executive business reviews focused on value realization and strategic outcomes.
• Position Onshape as a critical platform supporting digital transformation and product development initiatives.

Revenue Ownership

• Achieve and exceed annual and quarterly expansion revenue targets.
• Drive forecasting accuracy and pipeline visibility through Salesforce.
• Develop account plans, growth strategies, and opportunity roadmaps.

Customer Advocacy & Retention

• Partner closely with Customer Success to maximize adoption and customer outcomes.
• Proactively identify risks and develop mitigation plans to protect recurring revenue.
• Champion customer feedback internally to improve the customer experience.

Cross-Functional Leadership

• Partner with Technical Services on complex customer solutions.
• Collaborate with Marketing on account-based programs and customer advocacy initiatives.
• Work closely with Sales leadership to ensure coordinated territory and account planning.
• Mentor junior Account Managers and contribute best practices to the broader organization.

Required Skills & Attributes

• Exceptional executive presence and communication skills.
• Strong consultative selling and relationship management capabilities.
• Strategic thinker with the ability to navigate complex enterprise organizations.
• Commercially driven with strong forecasting and pipeline management discipline.
• Highly collaborative, accountable, and customer focused.
• Ability to influence internal and external stakeholders at all levels.

Experience

• 8+ years of experience in enterprise account management, strategic sales, customer success, or related roles.
• Proven track record of growing and renewing large SaaS or subscription-based accounts.
• Experience managing complex, multi-stakeholder enterprise relationships.
• Demonstrated success achieving expansion revenue and retention targets.
• Experience in CAD, PLM, Product Development, Engineering Software, Manufacturing Technology, or related industries is strongly preferred.
• Experience working with executive-level buyers and decision makers.

Success Measures

• Net Revenue Retention (NRR)
• Expansion Revenue Achiev