Director of Strategic Accounts

Director, Account Management – Onshape

Location:
UK (Remote/Hybrid) Or Milan, Italy (Hybrid) Or Paris or Toulouse, France (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 Responsibilities
Strategic 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.
* Fluency in English and Italian Success Measures
* Net Revenue Retention (NRR)
* Expansion Revenue Achievement
* Renewal Rate
* Customer Adoption and Utilization Metrics
* Executive Relationship Strength
* Forecast Accuracy
* Customer Satisfaction and Advocacy Why Join Onshape?
* Help shape the future of cloud-native product development.
* Work with some of the most innovative engineering organizations worldwide.
* Join a fast-growing SaaS business within PTC.
* Collaborate with talented colleagues across Sales, Customer Success, Product, and Technical Services.
* Make a direct impact on customer growth and business success.