Account Development Director

More than 100 million users around the globe rely on Citrix to help them adapt, transform, and meet the challenges faced by every modern enterprise across private, public, managed and sovereign cloud environments. In today's dynamic business landscape, work happens everywhere — across devices, locations, and environments. With this flexibility comes complexity and risk. Citrix helps our customers to secure the work by providing secure access to the applications their workers—humans and agents—need wherever they are and from whatever devices they use. Citrix is trusted by thousands of customers to deliver improved user experience, more productivity, and tailored security at an optimized cost.

The Director of Account Development – Europe Enterprise leads and develops a team of Enterprise Account Development Managers responsible for Citrix's most strategic enterprise customers across the European region. This role is accountable for defining and executing regional account development strategy, driving consistent customer engagement at the executive level, and ensuring sustainable revenue growth, retention, and expansion across the enterprise portfolio.

The ideal candidate is a strategic, customer-centric leader with a strong background in enterprise technology sales and account development, proven experience leading high-performing teams, and the ability to partner effectively across Sales, Technology, Marketing, Product, and Partner organizations.

Securing the work for organizations globally is the heart of what Citrix is today and who we have always been. Come join our European Enterprise leadership team and help shape the future of how our most valued customers securely work.

Citrix is a Cloud Software Group (CSG) company. CSG operates several core business units, primarily built around its major acquisitions, Citrix and TIBCO, enabling customers to evolve, compete, and succeed by leveraging franchises of software across data, automation, insight, and collaboration.

Leadership & Team Management

• Lead, coach, and develop a team of Enterprise Account Development Managers across Europe, setting clear expectations, objectives, and performance standards.
• Drive a culture of accountability, collaboration, and continuous improvement, ensuring consistent execution of account development best practices.
• Provide regular coaching, deal support, and strategic guidance to elevate individual and team performance.
• Participate in talent planning, hiring, onboarding, and succession planning for the Account Development organization.

Account & Regional Strategy

• Own the regional enterprise account development strategy, ensuring alignment with Citrix's overall go-to-market and growth objectives.
• Oversee the creation and execution of multi-year (3-year) account growth strategies for strategic enterprise customers, ensuring quality, consistency, and measurable outcomes.
• Guide teams in identifying market potential, growth opportunities, risk areas, and expansion strategies across assigned accounts.
• Ensure strong monitoring of product adoption, usage breadth, and customer health to drive retention and expansion.

Executive Engagement & Relationship Management

• Sponsor and lead executive-level relationships with key strategic customers, including C-level stakeholders.
• Drive and participate in executive briefings, regional executive events, and strategic customer engagements.
• Act as an escalation point for critical accounts and ensure customer satisfaction and long-term partnership.

Cross-Functional & Partner Collaboration

• Work closely with Sales Leadership, Account Technology Strategists (ATS), Marketing, Solution Architects, Product Development, and Customer Success to deliver cohesive account strategies.
• Ensure high-quality Account Strategy Review (ASR) documents and presentations, and provide executive-level input internally and externally.
• Foster strong collaboration with strategic partners to support joint customer outcomes and growth initiatives.

Performance Management & Reporting

• Track and report on regional performance, pipeline health, customer growth, retention metrics, and strategic initiatives.
• Provide insights, analysis, and forward-looking recommendations to senior leadership to inform investment and strategy decisions.
• Ensure disciplined execution of forecasting, planning, and operational cadence.

Required Experience & Skills

• Bachelor's degree in Business, Technology, or a related field required
• MBA preferred
• 8–12+ years of experience in enterprise account development, sales, or business development within the technology industry
• Proven experience leading and managing teams in a complex, matrixed, enterprise sales environment
• Experience working with large, strategic enterprise customers across Europe
• Demonstrated track record of building and scaling high-performing account development or sales teams
• Strong strategic thinking with the ability to translate vision into actionable plans
• Deep understanding of the enterprise technology landscape, cloud, security, and emerging trends
• Exceptional executive communication, presentation, and relationship-building skills
• Strong analytical skills with the ability to assess market potential, account risk, and growth opportunities
• Ability to operate effectively across cultures and geographies
• Fluent verbal and written English required
• Additional European languages are a plus

About Us:

Cloud Software Group is one of the world's largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value passion for technology and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap - a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.

Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.

If you need a reasonable accommodation due to a disability during any part of the application process, please contact us via the Bridge portal for assistance.