Account Director

BEYOND YOUR APPLICATION

The moment you apply, you're being evaluated. We hire on habits and behaviors, because habits and behaviors come before performance. Applicants are expected to show us theirs instead of telling us about them:

• DM the hiring manager. You'll be recruiting AMs here. Finding and reaching the right person at a company that's hiring you is the first rep.

• Multithread our leadership. You'll coach a team to win renewals by aligning five people in a district, not one. Show us you can do it yourself, thoughtfully, not spam.

• Show speed and follow-through. How fast and how sharp you follow up with us is the standard you'll set for your team.

Location: Based in our Austin, Texas HQ. In-office 5 days a week, and some weekends required. Candidates outside Austin must relocate prior to start. Subject will not cover relocation fees.

Scope: You'll lead our Account Managers and own the revenue across our existing school and district partners, from districts serving 70,000+ students down to sub-200-student rural systems, with deep concentration in the South, Midwest, and Northeast.

Travel: Up to 40% of the month at certain times of the year, in the field with your AMs and at our largest partners, with generous travel stipends.

WHAT WE OFFER

• An aggressive variable comp plan tied to your team's number

• Comprehensive health, dental, and vision benefits

• Stocked kitchen with a variety of breakfast items, coffee, snacks, drinks

• Lunch and dinner provided daily

• $100/month toward gym membership

• 90-min wellness break Monday through Thursday

• 10% salary increase when you live within 1.5 miles of our office

• Flexible PTO

• The opportunity to build a revenue team around a product that students and teachers actually love using, and that makes a real positive impact on communities and the world

• The personal and professional growth that comes from applying yourself to a company growing this fast

WHAT THIS ROLE ACTUALLY IS

You'll lead our Account Managers, who are the AEs for our current customers and partners, and you'll build the function: the people, the playbook, and the operating rhythm.

• Own the number. Team net revenue retention, gross retention, and expansion bookings are yours. You'll forecast weekly and be accurate, and you'll see a churn risk two quarters before it shows up in a renewal.

• Build the team. Hire, onboard, coach, and when needed, move people out quickly and fairly. Every AM you hire should raise the average of the team.

• Coach in the field. Ride along on site visits, QBRs, and renewal negotiations. Review calls in Gong, run deal reviews, and give feedback the same day, not at the next 1:1.

• Build the operating system. A renewal playbook that starts 9 to 12 months out, launch and implementation standards, mutual success plans, account tiering, health scoring, and a clean handoff from our AEs. Then make sure the team actually runs it.

• Stay a player. You'll personally lead our largest and most strategic renewals and expansions, and you'll be the one who shows up when a district relationship is in trouble.

• Be the bridge. You'll work closely with our AE team, Ops, Integrations, Product, and Marketing so the field's reality shapes what we build and how we launch it.

THE SCOUTING REPORT

Who you are:

• You've built and led a quota-carrying team and hit the number. AM, expansion, or sales leadership in complex, multi-stakeholder B2B (SaaS, pharma, medical, or the same long-cycle, field-heavy motion). You know your team's retention, expansion, and attainment without checking.

• You're still a seller. You'd rather sit across the table from a superintendent than read about the meeting in a CRM note, and your team has watched you close.

• You build systems instead of relying on heroics. You've turned what your best rep does by instinct into something the whole team can run, and you can show us the playbook.

• You hire people better than you. You have stories about AMs you developed into top performers and leaders, and about the times you made a hard people call quickly.

• You run implementations like a PM. You know that in K-12 the renewal is mostly won or lost in the first 90 days of a launch, and you've built the process to make those days go right across dozens of accounts at once.

• You tell the truth early. To districts, to your team, and to leadership. Your forecast is honest even when the honest number is uncomfortable.

• You're AI-native, and you'll make your team AI-native. Claude, Gong, Salesforce, and Notion are already in how you forecast, coach, and plan accounts.

• You coach hard and take coaching well. We're a team with a head coach, coaches, and players, not a family. You give real-time feedback without softening it into nothing, and you ask for the same.

• You're a grinder. 60+ hours a week is the commitment, and you set the pace for the team instead of asking them to match a pace you don't keep.

Who you are not:

• A manager who runs the team from a dashboard and hasn't been inside a district office in a year

• A leader who protects underperformers or needs six months to make a people decision

• A customer success leader who has never owned revenue

• Someone who blames product, onboarding, or the AE when a district churns

• A knowledge hoarder or politics player. If your instinct is to protect your lane instead of the team's outcome, you won't last here.

• Someone who pushes personal agendas at work. We stay apolitical, always: we support all kids, we don't take sides, and we show up every day to help students grow no matter where they come from or what they believe.

• Someone who's uncomfortable living in public. We're a company that posts a lot and welcomes critics, and you have to be okay with that.

• Someone who hears "5 days in Austin, field travel, 60+ hour weeks during peak cycles" and starts negotiating the premise

We're not looking for people who can tolerate the bar. We're looking for people who set it higher than we do.

Bonus points:

• You've built an AM or expansion function from scratch at an early-stage startup during hyper-growth

• Formal implementation or project management background

• AI already built into how your team works. If you've built prompts, agents, or automations for forecasting, account planning, or coaching, tell us about it.

• History of multiple promotions within the same company

WHO WE ARE

At Subject, we're a rapidly-growing Austin-based team empowering a global community of students with access to on-demand, delightful learning that truly engages. We're racing to re-imagine what's possible in the classroom, bringing solutions that do real work alongside educators, and we want you on this team.

Vision: Revolutionize education by building the best product for acquiring valuable, fulfilling skills while empowering educators to work efficiently and joyfully.

Mission: Maximize the potential of all learners and educators, regardless of zip code.

Core Values:

• Education Obsessed: We relentlessly pursue the best learning experience. Every critique is an opportunity to improve. Mantra: Passion.

• Championship Sports Team: Team success outranks individual glory. No job is beneath us; excellence is the standard. Mantra: Teamwork.

• Grit: Expect a minimum 60+ hour workweeks and the flexibility to travel or be in-office as needed. Family and health come first, but Subject comes third. We outwork every competitor. Mantra: Relentless.

• Speed: Speed of iteration beats quality of iteration. Make informed decisions quickly and learn faster than the market. Mantra: Intensity.

Subject is an equal-opportunity employer. We strive to amplify, nurture, and empower unique identities and experiences, and we strongly encourage individuals of all backgrounds to apply. If you require accommodation during the interview process, please let your recruiter know.