Sr. Manager, Account Director

About Engine Engine is the all-in-one travel and spend management platform trusted by 38K+ businesses and groups representing 1.8M+ travelers. We're the retailer and the rails of business travel, one of the fastest-growing companies in travel tech, built on a decade of proprietary technology, supply, and pricing no one else can replicate. Other travel and AI companies run on our infrastructure to book real trips, hold rates, and move payments, without building any of it themselves. We built it, AI-forward at every layer, from how travelers book to how the rails run. That work has earned recognition as one of Fast Company's Best Workplaces for Innovators (2025), TravelTech's Reservation Platform of the Year (2026), and one of Built In's Best Places to Work (2020–2026). We're looking for bold, ambitious people to help redefine how businesses manage and experience travel. Working here, you can expect exponential growth, an ambitious pace, full ownership, and high-caliber colleagues who push you to do the best work of your career. Every hire raises the bar. Come outpace the ordinary and build the future of travel with us. About The Role Engine is adding a Sr. Manager, Account Directors to our Sales Org. In this role, you'll lead a team of quota-carrying, executive-facing Account Directors responsible for driving expansion revenue across our customer base. Our ADs are the closers — they find the expansion opportunity, build the commercial case, multithread into VP+ stakeholders, and close. As a senior leader, you'll set the standard for pipeline discipline, exec access, and deal execution across the team, coach your ADs to consistently hit quota, and operate as a force multiplier for the broader sales org — shaping territory strategy, hiring plans, and the expansion motion itself. You'll also play a key customer-facing role as executive sponsor on your team's highest-value opportunities, and you'll develop the next generation of frontline sales leaders at Engine. Your Mission As part of the Engine team, you'll play a vital role in an environment where innovation meets collaboration. Here's what you'll take charge of: • Hire, coach, and develop a team of quota-carrying Account Directors — and identify, mentor, and grow the next wave of frontline sales leaders on your bench • Own team quota attainment and forecast accuracy — leadership should be able to trust your number every single week • Enforce the pipeline discipline that separates the ADs who hit from the ones who don't: no deal without a next step, and any account 6+ months in the book has an active opportunity or the AD hasn't done the discovery yet • Coach ADs on real discovery, multithreading, exec QBRs, and building buying coalitions that sell Engine internally without the AD in the room • Serve as executive sponsor on your team's highest-value expansion opportunities and strategic accounts, and personally engage at the VP+ level to unlock and close them • Partner with sales leadership on territory design, quota setting, headcount planning, and the operating cadence for the expansion motion • Partner with AM leadership and Sales Ops to make the pod work — signal quality from AMs, feedback loops, and pod NRR are shared outcomes • Leverage data to inspect pipeline health, win rates, deal size, and rep-level performance; intervene early and specifically • Serve as a thought leader, customer advocate, and coach to your team and to the executives they sell into • Build a culture of preparation, ruthless pipeline honesty, and relentless deal advancement • Collaborate cross-functionally with AM, SA, Sales Ops, Marketing, Product, and Finance to remove friction from expansion motions and align on account strategy What You'll Bring to Engine Management & Leadership Experience • 6+ years of sales management experience leading quota-carrying sales or expansion sales teams in a high-growth environment, including experience managing senior or executive-level individual contributors • Track record of building and scaling high-performing teams — hiring, ramping, and developing top-quartile talent, and promoting frontline leaders from within • Demonstrated ability to lead and coach a customer-facing team — strong people management, performance management, coaching, and development experience • Demonstrated ability to lead through change and operate with autonomy in ambiguous, fast-moving environments • A strong team player and self-starter who thrives in a fast-paced, high-growth environment • A self-driven, high-energy leader with excellent cross-functional collaboration skills and executive presence • Demonstrated strong sense of radical candor and ability to ensure feedback is being implemented Sales & Revenue Growth • Experience owning and managing monthly, quarterly, and annual team quota, pipeline, and forecast at scale • Experience leading a team through complex, multi-stakeholder expansion deals — pricing, procurement, competitive pressure, executive negotiation — and personally engaging as executive sponsor on the largest opportunities • Track record of coaching reps on multithreading, executive access, and pipeline discipline • Experience partnering with sales leadership on territory design, quota setting, and go-to-market strategy • Passion for revenue growth and the ability to bring ideas that improve win rate, deal size, and pipeline conversion through data-driven decision-making • Previous experience selling into or driving ROI and value conversations with VP+ and C-level executive stakeholders OTE Compensation In addition to a competitive base salary, our listed compensation range includes the estimated variable target. Your OTE (on-target earnings) are based on several factors including your experience, expertise, and location. In addition, all roles receive equity. Your recruiter will share your complete compensation package as you move through the process. Total OTE Range (Base Salary + Variable) $220,000—$250,000 USD The Engine Edge: Perks & Compensation We believe in rewarding great work with great benefits: • Compensation: Competitive base pay tied to role and experience, with equity for all employees. Some roles are also eligible for bonuses or commissions. • Benefits: Check out our full list at engine.com/culture • Environments for Success: Different roles have different needs in terms of the environments that drive success which is why we have a hybrid-hub model. Whether you are in one of our amazing offices or fully remote, we'll make sure you have what you need to succeed. Perks and benefits may vary based on employment type, location, and more