Enterprise Account Director

Position Overview

• Location Type: Remote
• Job Type: Full-Time
• Salary: (Salary information not provided)

Top Hat is seeking a results-driven Enterprise Account Director to lead relationships with top universities, expanding partnerships and ensuring long-term value. You’ll shape our enterprise strategy, enhance retention, and drive revenue growth. You will be the face of Top Hat for our largest existing enterprise accounts, as well as our most important enterprise prospects. Your work will enhance Top Hat’s brand throughout both our partner institutions, while driving retention and professional services engagements with our Enterprise customers. You will be responsible for developing and implementing our enterprise acquisition strategy and retention strategy to achieve defined mutual success with university leadership at the most prominent educational institutions in North America.

Requirements

• 3+ years of enterprise sales/customer success experience in EdTech (SaaS preferred).
• Proven track record of exceeding quotas and managing complex contracts.
• Experience working with C-level stakeholders (Deans, Provosts, CIOs, VPs).
• Strong negotiation, public speaking, and problem-solving skills.
• Data-driven with strong Excel and project management skills.
• Independent, coachable, and excited to travel up to 50%.
• Bachelor’s degree or equivalent required.

Responsibilities

• Develop and execute a territory strategy to build a strong pipeline and secure new university partnerships.
• Manage the entire customer lifecycle—from prospecting, managing the sales cycle, to renewal.
• Leverage relationships to drive enterprise growth across university systems.
• Identify key institutional challenges and align our solutions with university initiatives.
• Act as lead revenue stakeholder in RFP processes.
• Ensure smooth product implementation and ongoing engagement.
• Drive contract renewals, upsells, and long-term retention.
• Lead quarterly business reviews, track key KPIs, and communicate progress towards success to university leadership.
• Negotiate contracts and mitigate business risks.

Application Instructions

• (Application instructions not provided)

Company Information

• Company: Top Hat
• Mission: Create meaningful, fulfilling work and transform higher education.
• Work Environment: Flexible, remote-first work environment.
• Benefits: Competitive health benefits, professional learning and development, PTO policy, passionate customers, and a chance to work with innovative tech like generative AI.