Strategic Account Director — Enterprise & US

About Us
We’re Thrive Learning, and we’re changing the way people learn at work. We believe learning should be easy, effective, and empowering, not a chore. That’s why we built the industry’s first truly modern, all-in-one learning experience. Our technology is helping over 3 million people worldwide unlock their potential and grow their careers. You’ve probably heard of some of the brands we work with, like Volvo, Vodafone, Krispy Kreme, and Sky. They trust us to deliver learning experiences that their people actually want to use.

Role Overview
As a Strategic Account Director at Thrive, you will own the full commercial relationship across a small portfolio of strategic enterprise accounts as well as our portfolio of accounts in The United States. Operating from the UK, you will serve as the primary strategic advisor to US based customers, building executive level partnerships across time zones, driving measurable customer outcomes, and ensuring long term retention. Your mandate is to protect and grow recurring revenue by aligning Thrive's platform to your customers' business priorities, navigating complex stakeholder landscapes, and orchestrating internal resources to deliver sustained value across the customer lifecycle. This role requires comfort and flexibility working across US time zones, with regular afternoon and evening commitments to maintain pace with your customers' working day.

Key Responsibilities

• Strategic Account Ownership: Own the end to end commercial strategy for your Enterprise and US portfolio. Develop and execute multi-year account plans that align customer objectives with Thrive’s growth targets, with clear line of sight to ARR protection, expansion, and net revenue retention.
• Management of US Customer Team: Build and maintain trusted advisor status with senior US based decision makers, L&D Directors, Chief People Officers, and C-suite sponsors. Understand their strategic priorities and position Thrive as a critical enabler of their learning and talent agenda.
• Revenue Growth & Expansion: Proactively identify and qualify upsell and cross-sell opportunities. Build compelling, value-led business cases for platform expansion, leveraging adoption data, ROI evidence, and industry insight to land incremental revenue.
• Renewal Strategy & GRR Accountability: Lead renewal planning from 12 months out. Construct strong value narratives anchored in demonstrable customer outcomes, anticipate commercial and political risks early, and drive renewals to close at or above target rates.
• Risk Mitigation & Escalation Management: Monitor account health signals and intervene early. Where risk is identified, mobilise cross-functional recovery plans bringing Product, Professional Services, Customer Success, and Support into coordinated action to stabilise the relationship and return the account to health.
• Cross-Functional Orchestration: Act as the internal quarterback for your accounts. Coordinate across Customer Success, Professional Services, Product, Marketing, and Support to ensure a unified customer experience and that commitments are delivered to the standard your customers expect.
• Market & Competitive Intelligence: Maintain a sharp understanding of the US market landscape, your customers' industries, their competitive pressures, and the evolving L&D landscape. Use this insight to add strategic value in customer conversations and to inform Thrive’s own product and go-to-market direction.
• Data-Driven Account Management: Partner with internal resources to track adoption, engagement, and health metrics. Use data to shape account strategy, quantify customer value, and identify early indicators of risk and expansion.

What We’re Looking For

• Minimum 5 years in account management or customer facing commercial roles within the learning technology or enterprise SaaS sector, with direct accountability for retention and growth targets.
• Proven track record of managing six and seven figure annual recurring revenue portfolios, consistently delivering against GRR and NRR benchmarks.
• Experience managing US based or international enterprise clients from a UK base, with a strong understanding of how to build trust and maintain momentum across time zones.
• Confident operating at executive level, able to hold credible, strategic conversations with CPOs, HRDs, and L&D leaders.
• Skilled at navigating complex, multi-stakeholder organisations and driving outcomes through influence rather than authority.
• Structured and disciplined in account planning, yet adaptable when priorities shift and comfortable with ambiguity.
• Experienced in mobilising cross-functional teams around customer outcomes, managing escalations with composure, and driving accountability through collaborative plans.
• Commercially curious, stays close to industry trends, competitive dynamics, and emerging technology in the L&D and HR tech space, with particular awareness of the US market.
• Self motivated, organised, and energised by building long-term customer partnerships that deliver mutual growth.
• Willing and able to flex working hours to accommodate US Eastern and Pacific time zones, including regular afternoon and evening availability.

Benefits

• Unlimited Holiday to support work-life balance
• Thrivedays—a reduced workday every Friday (10:00–15:00), with no internal meetings
• Flexible Working Hours within core hours (10:00–16:00)
• Birthday & Christmas Off, including festive shutdown between Christmas & New Year
• Work From Anywhere—fully remote-friendly (4 weeks a year)
• Health Cash Back Plan with Health Shield
• Employee Assistance Program for confidential support
• Financial support program via Maji
• Salary Sacrifice Pension Scheme
• Death in Service (4x annual salary)
• Green Car Scheme through salary sacrifice
• Cycle to Work Scheme—save up to 42% on a new bike
• Perks at Work—30,000+ national & local employee discounts via CharlieHR & Health Shield

What To Expect

• Initial Screening Call: If we think you’re a great addition to the team, you’ll be invited to an introductory call with a member of our People Team.
• First-Stage Interview: Following the initial call, you will have a first-stage interview with a member of the team you’d be joining.
• Assessment Task: We may ask you to complete a practical assignment or case study between interview stages.
• Final Stage Interview: You will meet with the Hiring Manager and/or a senior team member for a final interview.

At Thrive, we’re on a mission to build an inclusive, welcoming culture that encourages and actively supports diversity. Our race, gender, religion, background, sexuality and beliefs are what make us unique. Our people are expected to always treat each other with respect, care and compassion. This starts from the moment you apply for a role at Thrive Learning, so we want you know we’re an equal opportunity employer. We will always strive to be as inclusive as possible in all aspects of employment and have a zero-tolerance policy for discrimination of any kind. If you require any assistance, accommodations, or support during the application or interview stages, please don’t hesitate to contact Ella Holland at ella.holland@thrivelearning.com. We’re happy to help!