Director of Mid-Market Accounts

Dir_Mid-Market-Accounts_2026

Remote + 5% travel to San Diego headquarters for business reasons

At Platform Science , we’re working to connect everything that moves.

Founded in 2015, we are an open IoT platform that partners with innovative fleets, application developers, vehicle manufacturers, and equipment providers in the transportation industry to deliver revolutionary solutions to supply chain professionals across the globe.

Our employees are an engaging, diverse group of people who believe in the power of great ideas. We hire people with different experiences and perspectives to build a company culture that fuels growth through innovation.

We value thoughtful actions and empathy for others. We approach challenges with resiliency and creativity, while encouraging transparency because, no matter our backgrounds or responsibilities, we are one team.

About the Role

Platform Science is seeking a highly accomplished and strategic Director of Mid-Market Accounts to lead, mentor, and empower our team of Account Managers (AMs). This critical leadership role will be responsible for overseeing the strategic direction, growth, and retention of Platform Science 's mid-market accounts, collectively representing a significant portion of our annual revenue.

As the Director of Mid-Market Accounts, you will be instrumental in shaping our account strategy, driving consistent performance across your team, and fostering deeper, more impactful relationships with our most valuable clients. You will serve as an escalation point for complex client needs and negotiations, ensuring our AMs are equipped to deliver exceptional value and achieve ambitious revenue retention and growth targets within their multi-million dollar portfolios. This position demands a proven leader with extensive experience in account management, a deep understanding of the transportation and logistics technology landscape, and a relentless focus on customer success and team development.

Essential Responsibilities

3-5 detailed bullet points about the day to day responsibilities

The Director of Mid-Market Accounts will be responsible for a comprehensive range of leadership and strategic activities:

Strategic Leadership & Vision

• Develop and execute the overarching account strategy for Platform Science in the mid-market segment, aligning with company revenue goals and market opportunities.
• Identify and prioritize key strategic initiatives to drive retention, expansion, and new business within the mid-market account portfolio.
• Stay abreast of industry trends, competitive landscape, and client needs to proactively identify opportunities for Platform Science to enhance its offerings and market position.

Team Leadership & Development

• Lead, manage, and mentor a team of 5-7 Account Managers, fostering a high-performance culture focused on client success, strategic thinking, and continuous improvement.
• Provide strategic guidance and support to AMs on complex account planning, executive relationship management, commercial negotiations, and risk mitigation.
• Conduct regular performance reviews and provide constructive feedback, supporting the professional growth and career advancement of the AM team.
• Facilitate knowledge sharing and best practices across the global accounts team to elevate overall performance and consistency.

Executive Engagement & Relationship Management

• Cultivate and maintain executive-level relationships with key stakeholders within Platform Science 's accounts, acting as a senior point of contact and trusted advisor.
• Serve as an escalation point for critical client issues, ensuring swift resolution and maintaining high levels of customer satisfaction.
• Represent Platform Science at executive business reviews and strategic client discussions.

Commercial Management & Growth

• Oversee the aggregate revenue performance of the mid-market account portfolio, ensuring the achievement of retention and growth targets.
• Support AMs in complex contract renewals and negotiations, ensuring favorable terms for Platform Science and a smooth quote submission and approval process while preserving long-term client partnerships.
• Identify and drive cross-sell and up-sell opportunities within the account base, working in conjunction with product and sales leadership.

Internal Collaboration & Advocacy

• Act as a primary voice of the customer for the account segment, translating client needs and market insights into actionable feedback for product, engineering, and senior leadership teams.
• Collaborate closely with cross-functional teams including Product, Engineering, Sales, Marketing, Service Delivery and Finance to ensure seamless client experiences and coordinated account strategies.
• Champion the needs of the mid-market accounts team internally, ensuring they have the necessary resources and support to succeed.

Forecasting, Reporting & Risk Management

• Ensure accurate and reliable revenue forecasting for the