Director, Account & Market Intelligence

Autodesk · Toronto · $168,200–$272,030 (stated in the posting)

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Job Requisition ID #

Director, Account & Market Intelligence

Location: Americas

Organization: Revenue Operations

About the role

Autodesk sells to millions of customers, from individual designers to the largest engineering, construction and manufacturing firms in the world. Deciding where to focus our sellers — which customers to pursue, what they could be worth, and where the next opportunity sits — is one of the most consequential decisions the company makes each year.

You will lead the team that answers it.

As Director, Account & Market Intelligence, you own the view of the market that sales planning runs on. What each account could be worth. Where untapped opportunity sits. How accounts should be prioritized, and how large the opportunity is by geography, industry and product. You will turn that into a capability the company depends on, and hold it to a clear standard of evidence.

This is a newly created team. You will design it, hire it and lead it.

Responsibilities

• Build and own the account view that sales planning depends on — a reliable, maintained picture of customers and prospects, their corporate structure, and what they buy
• Quantify account potential and untapped opportunity: what a customer could spend with Autodesk, what they spend today, and where the gap sits by product
• Develop the scoring and segmentation that rank accounts by opportunity, and the views leaders use to decide where coverage goes
• Size the market by geography, industry, segment and product, and own the methodology behind it
• Produce the account briefs sellers and sales leaders work from, on a dependable quarterly cycle
• Set the evidence standard for this work: models tested on data they have not seen, measured against realized outcomes, and re-validated each cycle
• Build the mechanism that brings what sellers learn in the field into the model, and test it against results
• Hire, lead and develop a team spanning market sizing, data science, account research and field insight
• Partner with sales planning, coverage and territory design, Sales Finance and Marketing to turn analysis into decisions

Minimum qualifications

• Bachelor's degree in a quantitative or business field, or equivalent practical experience
• 10+ years in market or account intelligence, commercial analytics, growth strategy or management consulting, including 3+ years leading analytical teams
• Experience owning an account potential, opportunity scoring or market sizing capability that shaped how a sales organization deployed its coverage or investment
• Ability to lead data scientists and analysts, not only commission them: specify a model, select a method, review the work, and judge whether a result is sound
• A rigorous approach to validation — testing on held-out data and measuring against realized outcomes
• Strong SQL, and comfort working directly in a cloud data warehouse
• Ability to present a complex analysis on a single page an executive can act on, and to communicate clearly with senior stakeholders

Preferred qualifications

• Enterprise software or SaaS, with direct, channel and e-commerce routes to market
• Hands-on propensity, segmentation or uplift modelling
• Experience with third-party firmographic or intent data, and with matching company records across systems
• Experience managing external analytics partners against defined acceptance criteria
• Experience building a new team or capability rather than inheriting one

What success looks like in your first year

• A single, trusted account view that sales planning and coverage design run on
• Account potential and untapped opportunity published on a dependable quarterly cycle
• Models measured against realized outcomes, with the results published
• Coverage and activation decisions grounded in sized opportunity
• A team hired, developed, and recognized for the quality of its evidence

Before you decide not to apply

Research shows many strong candidates apply only when they match every line of a job description. If you meet most of what is above and the work sounds like yours, we would like to hear from you.

Learn More

About Autodesk

Welcome to Autodesk! Amazing things are created every day with our software – from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.

We take great pride in our culture here at Autodesk – it’s at the core of everything we do. Our culture guides the way we work and treat each other, informs how we connect with customers and partners, and defines how we show up in the world.

When you’re an Autodesker, you can do meaningful work that helps build a better world designed and made for all. Ready to shape the world and your future? Join us!

Benefits

From health and financial benefits to time away and everyday wellness, we give Autodeskers the best, so they can do their best work. Learn more about our benefits in the U.S. by visiting https://benefits.autodesk.com/

Salary transparency

Equal Employment Opportunity

At Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.

Belonging

We take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/global-belonging

In-Person Onboarding and Identity Verification

This role may require in-person onboarding and/or in-person ID verification.

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