Director of Account Management, Discord
$332-373.5k
OTE
+ Equity
More information about location
2 days a week in office
Voice, video and text communication platform
Be an early applicant
Voice, video and text communication platform
1001+ employees
Be an early applicant
$332-373.5k
OTE
+ Equity
More information about location
2 days a week in office
1001+ employees
Company mission
To help friends and communities come together to hang out and explore their interests.
Role
Who you are
- 10+ years in customer success, account management, growth marketing, or revenue-focused post-sale roles, with 5+ years building and leading high-performing teams in quota-carrying environments
- Deep expertise managing buyers on self-serve, non-IO advertising platforms including auction mechanics, programmatic buying, bidding model optimization, and the ability to train teams on buying platform mechanics
- Proven track record establishing strategic account management functions that operate with autonomy, drive meaningful expansion revenue, and are recognized as peer organizations to Sales within SaaS or ad tech environments
- Strong builder mentality with experience in 0-to-1 or high-growth environments - someone who thrives creating scalable processes, playbooks, and operating models from scratch while maintaining hands-on execution capability
- Exceptional business acumen balanced with customer-centricity - ability to drive aggressive expansion targets while maintaining high satisfaction scores, plus collaborative leadership skills to establish cross-functional partnerships and champion organizational change
What the job involves
- We're seeking a Director of Account Management to transform our Account Management team into an independent revenue-driving organization within Discord's Advertising Solutions business
- You'll lead a team of Account Managers who own the complete post-sale customer journey, driving expansion revenue, optimizing customer outcomes, and acting as executive sponsors to our largest accounts. Reporting to the VP of Sales, this is a peer role to our Sales Directors with a goal to build scalable growth processes as we transition to self-serve advertising products and expand globally
- Lead and develop a high-performing Account Management team with clear career pathways, quota-carrying responsibility, and performance metrics focused on customer outcomes and expansion revenue
- Design and scale the post-sale customer journey end-to-end from onboarding through adoption, expansion, and renewal - creating repeatable playbooks for upsell motions and retention strategies that drive revenue growth
- Build strategic partnerships with Sales leadership while establishing Account Management’s autonomous remit, including clear collaboration frameworks, service-level agreements, and shared success metrics that position Account Managers as peers to Account Executives
- Drive incremental revenue through growth marketing principles that optimize customer lifetime value, identify expansion opportunities, diagnose account health issues proactively, and act as executive sponsor for top-tier accounts
- Partner cross-functionally with Product, Marketing Science, and Ad Operations teams to translate customer needs into product requirements, while building team fluency in self-serve platform management, API integrations, campaign optimization workflows, and auction-based buying mechanics
- Develop data-driven frameworks for customer segmentation, health scoring, and account prioritization that enable strategic resource allocation and scalable impact
Our take
Discord is an industry giant in the chat app space. The free platform has rapidly become one of the most popular services in the sector since being founded in 2015. It counts over 200M active users in 19M communities, successfully expanding beyond its original focus on video game players to become a broader social networking app and public forum.
Discord's userbase has grown rapidly as remote work has become the norm and a new generation of internet users has come online, attracted to its youthful presentation and plethora of gaming and social tools. It has since fended off takeover bids from Microsoft and interest from other giants such as Amazon and X, and has grown into a profitable company, funded by optional subscription fees and commissions from sales through the platform.
Discord’s remarkable growth, however, is not without obstacles. The company faces competition from deep-pocketed giants like Facebook, and regulatory concerns from those worried about the platform’s relatively light chat moderation. However, the company has the resources and expertise to adapt. For example, the acquisition of harassment detection software company Sentropy will go a long way towards placating the concerns of critics, as will the 2024 acquisition of teen app Gas used to give anonymous compliments to friends. All of these purchases are part of Discord's move to expand out of its mostly gaming-focused customer base.
Steph
Company Specialist at Welcome to the Jungle
Insights
28% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Sep 2021
$500m
SERIES H
Dec 2020
$100m
SERIES H
Total funding: $979.3m
Company HQ
Potrero Hill, San Francisco, CA
Leadership
Stanislav Vishnevskiy
(Co-Founder & CTO)Previously worked as a Software Engineer at Casamba and then Kabam. Also worked as a Lead Software Engineer at GREE International, and founded social network Guildwork.com in 2009.
Humam Sakhnini
(CEO)Humam joined the Discord team in 2025 as CEO. Prior to this, he was the VIce Chairman and Chief Strategy & Talent Officer at Activision Blizzard as well as the CFO/President at King. He also spent 8 years at McKinsey & Company as a Partner.
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