Strategic Account Director - Ohio

The Strategic Account Director – Ohio is responsible for driving growth, deepening executive relationships, and expanding Northwoods’ presence across priority accounts in the Ohio market. This role owns strategic account development within the state, with a primary focus on building trusted relationships, shaping opportunities early, and positioning Northwoods to win and grow across priority Ohio public-sector accounts, including Health and Human Services.

This is a senior individual contributor role within Sales that works closely with executive leadership, delivery, solutions, partnerships, and marketing. The role combines market presence, client strategy, opportunity creation, and disciplined account management to convert relationships into qualified pipeline and revenue growth.

Success in this position requires strong executive presence, political and organizational awareness, public-sector sales discipline, and the ability to align internal teams around high-value opportunities in a complex state environment.

What you’ll be doing

• Own strategic account development and growth across Ohio priority accounts, with emphasis on Health and Human Services and related public-sector domains.


• Serve as Northwoods' market-facing account leader for assigned Ohio relationships, building credibility with executive, operational, and procurement stakeholders.


• Develop and execute account strategies that include relationship mapping, stakeholder engagement, whitespace analysis, and opportunity planning, translating market insight, client signals, and relationship intelligence into actionable plans.


• Identify, qualify, and shape new business opportunities aligned to Northwoods' strengths, market priorities, and long-term growth strategy.


• Build and maintain trusted relationships with state leaders, agency stakeholders, procurement contacts, and partner organizations; represent Northwoods through meetings, industry events, and ongoing client engagement across Ohio.


• Partner with internal leaders across sales, delivery, product, and executive leadership to align account strategy, pursuit priorities, and client engagement plans.


• Monitor policy, funding, procurement, and organizational developments within Ohio agencies and translate them into business implications and action.


• Maintain disciplined pipeline management, including opportunity tracking, CRM hygiene, forecasting, and internal reporting.


• Contribute to capture planning, proposal strategy, teaming discussions, and executive-level pursuit decisions as opportunities mature.                                                                                                                                                   

First-Year Expectations

• Build and sustain senior-level client relationships that increase Northwoods’ relevance, access, and influence within Ohio accounts.


• Create a qualified pipeline and expand revenue opportunities through disciplined account planning, opportunity shaping, and cross-functional coordination.


• Demonstrate strong operating rigor in CRM hygiene, pursuit management, forecasting, and internal communication.


• Strengthen Northwoods’ market position in Ohio through credibility, consistency, and visible executive-level engagement.


• Maximizing hours under current Level of Efforts (LOEs) by identifying and solving buyer and user problems


• Driving and expanding revenue through new projects


• Secure EDMS 2-year contract renewal by 7/1/27

You may be a good fit for our team if you have the following skills…

• Bachelor’s degree or equivalent experience required


• 8+ years of experience in enterprise software sales, strategic account management, or consultative business development


• Experience selling into state government or similarly complex regulated environments


• Proven success managing long sales cycles and multi-stakeholder accounts


• Demonstrated ability to develop and execute account strategies that generate qualified pipeline and revenue growth


• Strong working knowledge of CRM discipline, forecasting, and opportunity management

Preferred Qualifications (A Plus)

• Experience in health and human services, workforce, eligibility systems, or closely related public-sector domains


• Established relationships within Ohio State Government


• Experience navigating state procurement processes, funding cycles, and public-sector buying stakeholders


• Proven track record of achieving or exceeding revenue targets in a strategic account environment


• Experience with SaaS, modernization programs, or public-sector procurement vehicles

What we provide

• Medical (includes H.S.A. option with employer contribution), dental, and vision insurance


• Short- and long-term disability


• Company paid basic life insurance


• 401(k) with 4% company match and immediate vesting


• Free financial education and consultation


• Wellness program that helps you earn lower premiums


• Robust EAP program that includes free therapy sessions, lifestyle coaching, legal/ID theft services, and more


• 12 weeks fully paid parental leave


• Up to $5,000 adoption fee reimbursement


• $500 wellness reimbursement after 60 days of employment


• Generous PTO policy and 10 company paid holidays


• Company paid cell phone plan

Find yourself checking a lot of these boxes but doubting whether you should apply? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every qualification. At Northwoods, we are dedicated to building a diverse, inclusive, and authentic workplace, so if you are excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles. Northwoods is committed to diversity in its workforce and is proud to be an equal opportunity employer. We are excited to work with talented people, period. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, national or ethnic origin, gender, age, disability, sexual orientation, gender identity and/or expression, marital or civil status, political affiliation, family or parental status, or any other status protected by the laws or regulations in the jurisdictions in which we operate.

Who is Northwoods?

Northwoods is a health and human services software company dedicated to reducing friction for frontline workers and turning complexity into clear, meaningful action. Part of the Banyan Software family, we build technology trusted by state and county agencies across the country, helping caseworkers and social workers spend less time navigating systems and managing paperwork and more time serving the families who need them most.

Our solutions span child welfare, childcare, child support, economic assistance, and adult & aging programs. Through products like Traverse and Compass, we give frontline teams easy access to case files, intelligent insights, and streamlined workflows, simplifying the administrative burden so workers can make better decisions and achieve better outcomes for the families they serve.

Beyond software, our managed service Grove embeds experienced child welfare professionals directly into agency teams. Grove handles the administrative heavy lifting, referral and records requests, court document preparation, and case file organization, so frontline workers can stay focused on fostering healthier families without sacrificing their own well-being.