Account Director

The opportunity  

This is a senior, hands-on client leadership role at the intersection of client engagement, commercial growth, technology transformation and people. Based in Kraków, the Account Director will be the visible local face of GFT for one of our most strategic global banking clients while operating as an integral part of the wider global account.

The role operates in a highly matrixed environment, working closely with GFT Poland leadership and the Global Account Director. Success depends on the ability to lead through influence, earn trust and mobilise colleagues across sales, delivery, engineering, practices and leadership.

  Your tasks     Client ownership and account growth  

• Own the day-to-day development of the global bank relationship in Poland, aligned to the global account strategy and GFT Poland priorities.
• Build trusted relationships across the client organization, from engineering and delivery leaders through to senior technology and operations executives.
• Develop and maintain a clear stakeholder, opportunity and engagement plan for Poland.
• Identify client needs before they become formal procurements and convert them into qualified, winnable opportunities for GFT.
• Joint leadership of the account with the Delivery Executive Manager
• Act as the voice of the client inside GFT while representing GFT’s interests with confidence and integrity.

    Commercial leadership and deal shaping  

• Personally originate, shape and progress opportunities from initial client conversation through proposition, commercials, internal approval and closure.
• Bring together the right GFT specialists to create differentiated propositions across AI-native engineering, AI-powered modernization, cloud and platform modernization, data, intelligent operations and managed services.
• Develop commercially sound models spanning time and materials, managed capacity, managed services and outcome- or value-aligned constructs where appropriate.
• Protect and grow the existing business in collaboration with the delivery team.
• Own the Poland pipeline, forecast, revenue and margin outlook accountable to the Global Account Director, and CEO Poland.
• Balance growth, competitiveness, delivery risk, client value and sustainable margin in every deal.

    Market presence  

• Bring GFT’s differentiated positioning into relevant senior client conversations, with a focus on measurable business value, engineering productivity and responsible adoption.
• Identify where AI can change the economics and operating model of existing services, rather than simply add isolated point solutions.
• Work with GFT experts to shape opportunities in software delivery, agentic engineering, modernization and intelligent operations.
• Represent GFT credibly at client forums, roundtables, industry events, panels and selected media or thought-leadership activities in Poland.
• Translate complex AI and technology topics into clear commercial and executive narratives without needing to be the technical architect.

    Account orchestration and client confidence  

• Create alignment across the Global Account Director, Poland leadership, delivery, engineering practices, legal, finance and commercial teams.
• Partner with the Delivery Executive Manager to lead the account; collaborate on client satisfaction, risks, escalations and opportunities.
• Maintain disciplined account governance, including actions, pipeline, commercial decisions, stakeholder coverage and strategic priorities.
• Navigate the global-local matrix constructively, avoiding duplicated or conflicting engagement with the client.

    People and community leadership  

• Building and developing the account team.
• Be a visible and trusted senior presence for GFT colleagues working with the global bank in Poland.
• Build connection and belonging across teams, recognize successes, surface concerns early and help remove organisational barriers.
• Act as a connector between local teams, global account leadership and the wider GFT organization, creating a strong sense of one team.
• Listen to the people closest to the work and use their insight to improve the client relationship and identify opportunities.

    What will make you successful  

• Proven success growing a complex technology-services relationship in banking or financial services, preferably from inside the client environment rather than through remote or transactional selling.
• Understanding of how banks buy services: procurement, regulation, supplier risk etc.
• 10+ years' experience in technology services, engineering, managed capacity or staff augmentation, together with evidence of progressing relationships into larger, higher-value transformation engagements.
• Strong commercial judgement and deal-shaping capability, including pricing, margin, risk, negotiation and contract or statement-of-work development.
• Demonstrable ability to lead without authority and mobilize cross-functional, cross-border teams in a matrix organization.
• Executive presence combined with a practical, sleeves-rolled-up approach.
• Credibility in AI transformation, software engineering, modernisation, cloud and data. Deep technical specialism is not required, but curiosity and fluency are essential.
• Comfort representing GFT externally through industry events, client forums, panels and thought leadership, with regular travel required.
• A natural community builder who is accessible, dependable and invested in the success and wellbeing of the people around them.
• Fluent English and Polish language capability and an established Kraków or Poland technology-services network are strongly advantageous.

 

What we offer

• A strategically important mandate within a major global banking relationship.
• High autonomy and direct exposure to GFT Poland leadership, global account leadership and senior client stakeholders.
• The opportunity to shape how GFT brings responsible AI-centric transformation and AI-native engineering to a global bank.
• A collaborative international environment with access to GFT’s engineering, industry and partner ecosystem.
• A competitive salary, variable pay linked to results, hybrid work and travel and flexible benefits package aligned to the local market.