Director, Account Management

Posted 25 days agoViewed

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💎 Seniority level: Director, 10+ years

📍 Location: United States

💸 Salary: 175000.0 - 190000.0 USD per year

🔍 Industry: E-commerce, fintech, payments, or retail

🏢 Company: Zip Co Limited

🗣️ Languages: English

⏳ Experience: 10+ years

🪄 Skills: LeadershipProject ManagementBusiness DevelopmentData AnalysisPeople ManagementCross-functional Team LeadershipCommunication SkillsRESTful APIsCoachingAccount ManagementRelationship managementSales experienceTeam managementStrategic thinkingCRMCustomer Success

Requirements:

10+ years in merchant-facing roles (Merchant Services, Account Management, Business Development, Customer Success) with experience driving revenue growth
Proven ability to engage C-suite and VP-level decision-makers at Fortune 500 companies
Background in e-commerce, fintech, payments, or retail is required
Experience developing and executing long-term (12-36 month) merchant engagement strategies
Track record of leading contract renewals and structuring deals that drive long-term merchant success
Strong analytical skills to leverage performance data and insights to inform merchant strategy
Proficiency in leveraging AI-powered tools and technologies such as Clari, LinkedIn Sales Navigator, Google Workspace (G Suite), and Tableau
Experience managing and developing high-performing teams in a dynamic, fast-paced environment
Familiarity with Solution Selling, Challenger, or MEDDIC frameworks to drive business impact

Responsibilities:

Develop & execute a 12-36 month strategic account plan to drive retention, growth, and revenue expansion across our merchant base (GTM)
Develop a portfolio matrix evaluating revenue, NTM, and at-risk accounts to inform POV and create robust account plans for top 10 merchants
Drive $100M+ in annual TTV growth through cross-selling, optimization levers, and deeper product penetration with existing accounts
Lead contract renewals & merchant negotiations, structuring deals that ensure long-term success for both Zip and our partners
Serve as a strategic advisor to merchants, identifying pain points and delivering ROI-driven solutions to maximize performance
Uplevel merchant operations by refining processes, workflows, and tools to improve efficiency and merchant satisfaction
Own and enhance customer success strategies, ensuring merchants maximize value from their Zip partnership
Develop and execute multi-threaded engagement strategies to deepen relationships with C-suite and senior stakeholders
Lead merchant-focused events and initiatives to strengthen relationships and enhance customer success
Build, coach, and develop a high-performing Merchant Development team, providing mentorship and performance management
Guide customer retention & expansion strategy, optimizing account segmentation, organizational structure, and merchant success frameworks
Partner cross-functionally with Product, Engineering, Sales, and Marketing to drive improvements that enhance the merchant experience
Utilize data and analytics to track merchant performance, identify opportunities, and develop insights that drive strategic decision-making.
Implement and optimize account planning & pipeline management processes, ensuring alignment with broader business objectives.
Leverage enterprise sales methodologies (e.g., Challenger, MEDDIC, Solution Selling) to develop compelling business cases for merchant expansion.

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