VP, Account Management
New
Remote, USAFull-TimeVp
Salary205000 - 225000 USD per year
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Job Details
- Experience
- 10+ years
- Required Skills
- Salesforce
Requirements
- 10+ years in B2B account management or similar commercial function with at least 5 years specifically leading high-performing, senior-level teams.
- Experience managing significant revenue portfolios (ideally $50M+) and a demonstrated ability to move the needle on NRR (Net Revenue Retention).
- Deep expertise in both the Customer Success "value realization" side and the Account Management "commercial growth" side.
- Experience navigating complex, multi-stakeholder contracts and renewals exceeding $1M+ in annual value.
- Proficiency in Salesforce (SFDC) as a source of truth, with the ability to build dashboards and leverage RevOps data.
- A Bachelor’s degree in Business or a related field (an MBA is a significant plus).
- Familiarity with enterprise sales frameworks like MEDDIC, Challenger, or Sandler.
Responsibilities
- Lead and mentor a team of 5-6 Account Executives, conducting weekly 1:1s focused on account health, professional development, and sales velocity.
- Directly manage 1–2 key accounts to stay grounded in the client experience and lead by example in the Account Executive hybrid workflow.
- Act as a "Deal Desk" for the team—reviewing renewal strategies, identifying expansions and helping Account Executives navigate complex contract negotiations.
- Define and track KPIs that balance the 50/50 split of Customer Success (retention/NPS) and Account Management (expansion/upsell).
- Oversee the Operations Lead to transform the Account Executive tech stack, operating rhythm, and reporting from reactive to proactive.
- Standardize the "Account Executive Playbook," including onboarding, quarterly business reviews (QBRs), and renewal cycles.
- Own the accuracy of the Account Executive revenue pipeline and provide "no-surprise" visibility into pacing to goal.
- Serve as the primary escalation point for client friction, resolving issues before they require Executive intervention.
- Synthesize feedback from the Account Executive team to provide the company with actionable insights on product gaps and market trends.
- Architect an approach to turn our largest stakeholders into vocal brand advocates and facilitate peer-to-peer networking.
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