Director, Account Management

Summary

Join ezCater as a Director of Account Management to lead the team in driving growth with top accounts, utilizing strategic thinking, solution-oriented approaches, and data-driven decision making.

Requirements

• 10+ years of leadership experience within Account Management & Sales, focused on varied levels of accounts with demonstrated success developing, leading and scaling Account Management function at a high-growth company, ideally in the tech industry
• Experience with developing account and segment strategy to effectively expand accounts, including identifying upsell and cross-sell opportunities
• Experience building, managing & coaching high performing Account Management teams
• Deep understanding of customer needs and a consultative approach to identify opportunities to expand wallet share and create best-in-class experiences
• Experience representing the Voice of the Customer in developing and enhancing product capabilities, process improvements and operational excellence
• A data driven approach to understand market trends, prioritize expansion opportunities and measure ongoing progress against goals
• Ability to proactively identify trends and institute risk mitigation steps to achieve monthly targets
• Proven success leading and managing Annual, Quarterly and Monthly Planning (territories, quota, headcount)
• Highly organized approach, with excellent attention to detail and the ability to work in a fast-paced and change driven environment
• Excellent problem solving and collaboration skills, a motivated self-starter that is proactive and action-oriented
• Demonstrated sound business judgment, strong written and verbal communication skills and a proven ability to influence senior leaders
• Tenured in a rapidly growing an organization with the ability to operate successfully in a lean, fast-paced environment, and to create sales processes that can scale quickly

Responsibilities

• Continually optimize the strategic plans and operating model for Account Management to meet the evolving needs of our customers with a suite of ezCater solutions
• Collaborate with Senior Leadership and key internal stakeholders to ensure alignment and customer retention across accounts within your book of business
• Cultivate strong executive relationships within key customer accounts, acting as an escalation point with customers, mitigating churn risk and deepening our customer relationships across Account Management, while identifying opportunities for improved efficiencies and profitable workstreams
• Create and execute an account management playbook , identifying growth opportunities and developing appropriate account plans and processes
• Efficiently and effectively translate strategy into executable plans to drive incremental revenue and reduce churn among existing accounts
• Lead your team to achieve their monthly quotas/KPIs. Establish, track, and accurately forecast key metrics to measure success and drive continuous improvement within Account Management
• Oversee day-to-day Account Management team operations. Coach and mentor Account Management team to become even better at their craft
• Ensure the Voice of the Customer is well understood among cross-functional leaders across the organization to ensure we’re hearing how we can best serve our accounts
• Develop, recruit and train teams members to become best-in-class account managers
• Collaborate with leaders across Sales, SalesOps, Customer Support, Partner Success, Product, Marketing, and Legal/Finance to jointly to drive revenue growth and identify new business opportunities
• Implement infrastructure and systems in collaboration with SalesOps to support the success of the onboarding and account management organization
• Evolve and execute processes, partnering with Sales ops, Marketing, Acquisition Sales, and Account Management leadership to effectively build a scalable retention and expansion structure
• Report out team achievements and progress to cross functional leadership
• Think big & push the boundaries to achieve larger, more impactful results

Benefits

• Market salary
• Stock options
• Usual holidays
• All-you-can-eat vacation
• 401K with ezCater match
• Health/dental/FSA
• Long-term disability insurance
• Remote-hybrid work from our awesome Boston or Denver offices OR your home OR a mixture of both home and office (you choose!)