Director of Account Management

Summary

Join Espresa's growing team as the Director of Account Management, a critical role in driving next-level growth. Lead and execute the portfolio stewardship and expansion strategy, focusing on retention, renewal, and expansion of Espresa's customer portfolio. Collaborate with Customer Success teams to gain deep client insights and build strong relationships. Develop and execute strategic plans for optimal account growth and retention, identifying upsell and cross-sell opportunities. Manage a growing team, design scalable account management processes, and collaborate with other teams to guide the company's strategic direction. This role requires extensive account management experience in Enterprise SaaS, preferably in employer benefits or HR technology. Espresa offers competitive compensation and benefits, including health, retirement, a Lifestyle Spending Account, and generous PTO.

Requirements

• Industry knowledge and experience working with large employer accounts and impacting revenue
• Ability to convey ideas, expectations, and information effectively and clearly
• Strong presentation skills to clearly communicate Espresa's product vision to stakeholders, establishing credibility and highlighting Espresa’s value
• Capable of operating independently as a self-starter, adept at prioritizing and managing multiple tasks within tight deadlines
• Ability to flourish in a fast-paced, dynamic, and entrepreneurial environment
• Possess an unwavering commitment to ensure the company not only meets but exceeds its targets
• Inspire and motivate, fostering a culture that maximizes the passion and potential of Espresa’s employees
• Extensive (10+ years) of account management experience in Enterprise SAAS, experience in the employer benefits and/or HR technology industry is preferred
• BA or BS and MBA or other advanced degrees highly desired - experience in lieu of degree considered

Responsibilities

• Collaborate with Customer Success teams to gain deep insight into our client portfolio and understanding of our program scope and customer engagements
• Build and maintain strong, long-lasting relationships with existing clients that support retention and expansion
• Cultivate and maintain a deep understanding of the company’s product offerings and the ability to articulate our value proposition to clients
• Ensure that clients are satisfied and realizing value from our products and services, offering strategic guidance to help them achieve their goals
• Collect client feedback and work with the product team to improve offerings
• Develop and execute strategic plans for optimal account growth and retention
• Implement a proactive plan for timely, favorable customer renewals
• Identify and seize upsell or cross-sell opportunities within existing accounts
• Manage contract negotiations for renewals and expansions
• Optimize processes that will drive and improve efficiency in all aspects of client management – order execution, payment processing, CRM, analytics and reporting dashboards
• Manage a growing team (1 Account Manager today with future growth expected)
• Design strategic account management processes that can be deployed in a scalable way as the portfolio and Account Management team grows
• Collaborate with Customer Success, Sales, Marketing, and Product teams to guide the company’s strategic direction and boost overall account management effectiveness

Preferred Qualifications

• Start-up experience
• SalesForce CRM
• Direct Sales

Benefits

• Competitive compensation and benefits
• Opportunities for career growth and professional development
• A collaborative and innovative work environment
• Espresa offers a comprehensive benefits package that is competitive with Silicon Valley/Bay Area employers, including health, retirement, a Lifestyle Spending Account, generous PTO, and more