Director of Account Management

Summary

Join Fleetio as our Director of Account Management and lead our AM team to the next level of growth! This impactful role involves strategic direction and oversight of our Account Management engine, optimizing and scaling to meet sales targets. Reporting to the VP of Sales, you'll mentor the AM team, refine sales processes, define KPIs, and spearhead recruiting. Collaboration with various departments is crucial to drive sales development strategy. This is a high-impact role in a fast-growing SaaS company with significant funding and a strong team culture. The position requires extensive experience leading high-performing SaaS AM teams and a proven track record of exceeding revenue targets.

Requirements

• 7+ years of experience leading a high-performing SaaS AM function or team
• Ownership mindset — you thrive in problem-solving and crafting solutions
• A demonstrated track record of exceeding revenue targets in a fast-growing organization
• Partner cross-functionally with sales, customer success, product, and marketing to drive customer engagement and product adaption
• Define key performance metrics to measure customer satisfaction, retention, and account growth
• A genuine interest and excitement in striving toward ambitious goals, hiring and rallying a team around those goals, and leveraging data to help you achieve those goals via methodical execution
• Successful track record of collecting and managing multiple business line forecasts with accuracy and predictability throughout the entire sales funnel
• Experience in selling vertical software to a range of buyer personas in a large total addressable market
• Be able to manage relationships with other strategic leaders across the Sales Division and Company
• Innovative thinker that can experiment with new ideas and fail fast

Responsibilities

• Build a scalable expansion and renewals sales strategy that promotes effective prospecting and capture of our massive TAM
• Lead, set strategy, and grow an account-based and territory-based SaaS sales team focused on new customer acquisition across a massive market
• Partner with our Business Operations team to guide our Sales team and front-line managers to optimize and transform our current systems, processes, and analytics
• Leverage our Revenue Operations team to build upon our existing metrics to benchmark our team’s success and use data to guide decisions for future growth
• Work with Fleetio’s People and Business Operations teams to design the org structure and strategy
• Partner with our recruiting team to aggressively hire top-notch managers and individual contributors and continuously develop new and existing sales team members
• Partner with our Enablement, Marketing, and Demand Generation teams on planning key initiatives to drive opportunities and movement through the sales funnel
• Lead optimization efforts for all aspects of revenue growth

Benefits

• Multiple health/dental coverage options (100% coverage for employee, 50% for family)
• Vision insurance
• Incentive stock options
• 401(k) match of 4%
• PTO - 4 weeks (increases at year two!)
• 12 company holidays + 2 floating holidays
• Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)
• FSA & HSA options
• Short and long term disability (short term 100% paid)
• Community service funds
• Professional development funds
• Wellbeing fund - $150 quarterly
• Business expense stipend - $125 quarterly
• Mac laptop + new hire equipment stipend
• Fully stocked kitchen with tons of drinks & snacks (BHM only)
• Remote working friendly since 2012 #LI-REMOTE