Director of Account Management

Summary

Join Fleetio as the new Director of Account Management and develop a strategic vision to maximize customer value. Reporting to the CRO, you will build and lead a team of managers overseeing Account Managers, focusing on revenue expansion through upsells and cross-sells, timely renewals, increased adoption, and communication of realized business value. You will architect processes and strategies to uncover additional revenue opportunities within existing accounts, boosting NRR and NPS. Fleetio offers a remote-friendly work environment, recognized as a Best Place to Work, with over 200 employees globally and 5,000+ paying customers. This is a high-growth opportunity with a generous compensation plan and numerous benefits.

Requirements

• Experience in building a SaaS Account Management strategy by working with business partners to drive collaboration and alignment, and aligning on key metrics to measure impact
• 5+ years of Leading an Account Management function at a high-growth SaaS company
• 5+ years of Sales Leadership experience leading a high-performing revenue-generating team
• Passionate about forecast accuracy and operational rigor
• Strong verbal and written communication skills
• Excellent presentation and negotiation skills
• Extremely focused and disciplined with your time
• Outstanding work ethic and hustle
• Resourceful and determined, yet not afraid to ask for help
• Excited by technology and its ability to make you more productive
• Ability to travel 30-40% of the time for customer engagements or internal meetings (eg: 2-3 trips each month for 1-2 days each)

Responsibilities

• Build and lead a team of Front Line Sales Managers who manage Account Managers focused on delivering additional revenue streams “post-sale”
• Drive strategy to grow revenue within existing accounts by identifying new sales opportunities and successfully guiding them through contracting
• Develop a consultative sales process to help organizations understand how additional Fleetio products and/or services can help them
• Use data and product engagement insights to uncover additional pipeline opportunities within Fleetio’s customer base
• Collaborate with Business Operations, Customer Success, Marketing and Product Management leaders to align strategies for accelerated growth
• Drive proactive and consistent value-based follow-up via a team of Account Managers
• Foster exceptional Salesforce hygiene to provide up-to-date and accurate ongoing forecasts
• Negotiate balanced renewals and expansions that profit our business while benefiting the client
• Collaborate with the Sales and Customer Success team to help maximize client use, value, and satisfaction of our platform

Preferred Qualifications

Level up if you know a thing or two about cars and engines

Benefits

• Great base salary and generous commission plan with no cap
• Join a “ground floor” initiative and help develop a winning strategy focused on growing revenue from current customers
• Be a part of an incredible team of “A” players who go above and beyond to make Fleetio a successful company. We’re a customer-centric team with a great product, excellent support, and countless happy customers
• Work remotely (within the United States) or at our Birmingham, AL HQ. We strive to promote a strong remote working culture and have done so since the beginning (2012)
• 100% health/dental coverage (50% coverage for family)
• Vision insurance
• Incentive stock options
• 401(k) match of 4%
• PTO - 4 weeks
• 8 company holidays + 2 floating holidays
• Parental and bonding leave
• Dependent care and medical FSA
• Short and long term disability
• Community service funds
• Professional development funds
• Health and wellness initiatives
• Mac laptop + new hire equipment stipend
• Monthly catered lunches
• Fully stocked kitchen with tons of drinks & snacks