Senior Director Account Management

Summary

Join Actabl's team as the Senior Director of Account Management and drive sustainable growth through existing accounts. Lead a high-performing renewals team, exceeding revenue targets and maximizing expansion opportunities within enterprise and mid-market accounts. This player-coach role demands strategic leadership and hands-on execution, fostering a high-trust, high-accountability culture. Collaborate with various departments to identify expansion opportunities and ensure seamless customer experiences. Develop and refine renewal processes, optimizing pricing and terms to maximize customer lifetime value. Participate in industry events and contribute to revenue forecasting and business planning. This hybrid position offers flexibility in work location.

Requirements

• Bachelor's degree or equivalent experience
• 7+ years of experience in B2B SaaS sales, account management, or renewals
• 3+ years of experience leading and developing teams
• Demonstrated track record of achieving revenue growth targets through existing account expansion
• Experience in implementing and optimizing renewal sales processes
• Proficiency with CRM systems (preferably Salesforce) and sales technologies
• Ability to identify and execute on expansion opportunities within existing accounts
• Experience with implementing forecast processes that consistently achieve 90%+ accuracy
• Proven ability to recruit, develop, and retain top talent
• Strong analytical skills to derive insights and drive strategic actions
• Ability to build effective partnerships across departments
• Strong skills in pricing and term negotiations to maximize customer lifetime value
• Exceptional written and verbal communication skills with both customers and internal stakeholders
• Deep understanding of SaaS business models and key performance indicators

Responsibilities

• Lead a team of renewal representatives to consistently achieve renewal-based growth revenue targets, implement effective forecasting processes, and develop strategies to maximize account expansion during renewal cycles
• Build and grow a high-performing renewals team, provide coaching and mentorship, implement performance management processes, and foster a culture of accountability and excellence
• Partner effectively with Account Management, Customer Success, Sales, Product, and Operations to identify expansion opportunities, resolve customer issues, and ensure seamless customer experience throughout the renewal cycle
• Develop and refine renewal processes, implement metrics-driven performance tracking, and continuously improve methodologies to increase productivity and expansion rates
• Drive strategic price increases and term extensions to maximize customer lifetime value, with specific focus on achieving 3%+ weighted average price increases and increasing multi-year commitments
• Participate in industry events and customer meetings to strengthen relationships and market presence
• Provide insights to product and marketing teams on customer feedback and market trends
• Assist in the development of revenue forecasts and business planning
• Contribute to development of company culture and talent acquisition initiatives

Preferred Qualifications

Understanding of hospitality technology landscape

Benefits

• This is a hybrid position, allowing for flexibility in work location
• Base Salary Range: The target salary range for this position is ($144,000 - $156,000)
• Occasional travel may be required for team meetings, conferences, or training sessions. This could include both in-state and out-of-state travel
• A valid driver’s license may be required for travel purposes
• The company will provide necessary equipment, including a laptop, monitor, and any additional peripherals required to perform job duties effectively