Director, Account Management

Avetta's SaaS platform connects the world's leading organizations with qualified suppliers, contractors, and vendors. We bring unmatched visibility to companies through cloud-based technology and human insights. As a result, we foster sustainable growth for businesses and their supply chains. Our SaaS subscription software is used by 85k+ active customers in over 100 countries

SUMMARY

Director Account Management is accountable for leading a team of Account Managers (AM) and meeting or exceeding overall revenue targets within assigned accounts, developing executive relationships within those accounts, and achieving high levels of Customer Delight. The individual will lead an AM Team, working with all Avetta cross functional support teams, including, but not limited to: Product Management, Finance, Solution Consultants, HR and the overall Executive Team at Avetta.

The role is ultimately measured by growth in revenue, net retention, and customer satisfaction.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Development and management of a team of 4 to 6 AM's for growth of Avetta solutions within our existing client base, managing a portfolio of 150-160 Commercial Accounts.
• Hire and manage great talent to execute and achieve annual sales targets and objectives.
• Ensure globally consistent practices for forecast, pipeline, account management goals, and quota setting processes.
• Build trust-based, value-added relationships with key business unit stakeholders.
• Strategize and implement revenue generating sales initiatives by leveraging relationships with product specialists, partners, and marketing.
• Provide Senior Leadership with reporting and analytics on Sales performance as needed.
• Formulate robust account strategy, develop and deliver comprehensive business plans to address client priorities, orchestrates and own long-term execution of the account strategy within assigned accounts.
• Encourage innovation and an entrepreneurship spirit within the team and constantly identify the new business opportunities that drive growth.
• Follow a disciplined and systematic approach to generate demand, pipeline and opportunities.
• Work strategically with Account Manager's to understand our clients business and provide them with new and different ways to push their thinking.
• Develop long-term high-level client relationships (VP & above) and create and manage a strong client strategy as well as ensure assigned executive sponsor (if applicable) is appropriately engaged.
• Traveling to client sites within the AM's assigned territory and key accounts to conduct in-person meetings or online meetings when applicable.
• Conduct weekly 1 on 1's and AM Forecast meetings.
• May be required to attend additional trainings, meetings, and seminars.

IDEAL EXPERIENCE:

• 8+ years of successful sales experience, SaaS sales experience a plus.
• 2+ years of leadership experience overseeing and leading a successful team, driving performance, and achieving key business objectives.
• Strong work ethic, attitude, aptitude, initiative and passion.
• Adept and engaging all levels of a corporate organization of various sizes (managers up to C-suite).
• Ability to persuade and negotiate with clients, including SaaS contract terms and conditions.
• Ability to influence and lead internal teams collaboratively to grow target clients.
• Interpret and understand business and financial statistics and measures at all different levels.
• Perform in a fast-paced sales and services driven environment.
• Ability to develop strategies to grow both large and mid-market accounts.
• Organized, self-motivated, proactive and ability to drive progress in sales cycles.
• Competitive, energetic and self-motivated professional with excellent interpersonal skills.
• Team player who works well with cross functional teams.
• Ability to prioritize a variety of tasks with varying deadlines.
• Strong problem-solving skills with a proven ability to organize and analyze feedback.
• Adept at documenting and articulating new concepts with conviction which propel them forward.
• Excellent written and verbal communication.
• Comfortable with ambiguity - able to work independently and be flexible as the core responsibilities and duties of this team evolve.
• This role requires 30-40% travel to support business needs, including client meetings, industry events, and team collaboration. Travel requirements may vary based on business demands.

PREFERRED QUALIFICATIONS:

• Strong skills in account penetration, business presentation, and an effective sales background.
• Consultative sales experience and style, experience in Enterprise, solution sales preferred.

IDEAL EDUCATION & TRAINING:

• Experience in selling safety-related products or services, selling or working with contractors, procurement, or in an industry that Avetta has current clients is considered a plus.
• Bachelor's degree or equivalent.