Director of Account Management, USA

Our client is an industry leading AI platform that specializes in identity verification and payments across B2B sectors. The firm have raised multimillions in funding and are continuing their global growth across NA and EMEA.

We are seeking a Director of Account Management (remote USA) who will be instrumental in driving the companies revenue growth in North America with a primary focus on enabling customers to derive maximum value from the firms ID Verification products. This involves combatting identity fraud and facilitating secure and swift customer onboarding. As part of this dynamic position, you will be responsible for mentoring, managing, and nurturing a team of accomplished Account Managers. This team’s core responsibility is to boost renewals, explore upselling and cross-selling opportunities, and fuel revenue growth within their existing Mid-Market and Enterprise customer base by identifying for our industry-leading products.

Key Responsibilities:

• Leadership: Lead the regional account management team, including overseeing recruitment, onboarding, and continuous training and development of team members.
• Strategic Business Development: Collaborate with the Global VP to identify and develop strategic business opportunities. This entails defining project approaches, creating pitch presentations, and planning project staffing and resource allocation.
• Talent Acquisition: Participate in the hiring process for regions under your management and assist in candidate vetting for open Account Management roles.
• Mentorship: Actively provide mentorship to both senior and junior team members, sharing best practices to enhance overall team performance.
• Account Strategy: Develop long-term account plans for growth and success within strategic accounts in different regions.
• Performance Monitoring: Implement, monitor, and refine reporting to track account progress, opportunities, and adoption.
• Account Retention: Proactively identify at-risk accounts and develop strategies to mitigate attrition.
• New Business Initiatives: Identify new business initiatives in collaboration with the account team to generate sales opportunities.
• Marketing Integration: Develop and present integrated marketing plans that leverage creative elements for enhanced performance.
• Process Enhancement: Drive improvements in existing processes and introduce new approaches that contribute to the success of both the company and clients.
• Collaboration: Collaborate effectively with Product and Engineering teams to ensure accurate information about product roadmaps and offerings is shared proactively with clients and to facilitate effective tracking of client-driven feature enhancement requests.

Experience and Qualifications:

• A minimum of 5 years of experience in managing sales teams.
• Proven track record of achieving $50M+ Annual Recurring Revenue (ARR) within existing customer accounts.
• Proficiency in negotiating and closing Enterprise deals worth $5M+ in Annual Contract Value (ACV).
• Demonstrated ability to build relationships with Mid-Market and Enterprise Accounts at the C-Level.
• Strong aptitude for team building through data-driven performance management.
• Exceptional cross-division collaboration skills, consensus-building, and prioritizing customer needs.
• Extensive professional experience in selling value-added software solutions.
• Strong communication skills for articulating value to customers, both in writing and verbally.
• Proficiency in prospecting and prioritizing potential clients.
• Proven negotiation and closing skills.
• Skills in forecasting, financial planning, and strategy.
• Proficiency in Customer Relationship Management (CRM), with a preference for Salesforce (SFDC).

Preferred Experience and Qualifications:

• Existing knowledge of the ID verification, Anti-Money Laundering (AML), or Know Your Customer (KYC) market.
• While a degree is preferred, it is not essential.
• Comfort with sales cycles ranging from 3 to 6 months.

Benefits:

• This position is also eligible for commissions.
• Excellent benefits, including medical and dental insurance, health and wellness programs, peer recognition, flexible time-off policies, and a 401K match for all US employees.

Salt is acting as an Employment Agency in relation to this vacancy.