Director, Account Management
Full-time
Success Matcher Recruitment
Job Description
Job Description
About the Role
The company is seeking a high-performing Director, Account Management to step into a critical "player-coach" leadership role. This person will lead, mentor, and scale a team of 3–5 Account Managers while directly managing strategic enterprise accounts valued between $1M and $4M. You'll serve as an executive sponsor for key client relationships, drive Gross Retention Rate (GRR) and Net Retention Rate (NRR) targets, and refine commercial processes for a complex, highly technical product line.
Key Responsibilities
Leadership & Coaching — Mentor and manage a team of 3–5 Account Managers across onboarding, renewals, stakeholder mapping, and commercial escalations.
Account Strategy & Execution — Directly own a book of strategic enterprise accounts ($1M–$4M), serving as executive sponsor to ensure high retention and multi-divisional expansion.
Operational Standards — Establish standards for customer communications, account planning, and reporting to maintain quality and urgency across the book of business.
Technical & Commercial Alignment — Partner with scientific buyers and internal engineering teams to navigate complex implementation hurdles and translate technical capabilities into clear commercial value.
Quota Accountability — Drive GRR and NRR performance across the team while stepping in personally to unblock critical account risks.
What We're Looking For
- 5–10 years in enterprise Account Management or Customer Success, with 2+ years of direct team management experience
- Proven track record managing enterprise accounts at a technical/industrial software company (e.g., Palantir, C3.ai, Optimizely companies selling to buyers who make real-world products, not marketing/fintech SaaS)
- Experience at a growth-stage company scaling an AM/CS function
- Strong academic foundation comfortable with numeric/statistical concepts; a degree in a science, chemistry, biology, or other quantitative field is a plus
- Demonstrated ownership of renewal/expansion strategy and GRR/NRR metrics
- Experience managing complex enterprise implementations with multiple stakeholders
- Executive presence able to credibly engage C-suite stakeholders at Fortune 500 customers
- Based in or willing to relocate to NYC (hybrid, in-office)
- Able to travel 20–30% for customer engagements
Vacancy posted 2 days ago
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