We are seeking a proven Regional Vice President (RVP) to own and drive Account Management to achieve our target customer growth. This leader will build a high-performing team of Account Managers who regularly overachieve quota and customer growth. The RVP will lead and coach the Account Management team to guide customers through the customer journey and build meaningful relationships to maintain and grow our accounts. The RVP will be a proactive and productive member of the sales leadership team and strong collaborator across all teams.

Responsibilities

• Drive 10+% revenue growth through upsells, cross-sells, and price increases
• Deliver repeatable, predictable, and profitable revenue through disciplined and scalable teams and processes with a strong focus on accurate forecasting and no surprises
• Partner with Customer and Products leadership to achieve continuous improvement of gross and net retention
• Drive the sales methodology and process with strong discipline and predictability with a focus on rigorous and accurate forecasting
• Enable rapid addition of capacity and productivity through partnership with sales enablement on a rigorous and highly effectively, performance-based bootcamp and overall enablement capability
• Incorporate leverage and career development into the Account Management organization through the hiring and enablement of less experienced team members
• Utilize a robust coaching / professional development program to build and drive a high-performing team
• Utilize and optimize KPIs and metrics (revenue and operating) to measure and continuously improve performance and productivity
• Run a rigorous performance management playbook including: setting clear expectations on performance, measuring key leading indicators and activities to quickly identify issues/gaps early, making outcome-based decisions early and often
• Lead with clear alignment and cross-functional collaboration with internal teams: Sales, Marketing, Customer Success, Professional Services, Support, Product, and Sales Enablement
• Maintain closeness with customers and the market through frequent interactions and facetime, as well as serving as an executive contact for escalations and customer issues
• Collaborate with finance, product management, and marketing on messaging, pricing strategies, and business models to achieve ARR goals
• Demonstrate extreme ownership as a leader of a fast-paced, growing team

Drive Account Strategy and Growth

• Develop account strategies in close alignment with customer success and sales leadership
• Lead the team in prioritization, implementing account strategies, and Salesforce hygiene
• Train the Account Management team to develop new relationships in their accounts and navigate complex, matrixed organizations and identify champions internally
• Equip the Account Management team to lead commercial conversations with customers, ensuring end to end success of the selling and contracting process
• Operationalize a structured, rigorous strategic account management program including leading the development of robust strategic account plans, conducting quarterly strategic account reviews, measuring the effectiveness of the “program,” and partnering with internal stakeholders as needed to execute action plans that drive improved retention and growth for some of the largest, most valuable key accounts
• Inform our GTM through market intelligence, competitor analysis, and key insights to directionally inform our strategic selling strategy
• Work with the post-sales team to ensure optimal communications and alignment including collaboration on account strategy, account opportunities, stakeholder identification, and adoption
• Create an environment that is built on trust and respect, while helping the team achieve their potential and exceed their goals

Requirements

• Bachelor’s degree
• 5+ years of experience in B2B software sales leadership with expertise in driving growth through Account Management for SMB and Enterprise, including highly metrics-oriented operational models
• 5+ years of quota carrying sales and experience as an individual contributor
• Consistent track record of overachieving quota
• Experience growing revenue from sub-scale to scale, with strong double digit YoY growth
• Experience leading high-performing account management teams with a history of quota over achievement
• Experience with SMB and Enterprise Account Management
• Proven track record of engaging with customers to drive expansion
• Partnership orientation with a history of working across business functions
• Experience learning and optimizing Account Management operations, processes, and systems
• Experience developing processes and plays for cross-sell and upsell opportunities
• Experience tracking, and improving KPIs and metrics through standardized processes and tools
• Effective communicator with the ability to articulate a clear vision and value proposition to potential customers, partners, and sales team
• Strong executive presence with excellent verbal and written communication skills with the ability to articulate sales performance to the executive team
• High energy, driven, and confident with the ability to establish instant credibility and rapport with stakeholders, customers, and your team
• Authentic, engaging, action-oriented leader who inspires and holds others accountable, listens well, and has a high EQ
• Thrives in fast paced and rapidly changing environments, with proven ability to adapt

Additional information

All your information will be kept confidential according to EEO guidelines. Qualified applicants will be asked to complete a 30-minute online assessment as a part of your application.