Director, Key Account Management, North America

360Learning; Canada; Remote; CAD 60,000 - 80,000; Full time

Job summary

A dynamic tech company in Canada is seeking a Coach for their Key Account Management (KAM) team. You will oversee the strategy to drive customer renewals and expansions, leading a team focused on performance improvement. The ideal candidate will have significant experience in software/SaaS, a strong leadership background, and a customer-first mindset. This role offers competitive compensation and a flexible work environment.

Benefits

Comprehensive health insurance

RRSP contribution matching

Generous parental leave

Professional development opportunities

Unlimited annual PTO

Flexible work hours

Qualifications

• 5+ years of experience in successful leadership of a sales or account management team.
• True enthusiasm for hands-on work and team coaching.
• Strong active listening skills and high energy.

Responsibilities

• Execute and scale the KAM strategy to drive renewals and expansions.
• Lead a team of Key Account Managers across market segments.
• Ensure accurate reporting and mentoring for team upskilling.

Skills

Top performer in software and/or SaaS

Leadership of sales/account management team (5+ years)

Mastery of AM methodology

Management of a sales team

Hands-on work and team coaching enthusiasm

Strong analytical and organizational skills

Experience in fast-growing environments

Desire to learn and develop skills

Active listening skills

Written and verbal communication skills

Understanding of HR technology

Customer-first mindset

Job description

Overview

As the Coach of our Key Account Management (KAM) team in North America, you will be responsible for executing and scaling our Key Account Management strategy to drive renewals and expansions through proactive customer initiatives. Reporting to the Chief Revenue Officer of North America, you will lead a team of 4-6 Key Account Managers spanning both the Mid-Market and Enterprise market segments.

Within 1 month

• Complete your onboarding

Within 3 months

• Perform weekly renewal and expansion pipe reviews to ensure the accuracy of the forecast
• Perform bi-monthly pipe creation and account mapping reviews to secure a long term vision
• Ensure accurate reporting of all aspects of the business including activity, mapping, expansion and renewal pipe
• Ensure accurate update of account plans
• Provide hands-on coaching to upskill the team and increase performance efficiency (call preparation, call debriefings, presence during key calls to help accelerate closing, and showcase objection handling tactics)
• Begin to achieve world class performance

Within 6 months

• Be proactive in order to improve business processes: Identify specificities of both market segments in terms of product needs and commercial practices, propose adaptation of the general KAM processes to address market-specific challenges
• Define territories and optimal portfolios for the team
• Understand our standard hiring practices and get involved in the recruitment process of future KAM candidates
• Drive the onboarding of new KAM employees as needed
• Meet and exceed all quarterly sales and renewal quotas

The Skill Set

• Top performer in the software and/or SaaS industry (experience in HR solutions is a real plus)
• At least 5 years of experience in successful leadership of a sales or account management team
• Mastery of the playbook of AM methodology
• Robust skills in the management of a sales team
• True enthusiasm for hands-on work and team coaching
• Strong analytical and organizational skills, data and result driven: conception and meticulous follow-up of KPIs to measure performance and propose relevant improvements
• Experience in (very) fast growing environments as start-up / scale-up who require agility and responsiveness
• A strong desire to learn and develop your skills
• Strong active listening skills, team player mindset, situational intelligence and lots of energy
• Strong written and verbal communication skills
• Strong understanding of HR technology including technical integrations, advanced functionality
• A customer-first mindset

What We Offer

• Compensation: Pay structure includes base salary, variable incentive pay, and company equity
• Benefits/Perks: Comprehensive health insurance starting your first day of employment; RRSP contribution matching; Generous parental leave; Professional development opportunities through our own platform
• Balance: We offer unlimited days of annual PTO; 5 days for sick leave; Holiday time in accordance with the Ontario Holiday Calendar; We are a remote-first organization and promote flexible work hours
• Diversity, Equity, and Inclusion: We have 6 active ERGs including Mental Health, Environmental/Sustainability, Women, Parents, LGBTQIA2S+, and Ethnic Diversity. Each group has at least one executive team member serving as a member of the group, bringing greater awareness to each group’s activities and providing a quick path to impact
• Corporate Social Responsibility: Review our CSR Charter
• Culture: A framework that will help you make an impact - envision our way of working and our Convexity Culture

Interview Process

• Call with our Talent Acquisition Manager
• Interview with your future Coach
• Case study interview with your future Coach, a member of our Sales Operations team, and a future peer
• Interview with one of the 360Learning Executives
• References & Offer!

Who We Are

360Learning enables companies to upskill from within by turning their experts into champions for employee, customer, and partner growth. With our LMS for collaborative learning, Learning & Development teams can accelerate upskilling with the help of internal experts instead of slow top-down training. 360Learning is the easiest way to onboard and upskill employees, train customer-facing teams, and enable customers and partners–all from one place.

360Learning powers the future of work at 1,700 organizations. Founded in 2013, 360Learning has raised $240 million with 400+ team members across North America and EMEA.

Learning Includes Everyone.

In concert with our culture, 360Learning believes learning includes everyone and that means embracing the strengths of diversity, connectedness, and inclusion. Through conscientious efforts, our global footprint celebrates cultures, perspectives, and experiences from all over the world to support our platform that is built for all regardless of race, ethnicity, gender identity or expression, sexual orientation, religion, age, neurodiversity, disability status, citizenship, veteran status or any other aspect which makes an individual unique or protected by laws and regulations in the locations where we operate. Thus, 360Learning is proud to be an equal opportunity workplace, and we commit to continue this throughout our processes for recruitment, compensation, benefits, performance, promotion, and all other conditions and terms of employment. We want to learn from and with you!