Account Director (US - Remote)

SpotMe; United States; On-site; USD 120,000 - 160,000; Full time

Job summary

SpotMe is seeking an experienced Account Director to join our team in the United States. In this role, you will negotiate enterprise contracts, manage 7-15 key accounts with a revenue of approximately $3M, and drive growth through effective account leadership. A strong background in B2B SaaS sales, particularly in life sciences, is preferred. Responsibilities include identifying expansion opportunities, performing account research, and building relationships with stakeholders. Join SpotMe to make a significant impact through your account management skills.

Qualifications

• Experience managing large accounts ($200K–$2M) in companies with over 500 employees.
• SaaS experience in pharma, financial services, or tech industries.
• Ability to make confident decisions and act proactively.

Responsibilities

• Negotiate multi-year enterprise contracts with Fortune 500 accounts.
• Identify and close expansion and renewal opportunities.
• Build relationships with key account stakeholders.

Skills

Account leadership

Industry expertise in SaaS

Commercial sharpness

Autonomy and resourcefulness

Tools

Salesforce

Google Suite

PowerPoint

Zoom

Gainsight

Gong

Job description

Mission – Why we exist, what we do, and why we need you

SpotMe is a leading B2B event platform that helps enterprises increase the impact of their events by delivering CRM-connected, high-quality experiences across in‑person, virtual, hybrid events, and webinars. With a strong focus on life sciences, SpotMe powers Onomi: an HCP engagement product that enables medical and commercial teams to run impactful congresses, symposia, advisory boards, and webinars. Together, SpotMe and Onomi turn events into a company’s most effective engagement channel.

This position is the ideal role for experienced talent in tech/services sales. With a self‑driven resilient mindset, positive energy, and strong business acumen, you will thrive in a fast‑paced environment. You will negotiate multi‑year enterprise contracts, drive revenue and usage growth across our largest Fortune 500 accounts, and shape the long‑term success of our most valued partnerships. Our top‑performing Account Directors typically progress to sales leadership roles. The Account Director role is key in our sales team and reports directly to the VP of Account Management. Following our Onomi launch, life‑sciences expansion pipeline is the #1 company objective, and driving revenue growth within existing customers is a key component.

As the account leader, you will be the primary point of contact for 7‑15 key accounts with a total revenue of ~$3M and you will:

• [40%] Identify and close expansion, upgrade and renewal opportunities
• [10] Perform account research, mapping and planning (including capturing intelligence on organization design, strategic priorities, Onomi share of wallet, other vendor scope, integration, usage and investments for each use case, understanding budget cycles, partner mapping, and creating pricing benchmarks against other solutions)
• [20%] Execute account retention and expansion plan (inserting Onomi into centers of excellence and delivery units, designing operating procedures for flawless execution, coordinating implementation and key integrations, evangelizing buying centers, functions and geo/affiliates with workshops and webinars, partner engagement, briefing and certification)
• [10%] Handle first‑line account product, compliance and administrative tasks
• [5%] Report on sales activities (CRM updates, sales forecasts and pipeline calls)
• [15%] Build relationships with key account stakeholders (engaging new users, fostering trust‑based relationships with champions and above‑event stakeholders such as commercial excellence, medical, IT, procurement; establishing open lines of communication with economic buyers; influencing HQ‑prescribed technology usage guidelines; facilitating executive touchpoints at director/VP level with meaningful briefings; demonstrating ROI value; securing customer presence at advisory boards and third‑party events/roundtables)

Objectives – The problems you will solve

In your first month, you will onboard, get hands‑on with our product, become fluent in our industry, get up to speed with systems, be introduced to your customers, and understand customer buying centers and use cases:

• Learn our product by getting certified with our SpotMe Academy and by embedding yourself in a virtual event project, an onsite event project, building your own demo event, and joining an in‑person business review.
• Become fluent with industry personas, competitors, and use cases by embedding yourself in customer projects and presentations.
• Master our sales processes, sales materials, and systems (Salesforce, Google Suite, PowerPoint, Zoom, Gainsight, Gong) to be able to manage a sales lifecycle from customer request to contract expansion deals autonomously; successfully conduct an expansion mock scoping & demo call with sales leadership and pass your sales certification.
• Get introduced to all customers in your portfolio and secure face‑time with 80% of them.

After 3 months, you will have completed your phase 1 account research and planning, and kicked off account plans including renewal strategy, budget insertion, and revenue & usage growth; leading indicators (usage and number of opportunities) improve after 2 quarters with 2 expansion levers unlocked for each account.

After 12 months, you will further execute account plans and achieve an aggregate 20% YoY revenue growth on your portfolio through services and/or software expansion.

What you need to be great at

• Account leadership: You are a true account leader in B2B SaaS or services/consulting, having managed large accounts ($200K–$2M) in large companies (>500 employees) over time, understanding decision‑making processes and buying centers, and nurturing relationships with key people to expand scope and volume. You know what it means to operate a global, large‑scale account in a first‑class fashion.
• Industry expertise with business orientation: You bring SaaS experience selling into critical industries—pharma, financial services, professional services, or tech—with demonstrated experience working with demanding customers. You spot pain points, help customers form business cases, and guide them toward execution. Pharma HCP engagement expertise, with its nuances (medical, commercial, marketing), is a plus but not required.
• Autonomy and resourcefulness: You make decisions with confidence, don’t wait to be told what to do, and find ways around obstacles—scrappy, creative, and solution‑oriented. You move fast and act proactively, even without immediate commercial upside.
• Commercial sharpness: You run numbers quickly, think several steps ahead in negotiations, and understand what truly drives customers’ business. You build solid business cases that hold up before C‑suite or procurement teams, and you are comfortable forming hypotheses even without all facts.

SpotMe recruits, compensates, and promotes regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, parental status, or veteran status.