Director of Account Management & AI-Powered Growth

Rillet; New York (NY); On-site; USD 320,000 - 340,000; Full time

Benefits offered by this job

Equity

Benefits

Job summary

Rillet is hiring its first Director of Account Management to own commercial strategy for existing customers and lead the AM team. You’ll drive renewals, expansion, and multi‑product growth, shaping pricing, packaging, and product strategy while serving as a voice for the customer at the executive level.

This role demands 10+ years in B2B SaaS with a proven track record of exceeding NRR targets and building scalable renewal motions.

Qualifications

• 10+ years in B2B SaaS, including 5+ years leading account management, renewals, or expansion teams.
• Proven track record of owning and exceeding NRR and expansion revenue targets.
• Experience building and scaling renewals or expansion motions from the ground up.
• Hands-on experience influencing pricing, packaging, and multi-product growth strategies.
• Experience selling to finance leaders; ERP, accounting, FP&A, or fintech experience strongly preferred.
• Strong commercial judgment, executive presence, and experience leading complex negotiations.

Responsibilities

• Build and lead Account Management: own NRR and expansion ARR targets, hire and develop the AM team, establish coverage models and compensation plans, and define clear ownership across AM, CS, and Sales.
• Own renewals and expansion: build predictive renewal forecasting, risk management, and escalation processes while driving strategic account planning, cross-sell, and upsell opportunities.
• Drive multi-product growth: partner with Product and Product Marketing to launch new modules into the customer base, develop cross-sell strategies, and turn early adopters into advocates.
• Shape pricing and monetization: work closely with CEO, Product, and Finance to refine pricing and packaging using customer insights, expansion data, and willingness-to-pay analysis.
• Influence product strategy: establish a structured customer feedback loop, quantify opportunities by ARR impact, and help prioritize the roadmap based on customer needs.
• Build executive relationships: lead strategic customer engagement, including Executive Briefings and a Customer Advisory Board of CFOs and Controllers.

Skills

B2B SaaS

Account Management

NRR targets

Expansion strategies

Pricing & packaging

Executive negotiations

Finance leader selling

Commercial judgment

Job description

Rillet is hiring its first Director of Account Management to own commercial strategy for existing customers and lead the AM team. You’ll drive renewals, expansion, and multi‑product growth, shaping pricing, packaging, and product strategy while serving as a voice for the customer at the executive level.

This role demands 10+ years in B2B SaaS with a proven track record of exceeding NRR targets and building scalable renewal motions.