Senior Director, Account Management

Confidential; United States; On-site; USD 190,000 - 235,000; Full time

Job summary

A leading organization is seeking a highly driven, strategic Senior Director of Account Management. This role involves leading the Account Management team, optimizing processes, and driving account growth through SaaS product expansions. Candidates must have extensive experience in technology and account management, coupled with strategic planning skills to enhance profitability and scalability.

Benefits

100% HMO Healthcare Coverage

Vision and Dental Insurance

401(k) plan with 4% match

Paid time off and sick pay

Pet Insurance

Certification Reimbursement Program

Qualifications

• 10+ years of experience in a senior leadership role.
• Proven track record in selling multiple SaaS products.
• Strong experience in performance tracking and KPIs.

Responsibilities

• Lead and optimize the Account Management team.
• Drive initiatives for account growth and profitability.
• Collaborate with marketing for go-to-market strategies.

Skills

Leadership

Strategic Planning

Account Management

SaaS Sales

Collaboration

Data-Driven Decision Making

Education

Master’s degree in Business Administration

Tools

CRM tools

Job description

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This range is provided by Confidential. Your actual pay will be based on your skills and experience — talk with your recruiter to learn more.

Base pay range

$190,000.00/yr - $235,000.00/yr

Additional compensation types

Annual Bonus

Who You Are:

We are seeking a highly driven, strategic, and results-oriented Senior Director of Account Management to lead, optimize, and scale our Account Management team. This leader will assess current departmental structures, identify key failure points, and implement processes to drive efficiency, alignment, and growth. The ideal candidate will excel at motivating and guiding the AM team to meet company goals and profitability targets.

This role requires collaboration with executive leadership, marketing, and other sales teams to develop go-to-market strategies and campaigns. A critical aspect of this role is strategizing on the expansion of client accounts by introducing and upselling multiple lines of SaaS products and services, ensuring overall scalability and profitability.

What You'll Own:

Departmental Assessment and Strategy Development

• Evaluate the current state of the Account Management team to identify gaps in direction, vision, process, and organization.
• Lead change initiatives to transition the team to an optimized, process-driven model.
• Collaborate with leadership to establish clear targets, metrics, and dashboards for measuring performance.
• Develop and execute a comprehensive plan to optimize AM processes and drive the team toward achieving goals and quotas.

Account Expansion and SaaS Sales Strategy

• Strategize and lead initiatives to expand client accounts by introducing and upselling multiple SaaS product lines and services.
• Create tailored approaches for account growth that align with company objectives and drive new revenue streams.
• Ensure the AM team is equipped with the tools and training needed to effectively position and sell SaaS solutions.

Team Leadership and Development

• Lead, mentor, and empower the Account Management team to achieve high performance.
• Foster a culture of accountability, innovation, and continuous improvement.
• Build and implement training programs and feedback loops to support professional growth.

Strategic Go-to-Market Planning

• Partner with the marketing department to design and execute GTM plans that integrate vendor and partner offerings into AM strategies for robust upsell and cross-sell opportunities.
• Develop campaigns that promote SaaS product offerings and align with company growth goals.

Profitability and Scalability Focus

• Drive initiatives that enhance profitability and scalability within the AM department.
• Leverage existing and new vendor relationships to expand revenue streams, ensuring the AM team maximizes external partner opportunities.

Performance Tracking and Reporting

• Define and track KPIs to measure the effectiveness of account management strategies and team performance.
• Present regular performance reports and strategic recommendations to senior leadership.

Cross-Functional Collaboration

• Work closely with other sales and marketing teams to align strategies and enhance the customer journey.
• Act as a liaison between the AM team and senior leadership to maintain strategic alignment and consistent communication.

Customer Advocacy and Risk Management

• Advocate for customer needs to drive client-focused account strategies.
• Identify and mitigate risks to ensure sustainable growth.

Skills & Qualifications You Possess:

• 10+ years of experience in a senior leadership role within account management, preferably in technology or B2B (familiarity with the cloud space and licensing is a plus).
• Proven track record in expanding client accounts by successfully selling multiple SaaS products and services.
• Demonstrated ability to assess, optimize, and restructure account management teams and processes.
• Experience working with vendor and partner accounts and leveraging relationships to drive team success.
• Strong experience in developing and implementing strategic plans to achieve team targets and company objectives.
• Proficiency in data-driven decision-making with experience tracking KPIs and adjusting strategies accordingly.
• Strong business acumen, communication, and financial oversight skills.
• Experience representing the company at industry events to strengthen partner and client networks.
• Proficiency in CRM tools and analytics platforms for performance tracking (i.e., Salesforce, ZoomInfo, SalesLoft, LinkedIn Sales Navigator, etc.).

Preferred Skills & Qualifications You Possess:

• Established presence and success in account management roles with existing vendor relationships.
• Experience in developing scalable solutions and processes within account management teams.
• Advanced certifications in account management or leadership.
• Master’s degree in business administration or a related field.

Key Characteristics We Are Seeking:

Bravado and Determination: Must possess the confidence and drive to elevate the AM team to the next level.

Visionary Leadership: Capable of implementing a clear vision to drive team success.

Adaptable Problem Solver: Able to pivot quickly and address challenges in a fast-paced environment.

Collaborative Team Player: Works well with various departments and stakeholders to achieve common goals.

• 100% HMO Healthcare Coverage (CA employees only)
• Vision and Dental Insurance
• 401(k) plan with a 4% match by the organization
• Paid time off + sick pay + paid holidays
• Pet Insurance
• Certification Reimbursement Program
• Estimated Salary Range: $190K - $235K base salary + Potential Variable Compensation (up to $100K)

Seniority level

• Seniority level

  Director

Employment type

• Employment type

  Full-time

Job function

• Industries

  IT Services and IT Consulting

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Inferred from the description for this job

Medical insurance

Vision insurance

401(k)

Paid paternity leave

Paid maternity leave

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