Director of Account Management

Description

Role Overview

The Director of Account Management will be responsible for driving revenue growth by fostering deeper client relationships and leading upsell and cross-sell initiatives. This role will be pivotal in creating strategies to maximize customer lifetime value and positioning Datarails as an indispensable partner in our clients' FP&A transformation.

As the first leader in this function, you will design the framework for account management, lead client-facing engagements, and build a team to scale the function as the business grows.

Key Responsibilities

• Upsell Strategy Development: Create and execute a strategy to identify and drive upsell and cross-sell opportunities, focusing on new modules and additional capabilities within the Datarails platform.
• Client Engagement: Establish strong relationships with clients, understanding their unique needs, and positioning Datarails’ solutions as the answer to their FP&A challenges.
• Collaborative Selling: Partner with Sales, Customer Success, and Product teams to ensure seamless upsell processes and align efforts with customer success metrics.
• Team Building: Based on success in this initial role, you will have the opportunity to hire, train, and mentor an Account Management team as the function expands, ensuring the team consistently achieves revenue targets and delivers exceptional client experiences.
• Data-Driven Decision-Making: Leverage data and analytics to forecast upsell opportunities, monitor account health, and track performance against revenue goals.
• Quota Ownership: Take ownership of revenue targets and play a critical role in meeting company growth objectives.
• Client Advocacy: Act as a champion for client feedback, working closely with the product team to align new features and enhancements with client needs.

Qualifications

Experience:

• 5+ years in Account Management, Sales, or Customer Success within B2B SaaS.
• Proven success in driving upsell and cross-sell revenue and achieving growth targets.
• Experience managing high-value client portfolios.

Leadership:

• 3+ years in a leadership role, with experience hiring and scaling teams - an advantage 
• Ability to lead cross-functional initiatives.

Skills:

• Exceptional communication, relationship-building, and negotiation skills.
• Strategic thinker with a hands-on approach to execution.
• Proficiency with CRM tools (e.g., Salesforce) and data analysis platforms.

Industry Knowledge: Familiarity with FP&A software or SaaS-based financial tools is highly desirable.

What we offer

• Target base salary range of $140k-$160k plus commissions
• Top-of-the-line healthcare (medical, vision, and dental), with 100% paid coverage for you and 80-100% paid coverage for your dependents
• Flexible paid time off including 12 paid company holidays, dedicated sick leave, and generous vacation time
• Flexible hybrid or remote environment
• Generous, meaningful equity
• 401k with up to 4% match
• Perks include: mental health & wellness services, HSA + FSA, commuter benefits for hybrid employees, and more!

We want to make sure everyone has an equal chance to participate and make a difference. Datarails is an equal-opportunity employer and prioritizes building a diverse and inclusive workplace. We provide equal employment opportunities to all employees and applicants of any type and do not discriminate based on race, color, religion, national origin, gender, age, sexual orientation, physical or mental disability, genetic information or characteristic, gender identity and expression, veteran status, or other non-job related characteristics or other prohibited grounds specified in applicable federal, state, and local laws. Datarails’ policy is to comply with all applicable laws related to nondiscrimination and equal opportunity and will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.