Director of Account Management
- Own performance of the Account Managers and Proposal Managers, Accounts, including revenue, retention, forecast accuracy, and proposal quality.
- Set team KPIs, quotas, and performance expectations aligned with revenue and retention goals.
- Set clear expectations, inspect execution, and take corrective action when standards are missed.
- Conduct one-on-ones, pipeline reviews, and quarterly performance evaluations.
- Hold AMs and PrMAs accountable for account plans, QBR quality, pipeline hygiene, and follow-through.
- Provide senior-level oversight and escalation support for customer relationships. Personally own executive relationships for INIT’s most critical accounts.
- Step in early on at-risk accounts and drive recovery plans.
- Oversee regular QBRs, executive business reviews, and long-term partnership planning. Ensure customers see INIT as a long-term strategic partner, not a vendor.
- Drive renewals, support agreements, hardware refreshes, and expansions across INIT’s portfolio.
- Guide AMs in identifying upsell opportunities.
- Oversee pricing strategy that balance competitiveness, margin, and long-term value.
- Enforce accurate forecasting, pipeline visibility, and Salesforce discipline.
- Standardize reporting, account plans, Quarterly Business Review templates, and renewal processes.
- Provide recurring reporting to senior leadership on revenue, retention, and account health.
- Break down internal friction that slows execution for customers. Collaborate closely with Project Management, Engineering, Support, and Product.
- Align account strategy tightly with corporate growth priorities.
- Represent INIT at customer meetings, industry conferences, and technical forums.
- Bachelor’s degree in Business, Engineering, or related field (MBA preferred).
- 10+ years in account management, client success, or transit technology.
- 5+ years managing sales, account management, or customer success teams.
- Proven success in customer retention, revenue growth, and complex B2B environments.
- Strong financial and contractual acumen.
- Proficiency in Salesforce and Microsoft 365.
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