Director Key Accounts
Vor 6 Tagen
SpotMe is an event platform for B2B marketers. With over 2 million users and 400+ customers, Forrester and G2 say we are a leader in the space. Brands like Pfizer, Mercedes-Benz, and Deloitte use SpotMe to build relationships, drive demand and grow revenue with events. Our software powers virtual events and webinars, in-person and hybrid meetings with apps, video, attendee engagement, and analytics. Work From Anywhere at SpotMe is built on hiring for values, goal clarity, transparency with progress, and defaulting to documentation.
**Your mission**
As Director, Key Accounts, your mission is to grow our revenue with enterprise accounts in the life sciences and professional services verticals from six-figures to seven-figures. With your team of 4 customer success/account managers, you will execute a consistent adoption and expansion playbook with product usage, implementation, services delivery, and our partner ecosystem. The Director, Key Accounts reports to the CEO.
**Objectives - the problems you will solve**
In your first 3 months, you will
- Meet with the key business leaders to understand where we are as a company and what are the things that matter at SpotMe
- Get a solid understanding of our product by getting certified on the SpotMe Academy, attending virtual and in-person events with reporting on your learnings
- Become proficient in managing opportunities and pipeline in Salesforce, and monitoring usage, stakeholders, and call-to-action progress in Gainsight
- Learn from your team what works and document existing account retention/expansion tactics in our handbook
- Meet all account stakeholders through a meaningful interaction (e.g. focus session, education webinar preparation), and determine their competitive alternatives, our value and unique capabilities, and their business priorities
- Design a detailed account landscape and activity plan for every account under management
- Review past usage patterns and current contract, and set account-level product usage goals for the next quarter
In your first 6 months, you will
- Execute activity plans with 80%+ task completion and 90%+ usage index across all accounts
- Report on a weekly basis your team progress on ARR, usage and progress on activity plans to the executive team
- Develop, test and if successful, document 5 new account expansion/retention tactics
- Revise Gainsight call-to-action and success plans and deploy with the global team
- Book 20 new meetings through account outreach with your team
- Identify and develop an additional stakeholder for 50%+ of accounts in order to develop multithreading
- Close $400k ARR opportunities with product volume upgrades, geo expansions and product upsell
- Generate $2m ARR pipeline with product volume upgrade, geo expansion and product upsells
- Deliver a net retention rate trending at 140% for the next 12 months
**Competencies - what we are looking for**
- Sales leadership. We are seeking a true executive sales leader with experience of $8m-12m of ARR under management, who understands a complex enterprise environment and will help the team navigate through it. While the role seems operational, you will infuse a sales-driven culture with your team and operational metrics will convert into sales performance. When your team seeks directions, you will provide them with a north star and fresh ideas to unlock challenging situations.
- Focused and disciplined character. Each account will have its idiosyncrasies and you will focus on the things that matter most. These will be written down in a plan, and you will stick to the plan, religiously reporting on the key metrics. You will ensure your reps handle incoming requests escalations in a timely manner and accurately document and route these throughout the organization.
- Hands-on execution. You can do the job yourself and you will do the job yourself. You can do CRM/Gainsight reporting, you can build PowerPoint presentations, you can jump in a sales demo and take over from your rep when there is a scheduling conflict, you can conduct a competitive analysis and you can build a pricing grid that makes business sense for our customers and our deal desk team.
- Strong domain expertise in the event management/engagement space and/or in the life sciences, professional services or financial services verticals.
- Located within CET +/-2. Team and customers are EMEA-based.
We are in hypergrowth mode, and with demand exploding, we are rapidly scaling and expanding our teams. If working with us in shaping the future is the opportunity you are looking for, we want to talk to you. Our Work From Anywhere approach enables maximum flexibility for all our talents.
- 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._
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