[Hiring] Director of Mid-Market Accounts @Platform Science

Role Description

Platform Science is seeking a highly accomplished and strategic Director of Mid-Market Accounts to lead, mentor, and empower our team of Account Managers (AMs). This critical leadership role will be responsible for overseeing the strategic direction, growth, and retention of Platform Science's mid-market accounts, collectively representing a significant portion of our annual revenue.

As the Director of Mid-Market Accounts, you will be instrumental in shaping our account strategy, driving consistent performance across your team, and fostering deeper, more impactful relationships with our most valuable clients. You will serve as an escalation point for complex client needs and negotiations, ensuring our AMs are equipped to deliver exceptional value and achieve ambitious revenue retention and growth targets within their multi-million dollar portfolios.

Essential Responsibilities

• Develop and execute the overarching account strategy for Platform Science in the mid-market segment, aligning with company revenue goals and market opportunities.
• Identify and prioritize key strategic initiatives to drive retention, expansion, and new business within the mid-market account portfolio.
• Stay abreast of industry trends, competitive landscape, and client needs to proactively identify opportunities for Platform Science to enhance its offerings and market position.
• Lead, manage, and mentor a team of 5-7 Account Managers, fostering a high-performance culture focused on client success, strategic thinking, and continuous improvement.
• Provide strategic guidance and support to AMs on complex account planning, executive relationship management, commercial negotiations, and risk mitigation.
• Conduct regular performance reviews and provide constructive feedback, supporting the professional growth and career advancement of the AM team.
• Facilitate knowledge sharing and best practices across the global accounts team to elevate overall performance and consistency.
• Cultivate and maintain executive-level relationships with key stakeholders within Platform Science's accounts, acting as a senior point of contact and trusted advisor.
• Serve as an escalation point for critical client issues, ensuring swift resolution and maintaining high levels of customer satisfaction.
• Represent Platform Science at executive business reviews and strategic client discussions.
• Oversee the aggregate revenue performance of the mid-market account portfolio, ensuring the achievement of retention and growth targets.
• Support AMs in complex contract renewals and negotiations, ensuring favorable terms for Platform Science and a smooth quote submission and approval process while preserving long-term client partnerships.
• Identify and drive cross-sell and up-sell opportunities within the account base, working in conjunction with product and sales leadership.
• Act as a primary voice of the customer for the account segment, translating client needs and market insights into actionable feedback for product, engineering, and senior leadership teams.
• Collaborate closely with cross-functional teams including Product, Engineering, Sales, Marketing, Service Delivery and Finance to ensure seamless client experiences and coordinated account strategies.
• Champion the needs of the mid-market accounts team internally, ensuring they have the necessary resources and support to succeed.
• Ensure accurate and reliable revenue forecasting for the entire global accounts portfolio, providing regular, insightful reports to senior leadership.
• Implement robust account health monitoring and risk mitigation strategies to proactively address potential churn and maximize retention.
• Develop and enforce consistent reporting mechanisms for AMs to track performance, client health, and market insights.

Performance Objectives & Success Metrics

• Overall revenue retention and growth across the entire mid-market account portfolio.
• Consistent achievement of team-wide customer retention rates (e.g., >95% logo or revenue retention) for named global accounts.
• Aggregate Customer Satisfaction (CSAT) / Net Promoter Scores (NPS) from assigned accounts.
• Accuracy of mid-market accounts revenue forecasts (e.g., +/- 5-10% predictability on a quarterly and annual basis).
• Effective leadership and development of the AM team, as evidenced by team performance, retention, and professional growth.
• Strategic impact on product roadmap and company strategy based on aggregated client feedback and market insights.

Qualifications

• Bachelor’s degree in Business Administration, Marketing, Technology, or a related field.
• A minimum of 8+ years of progressive leadership roles deeply engaged with customer accounts, with at least 3+ years in senior leadership roles leading teams engaged with customer accounts, preferably within the technology or SaaS sector.
• Demonstrable track record of leading teams that successfully retain and grow client portfolios, preferably within the technology or SaaS sector.
• Extensive experience in developing and executing account plans for clients, particularly within the transportation, logistics, or related industries.
• Proven ability to build and maintain strong, influential relationships with C-suite executives and key decision-makers in global organizations.

Preferred Qualifications

• Direct leadership experience within the transportation, logistics, telematics, or supply chain technology sector.
• Formalized sales methodology training (e.g., Miller Heiman, Challenger Sale, MEDDIC, TAS).
• Expert proficiency with CRM systems, particularly Salesforce, for pipeline management, forecasting, and reporting.

Key Competencies & Skills

• Strategic Vision & Execution: Exceptional ability to define and drive the strategic direction for mid-market accounts.
• Executive Presence & Influence: Outstanding C-level communication, presentation, and interpersonal skills.
• Team Leadership & Empowerment: Proven ability to inspire, motivate, coach, and develop a high-performing team of seasoned account managers.
• Advanced Negotiation & Commercial Acumen: Mastery in high-stakes negotiation and structuring complex deals.
• Relationship Architect: Superior ability to build deep, trust-based relationships with senior executives.
• Cross-functional Collaboration: Exceptional ability to lead and collaborate effectively with internal teams.
• Financial Acumen & Business Intelligence: Deep understanding of financial metrics and value-based selling.
• Results Orientation & Accountability: A proactive, self-motivated, and results-driven leader.
• Deep Industry Expertise: Comprehensive understanding of the transportation and logistics industry.
• Technical Aptitude: Ability to quickly learn and articulate the value of Platform Science's technology platform.
• Complex Problem-Solving & Risk Management: Strong analytical and problem-solving skills.

Benefits

• Medical, dental, and vision insurance
• Short-term and long-term disability insurances
• AD&D and life insurance
• 401k plan
• Paid vacation, sick leave and holidays
• Six weeks of paid parental leave