[Hiring] Head of Accounts @Orium

Role Description

Orium is entering a new phase of growth, where expanding and deepening existing client relationships is as critical as acquiring new ones. We’re hiring a Head of Accounts to define and lead how we grow, manage, and scale our current client portfolio. This is a strategic leadership role responsible for transforming account management into a disciplined, insight-driven, and AI-enabled function that consistently drives customer lifetime value.

• Manage Account Managers and work closely with Delivery, Line of Business Owners, Marketing, and Sales leadership.
• Ensure current accounts are actively managed, forecasted, and expanded.
• Bring structure to how Orium grows existing relationships through account playbooks, expansion plans, quarterly forecasts, and bookings targets.
• Must be a strong consultant, able to engage with clients' VPs of Digital or CTOs.
• Comfortable leading strategic planning discussions and challenging client assumptions.
• Core mandate to scale the practical use of AI across the account management function.

Responsibilities

• Personal Account Ownership:
  • Carry a personal portfolio of 5–8 priority accounts.
  • Drive expansion and renewal conversations at meaningful deal sizes ($200K–$500K+).
  • Model consultative selling and proactive commercial engagement.
• Account Growth & Portfolio Strategy:
  • Own the strategy for growing Orium’s existing client portfolio.
  • Identify, prioritize, and drive expansion opportunities across accounts.
  • Establish account-level growth strategies for priority clients.
  • Monitor account health, client satisfaction, and delivery performance.
  • Frame AI as a driver of customer outcomes.
• Account Operating Model & Playbooks:
  • Define and implement Orium’s account management playbooks.
  • Create a consistent operating rhythm for managing current accounts.
  • Improve visibility into account activity and pipeline.
• AI-Enabled Account Management:
  • Design and implement an AI-enabled account management function.
  • Embed AI across account research, opportunity identification, and reporting.
  • Help connect AI initiatives within client accounts to measurable business outcomes.
• Sales Operations for Current Accounts:
  • Own day-to-day sales operations for existing accounts.
  • Lead the account forecast process.
  • Ensure CRM data and account records are complete and accurate.
• Team Leadership & Function Building:
  • Manage and develop the account management team.
  • Coach the team on consultative selling and proactive commercial engagement.
  • Set standards for account management excellence.

Qualifications

• Experience leading account management, client growth, or customer success.
• Track record of growing existing enterprise accounts.
• Experience owning bookings, forecasts, or revenue targets.
• Strong understanding of account planning and relationship development.
• Ability to create and operationalize playbooks and reporting.
• Excellent communication skills with the ability to influence stakeholders.
• Familiarity with CRM systems and sales reporting practices.

Benefits

• Expected Compensation (Canada): $130,000–$160,000 CAD annualized base salary.
• Use of AI in Hiring: AI-enabled tools for candidate communications and scheduling.
• Performance and Growth Expectations: Measured across multiple data points.
• Committed to an Inclusive Workplace: Accommodations provided as per the Accessibility for Ontarians with Disabilities Act.
• Committed to Social and Environmental Stewardship: Promoting a sustainable future.