[Hiring] Account Director @SpotMe

Role Description

SpotMe is a leading B2B event platform that helps enterprises increase the impact of their events by delivering CRM-connected, high-quality experiences across in-person, virtual, hybrid events, and webinars. This position is the ideal role for experienced talents in tech/services sales. With a self-driven resilient mindset, positive energy, and strong business acumen, you'll thrive in a fast-paced environment. You will negotiate multi-year enterprise contracts, drive revenue and usage growth across our largest Fortune 500 accounts, and shape the long-term success of our most valued partnerships.

The Account Director role is key in our sales team and reports directly to the VP of Account Management. Following our Onomi launch, life sciences expansion pipeline is the #1 company objective, and driving revenue growth within existing customers is a key component.

As the account leader, you will be the primary point of contact for 7-15 key accounts with a total revenue of ~$3M and:

• [40%] Identify and close expansion, upgrade and renewal opportunities.
• [20%] Account retention and expansion plan execution:
• Inserting Onomi into centers of excellence and delivery units.
• Designing operating procedures for flawless execution.
• Coordinating implementation and key integrations.
• Evangelizing buying centers, functions and geo/affiliates with workshops and webinars.
• Partner engagement, briefing and certification.
• [15%] Build relationships with key account stakeholders:
• Engaging with new users.
• Fostering trust-based relationships with champions and above-event stakeholders (commercial excellence, medical, IT, procurement).
• Establishing open lines of communication with economic buyers.
• Influencing HQ-prescribed technology usage guidelines.
• Facilitating introductions and exec touchpoints at director/VP level with a meaningful briefing.
• Demonstrating value in absolute ROI terms.
• Securing customer presence at customer advisory boards and 3rd-party events and roundtables.
• [10%] Perform account research, mapping and planning:
• Capturing intelligence on organization design, strategic priorities, Onomi's share of wallet, other vendors' scope, and integration, usage and investments for each use case.
• Understanding budget cycles.
• Partner mapping.
• Creating pricing benchmarks against other solutions.
• [10%] Handle first-line account compliance, administrative and product inquiries.
• [5%] Report on sales activities: CRM updates, sales forecasts and pipeline calls.

Objectives

In your first 1 month, you will:

• Join our leadership team at live industry events: staff the booth at tradeshows and walk congresses with them.
• Master our core sales plays: rehearse them, listen to past winning calls, and successfully conduct an expansion mock demo call that convinces the team you can do it alone.
• Master our sales processes and systems (Salesforce, Google Suite, PowerPoint, Fathom) to manage a sales lifecycle from customer request to contract expansion deals autonomously.
• Get introduced to all customers in your portfolio and secure face time with 80% of them.

In your first 3 months, you will:

• Close your first deal autonomously.
• Identify 2 expansion levers for each account, with goals and steps documented in Salesforce.
• Attend your first congress solo, with a pre-event target list, a floor contact log, and 100% follow-up.
• Complete your account research and planning for every account in your portfolio, including renewal strategy and budget insertion.

After the first 6 months, key indicators (usage and logo revenue) are trending up.

After 12 months, you will:

• Have met 100% of your customer portfolio in person at least once and met 1-3 new influential stakeholders per account.
• Have executed your account plans and achieved an aggregate 20% YoY revenue growth on your portfolio through services and/or software expansion.

What you need to be great at

• Account leadership: You are a true account leader in B2B SaaS or services/consulting, managing large accounts ($200K-$2M) in large companies (>500 employees), understanding decision-making processes and buying centers, and establishing relationships with key people.
• Industry expertise with business orientation: You bring SaaS experience selling into critical industries - pharma, financial services, professional services, or tech, with a flair for spotting pain points and guiding customers towards execution.
• Autonomy and resourcefulness: You make decisions with confidence, find solutions proactively, and act quickly even without immediate commercial upside.
• Commercial sharpness: You run numbers quickly, think ahead in negotiations, and understand what drives your customers' business, building solid business cases for C-suite or procurement teams.

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.