Director, Account Management

This is a fully remote position, open to applicants in United States.

📋 Description

• Establish the inaugural Account Management team at Momentive Software from scratch.

• Determine the team structure, territories, hiring strategy, responsibilities, processes, tools, quotas, and targets.

• Recruit, onboard, hire, and mentor the initial Account Managers.

• Develop the operating model for retention, renewal, and expansion within the Account Management function.

• Take ownership of net revenue retention across Momentive's client portfolio.

• Collaborate with Sales leadership and RevOps/Finance to establish quotas, compensation recommendations, and success metrics.

• Guide Account Managers through pipeline reviews, call shadowing, and account planning sessions.

• Manage forecasting for retention, expansion, and renewal bookings.

• Present monthly and quarterly forecasts to sales leadership.

• Collaborate with Sales, Customer Success, Product, Marketing, Support, and Professional Services teams.

• Create playbooks, templates, account plans, QBR decks, renewal scripts, and enablement materials.

• Integrate client insights into product and roadmap discussions.

• Keep an eye on the technology landscape and competitive dynamics in the association and nonprofit sectors.

⛳️ Requirements

• Over 8 years of experience in B2B SaaS sales or account management.

• Minimum of 3 years in a leadership role.

• Proven success in building a function, program, or team from the ground up.

• Direct experience in managing retention and expansion revenue against NRR targets.

• Experience in hiring, onboarding, and coaching account management or sales professionals.

• Confidence in operating within a private equity-backed environment with short-term performance expectations.

• Familiarity with executive-level client stakeholders and managing multi-threaded accounts.

• Knowledge of the association, nonprofit, or membership technology sector is advantageous.

• Proficiency in Salesforce or comparable CRM for forecasting, pipeline management, and account oversight.

• Familiarity with Gong, Salesloft, or similar sales engagement and conversation intelligence tools.

• Expertise in Microsoft Office 365, especially Excel for reporting and quota modeling.

• Strong leadership skills with the ability to hold a team accountable.

• Capacity to create structure and processes in the absence of existing frameworks.

• Excellent communication skills and ability to foster cross-functional alignment.

• Strategic mindset with a keen eye for individual account details.

• Strong financial and business acumen.

• Willingness to travel up to 25% of the time.

• Must be eligible to work in the United States without sponsorship.

• Minimum age requirement of 18.

• Ability to verify identity and complete the necessary employment eligibility verification form upon hire.

🏝️ Benefits

• Medical, Dental & Vision Benefits.

• 401(k) Savings Plan with Company Match.

• Flexible Planned Paid Time Off.

• Generous Sick Leave.

• Inclusive & Welcoming Environment.

• Purpose-Driven Culture.

• Work-Life Balance.

• Commitment to Community Involvement.

• Employer-Paid Parental Leave.

• Employer-Paid Short-Term Disability.

• Remote Work Flexibility.