Director, Account Management

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

📋 Description

• Manage and enhance existing relationships with enterprise customers.

• Identify and pursue new business opportunities throughout LATAM.

• Promote the adoption of Zappi's agile research solutions and showcase the benefits of continuous audience insights.

• Build and maintain connections with senior stakeholders within a diverse portfolio of accounts.

• Discover growth potential through upselling, cross-selling, increased user engagement, and expansion into new business divisions.

• Extend current global customer relationships into the LATAM region.

• Conduct customer discovery sessions and align Zappi solutions with strategic objectives.

• Design research programs and enterprise agreements utilizing a consultative selling methodology.

• Navigate intricate enterprise organizations and engage with multiple stakeholders.

• Create and oversee a new business pipeline from prospecting to closing.

• Take ownership of the LATAM market and contribute to its development as the business expands.

• Handle renewal bookings and collaborate with Customer Success to meet retention goals.

• Initiate renewal discussions at least 120 days prior to expiration.

• Propel renewals, foster long-term commitments, and achieve year-over-year growth.

• Serve as a strategic partner to customers and advocate for their success.

• Conduct numerous client-facing meetings weekly.

• Work in conjunction with Customer Success, Customer Expertise, Sales Strategy, and Marketing teams.

• Provide forecasting, status updates, and strategic insights to internal stakeholders.

⛳️ Requirements

• Fluent in both Spanish and English.

• Extensive experience in enterprise SaaS sales.

• Proven history of facilitating contract expansions within complex organizations and generating new business.

• Background in the market research or consumer insights sector, or in selling market research solutions.

• Strong consultative sales abilities.

• Ability to apply MEDDIC qualification principles.

• Maintain excellent Salesforce hygiene.

• Demonstrated success in driving year-over-year growth through account expansion and retention strategies.

• Exceptional negotiation skills.

• Ability to manage relationships across various teams in large, complex enterprise organizations.

• Strong understanding of budget cycles, procurement processes, and brand-based buying centers.

• High proficiency in forecasting, pipeline management, and Salesforce best practices.

• Proactive mindset in identifying and creating opportunities and developing a market.

• Willingness to travel for customer meetings and internal events both domestically and internationally as needed.

🏝️ Benefits

• Unlimited vacation time, with a minimum of 20 days per year plus national holidays.

• One company-paid mental health day each quarter.

• Flexible working arrangements, including remote options.

• Personal development budget.

• Wellbeing benefits and access to trained therapists/counselors.

• Customized personal development through coaching, mentorship, and career frameworks.