Director, Account & Relationship Management

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

📋 Description

• Oversee the global Account Management team, tasked with safeguarding and enhancing recurring revenue within the existing customer base.

• Meet and exceed annual renewal and expansion targets.

• Create annual and quarterly business strategies aimed at achieving Gross Revenue Retention (GRR), Net Revenue Retention (NRR), and Expansion ARR goals.

• Develop precise forecasts and uphold disciplined pipeline management for all renewal and expansion prospects.

• Foster a high-performance environment centered on accountability, execution, and quantifiable business results.

• Formulate detailed account strategies for the company's most significant and strategic global clients.

• Cultivate trusted relationships with General Counsel, Chief Legal Officers, Legal Operations leaders, Procurement, Finance, IT, and executive sponsors.

• Conduct Executive Business Reviews that showcase measurable business value and align customer objectives with WK ELM's strategic vision.

• Spot opportunities for cross-selling, upselling, geographic growth, business unit expansion, and the adoption of additional products and AI functionalities.

• Serve as the executive sponsor for key customer relationships and direct executive engagement initiatives for priority accounts.

• Drive the modernization of outdated commercial agreements to better correspond with current products, pricing structures, and customer business requirements.

• Manage strategic renewal planning across the global customer portfolio.

⛳️ Requirements

• A bachelor's degree is required; an MBA is preferred.

• Over 10 years of experience in enterprise software, SaaS, or technology services.

• More than 5 years of experience leading Account Management, Strategic Account Management, Enterprise Sales, or Customer Growth teams.

• Proven track record of achieving and surpassing significant recurring revenue, renewal, and expansion targets.

• Extensive experience in negotiating complex agreements related to enterprise software and services.

• Experience in managing relationships with Fortune 500 and multinational clients.

• Strong financial and commercial insight.

• Experience in driving organizational transformation.

🏝️ Benefits

• Medical, Dental, & Vision Plans

• 401(k)

• FSA/HSA

• Commuter Benefits

• Tuition Assistance Plan

• Vacation and Sick Time

• Paid Parental Leave