Senior Director, Account Management

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

📋 Description

• Take ownership of and enhance current enterprise customer relationships.

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

• Build and maintain relationships with senior stakeholders across a portfolio of accounts.

• Discover new opportunities for growth, including expanding user bases, upselling premium solutions, encouraging adoption in new business units and users, and cross-selling other solutions.

• Perform comprehensive discovery of customer innovation, advertising, and insights processes.

• Create strategic solutions and enterprise agreements using a consultative approach to sales.

• Navigate intricate enterprise organizations and collaborate with Centers of Excellence (COEs), budget holders, senior marketers, and product leaders.

• Manage and meet the renewal bookings target while partnering with Customer Success to achieve optimal Gross Bookings Retention (GBR) and Net Bookings Retention (NBR).

• Implement the renewals playbook starting at least 120 days prior to renewals.

• Obtain long-term, upfront, and early renewal agreements.

• Serve as a strategic partner and advocate for customer success at Zappi.

• Conduct several client-facing meetings weekly.

• Collaborate with Customer Success, Professional Services, Solution Strategy, and Marketing teams.

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

⛳️ Requirements

• Extensive enterprise sales experience, with a proven record of driving contract expansion within complex organizations.

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

• Strong consultative sales abilities, with the capability to align solutions with customer personas and business goals.

• Apply established qualification principles to enhance renewals and upsell opportunities, ensuring alignment with economic buyers, decision-making criteria, and procurement processes.

• Maintain exceptional Salesforce hygiene, tracking deal timelines, forecast categories, and pipeline accuracy.

• Proven ability to achieve year-over-year growth through account expansion and retention strategies.

• Excellent negotiation skills, adept at structuring enterprise contracts that deliver customer value and financial growth for Zappi.

• Capability to manage relationships across multiple teams within large, complex enterprise organizations with shifting priorities.

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

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

• A proactive mindset with the ability to challenge industry norms and established players.

• Willingness to travel for customer meetings and internal events, both within the US and internationally as required.

• Proven ability and commitment to utilizing company-defined AI solutions and tools throughout the sales and account management processes.

🏝️ Benefits

• Unlimited vacation days, with a minimum of 20 days per year in addition to national holidays.

• One company-sponsored mental health day off every quarter.

• Flexible work arrangements, including remote options.

• Carefully designed office spaces that support both individual work and collaboration.

• Assistance in setting up a home office, if applicable.

• Wellbeing benefits and access to trained therapists and counselors.

• Company-paid life insurance, accidental death & dismemberment (AD&D), short-term and long-term disability insurance.

• Immediate access to Zappi's health, dental, and vision insurance plans.

• Option to enroll in Zappi's 401k plan after 90 days of employment, with a company match of up to 4%.

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