Note: The job is a remote job and is open to candidates in USA. SpotMe is a B2B event platform that delivers CRM-connected experiences for in-person, virtual, hybrid events, and webinars, with a strong focus on life sciences through its Onomi product. The Account Director will lead 7–15 strategic enterprise accounts, driving renewals, expansions, revenue growth, retention, account planning, and executive stakeholder relationships.
Responsibilities
- [40%] Identify and close expansion, upgrade and renewal opportunities
- [10] Perform account research, mapping and planning (including capturing intelligence on organization design, strategic priorities, Onomi share of wallet, other vendors scope, integration, usage and investments for each of the use cases, understanding budget cycles, and partner mapping, and creating pricing benchmarks against other solutions)
- [20%] Execute account retention and expansion plan (inserting Onomi into centers of excellence and delivery units, design operating procedure for flawless execution, coordinating implementation and key integrations, evangelizing buying centers, functions and geo/affiliates with workshops and webinars, partner engagement, briefing and certification)
- [10%] Handle first-line account product, compliance and administrative
- [5%] Report on sales activities (CRM updates, sales forecasts and pipeline calls)
- [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 introduction and exec touchpoints at director/VP level with a meaningful briefing, demonstrate value in absolute ROI terms, securing customer presence at customer advisory boards and 3rd party event/roundtables participation)
- Learn our product by getting certified with our SpotMe Academy and by embedding yourself in a virtual event project, an onsite event project, by building your own demo event and by joining an in-person business review
- Become fluent with our industry personas, competitors, and our industry use cases by embedding yourself in customer projects and presentations
- Master our sales processes, sales materials, and systems (Salesforce, Google Suite, PowerPoint, Zoom, Gainsight, Gong) to be able to manage a sales lifecycle from customer request to contract expansion deals autonomously; successfully conduct an expansion mock scoping & demo call with sales leadership and pass your sales certification
- Get introduced to all customers in your portfolio and secure face time with 80% of them
- After 3 months, you have completed your phase 1 account research and planning, and kicked off on account plans including renewal strategy, budget insertion and revenue & usage growth; leading indicators (usage and number of opportunities) are improving after 2 quarters with 2 expansion levers unlocked for each account
- After 12 months, you will have further executed your account plans and achieved an aggregate 20% YoY revenue growth on your portfolio through services and/or software expansion
Skills
- 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
- Account leadership: You are above all a true account leader in B2B SaaS or services/consulting - you have managed large accounts ($200K-$2M) in large companies (>500 employees) over time, and you are able to truly understand the decision-making process and buying centers, and establish and nurture relationships with key people to expand scope and volume
- You know what it means to operate a global, large-scale account in a first-class fashion
- Industry expertise with business orientation: You bring SaaS experience selling into critical industries - pharma, financial services, professional services, or tech - with demonstrated experience working with the most demanding customers
- Above all, you have a flair for spotting pain points, helping customers form business cases, and guiding them towards execution
- Autonomy and resourcefulness: You make decisions with confidence and don't wait to be told what to do
- When you hit a wall, you find a way around it - you are scrappy, creative, and solution-oriented by nature
- You move fast and act proactively, even when there is no immediate commercial upside
- Commercial sharpness: You run numbers quickly, think several steps ahead in negotiations, and understand what truly drives your customers' business
- You can build a solid business case that holds up in front of a C-suite or procurement team, and you are comfortable making decisions and forming working hypotheses even when you don't have all the facts
- Pharma HCP engagement expertise, with all its nuances (medical, commercial, marketing), is a plus but not a must
Benefits
- Remote work (US - Remote)
- Training and certification through SpotMe Academy
Company Overview