Account Director (US - Remote)

SpotMe

18h • Remote

About The Position

SpotMe is a leading B2B event platform that helps enterprises increase the impact of their events by delivering CRM-connected, high-quality experiences across in-person, virtual, hybrid events, and webinars. With a strong focus on life sciences, SpotMe powers Onomi: an HCP engagement product that enables medical and commercial teams to run impactful congresses, symposia, advisory boards, and webinars. Together, SpotMe and Onomi turn events into a company’s most effective engagement channel.
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. You will negotiate multi-year enterprise contracts, drive revenue and usage growth across our largest Fortune 500 accounts, and shape the long-term success of our most valued partnerships. Our top-performing Account Directors typically progress to sales leadership roles.
The Account Director role is key in our sales team and reports directly to the VP of Account Management. Following our Onomi launch, life sciences expansion pipeline is the #1 company objective, and driving revenue growth within existing customers is a key component.
As the account leader, you will be the primary point of contact for 7-15 key accounts with a total revenue of ~$3M.

Requirements

• 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.

Nice To Haves

• Pharma HCP engagement expertise, with all its nuances (medical, commercial, marketing), is a plus but not a must.

Responsibilities

• Identify and close expansion, upgrade and renewal opportunities
• 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)
• 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)
• Handle first-line account product, compliance and administrative
• Report on sales activities (CRM updates, sales forecasts and pipeline calls)
• 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)

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed
• Number of Employees: 11-50 employees