Director of Account Management

INIT Innovations in Transportation•Chesapeake, VA

About The Position

Key Responsibilities Leadership & Team Management Own performance of the Account Managers and Proposal Managers, Accounts, including revenue, retention, forecast accuracy, and proposal quality. Set team KPIs, quotas, and performance expectations aligned with revenue and retention goals. Set clear expectations, inspect execution, and take corrective action when standards are missed. Conduct one-on-ones, pipeline reviews, and quarterly performance evaluations. Hold AMs and PrMAs accountable for account plans, QBR quality, pipeline hygiene, and follow-through. Customer Relationship & Executive Engagement Provide senior-level oversight and escalation support for customer relationships. Personally own executive relationships for INIT’s most critical accounts. Step in early on at-risk accounts and drive recovery plans. Oversee regular QBRs, executive business reviews, and long-term partnership planning. Ensure customers see INIT as a long-term strategic partner, not a vendor. Account Growth & Retention Drive renewals, support agreements, hardware refreshes, and expansions across INIT’s portfolio. Guide AMs i n identifying upsell opportunities. Oversee pricing strategy that balance competitiveness, margin, and long-term value. Operational & Business Management Enforce accurate forecasting, pipeline visibility, and Salesforce discipline. Standardize reporting, account plans, Quarterly Business Review templates, and renewal processes. Provide recurring reporting to senior leadership on revenue, retention, and account health. Cross-Functional Strategy Break down internal friction that slows execution for customers. Collaborate closely with Project Management, Engineering, Support, and Product. Align account strategy tightly with corporate growth priorities. Represent INIT at customer meetings, industry conferences, and technical forums.

Requirements

Bachelor’s degree in Business, Engineering, or related field (MBA preferred).
10+ years in account management, client success, or transit technology.
5+ years managing sales, account management, or customer success teams.
Proven success in customer retention, revenue growth, and complex B2B environments.
Strong financial and contractual acumen.
Proficiency in Salesforce and Microsoft 365.

Responsibilities

Own performance of the Account Managers and Proposal Managers, Accounts, including revenue, retention, forecast accuracy, and proposal quality.
Set team KPIs, quotas, and performance expectations aligned with revenue and retention goals.
Set clear expectations, inspect execution, and take corrective action when standards are missed.
Conduct one-on-ones, pipeline reviews, and quarterly performance evaluations.
Hold AMs and PrMAs accountable for account plans, QBR quality, pipeline hygiene, and follow-through.
Provide senior-level oversight and escalation support for customer relationships.
Personally own executive relationships for INIT’s most critical accounts.
Step in early on at-risk accounts and drive recovery plans.
Oversee regular QBRs, executive business reviews, and long-term partnership planning.
Ensure customers see INIT as a long-term strategic partner, not a vendor.
Drive renewals, support agreements, hardware refreshes, and expansions across INIT’s portfolio.
Guide AMs i n identifying upsell opportunities.
Oversee pricing strategy that balance competitiveness, margin, and long-term value.
Enforce accurate forecasting, pipeline visibility, and Salesforce discipline.
Standardize reporting, account plans, Quarterly Business Review templates, and renewal processes.
Provide recurring reporting to senior leadership on revenue, retention, and account health.
Break down internal friction that slows execution for customers.
Collaborate closely with Project Management, Engineering, Support, and Product.
Align account strategy tightly with corporate growth priorities.
Represent INIT at customer meetings, industry conferences, and technical forums.