Director of Account Management

Rillet • New York, NY

4d • $290,000 - $320,000

About The Position

Rillet is hiring its first Director of Account Management to build and own the commercial strategy for its existing customers. The role is responsible for establishing renewals and expansion motions, building and leading the Account Management team, and supporting Rillet’s evolution into a multi-product platform. It is a hands-on builder role for a commercial leader who has owned revenue targets, built scalable processes, and succeeded in high-growth environments. The Director will also represent the voice of the customer and influence pricing, packaging, and product strategy.

The position works across Account Management, Customer Success, Sales, Product, Product Marketing, Finance, and the CEO. It includes ownership of net revenue retention (NRR) and expansion ARR targets, renewal forecasting and risk management, strategic account planning, cross-sell and upsell, customer feedback processes, and executive customer engagement. AI use is central to the role, including applying AI tools and workflows to research, account planning, renewal risk, call analysis, forecasting, and team productivity.

The expected base salary range is $320,000–$340,000 in New York City and San Francisco. The role is also eligible for equity and benefits. Rillet describes its benefits as supporting health, wellbeing, time away from work, family, and long-term financial goals, and emphasizes collaboration and opportunities to connect as a team.

Requirements

• 10+ years of experience in B2B SaaS, including 5+ years leading Account Management, renewals, or expansion teams.
• Proven success owning and exceeding NRR and expansion revenue targets.
• Experience building and scaling renewals or expansion motions from the ground up.
• Hands-on experience influencing pricing, packaging, and multi-product growth strategies.
• Strong commercial judgment and executive presence.
• Experience leading complex negotiations.
• Actively leverage AI to improve efficiency, decision-making, and team performance.
• Be prepared to demonstrate current use of AI in work.

Nice To Haves

• Experience selling to finance leaders.
• ERP, accounting, FP&A, or fintech experience is strongly preferred.

Responsibilities

• Build and lead the Account Management function, including hiring and developing the team, setting coverage models and compensation plans, and defining ownership across Account Management, Customer Success, and Sales.
• Own net revenue retention (NRR) and expansion ARR targets.
• Establish predictable renewal forecasting, risk management, and escalation processes.
• Drive strategic account planning, cross-sell, and upsell opportunities.
• Partner with Product and Product Marketing to launch new modules to existing customers, develop cross-sell strategies, and turn early adopters into advocates.
• Work with the CEO, Product, and Finance to refine pricing and packaging using customer insights, expansion data, and willingness-to-pay analysis.
• Create a structured customer feedback loop, quantify opportunities by ARR impact, and help prioritize the product roadmap based on customer needs.
• Lead strategic customer engagement, including Executive Briefings and a Customer Advisory Board of CFOs and Controllers.
• Use LLMs and AI agents for account research, meeting preparation, and strategic account planning.
• Build or implement AI-powered workflows for renewal risk, call analysis, and forecasting.
• Drive AI adoption across the team and measure its impact on productivity.

Benefits

• Competitive benefits designed to support health, wellbeing, time away from work, family, and long-term financial goals.
• Meaningful equity.
• Opportunities to connect through team meals, events, and company gatherings.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed