Managing Director, Enterprise Accounts

EMARKETER•New York, NY

4h•$160,000 - $175,000•Hybrid

About The Position

EMARKETER is seeking a Managing Director to join their Enterprise Accounts team. This role involves managing a team of Account Managers and Account Directors, coaching them to maximize growth opportunities in the largest and most strategic accounts. The position reports to the SVP of Global Account Management and is a hybrid role based out of the New York City office with regular in-office expectations. Applicants must be authorized to work in the US without visa sponsorship and be within commuting distance of the NYC office. Relocation assistance is not provided.

Requirements

Track record of success as an individual contributor
Experience successfully managing a team to achieve/overachieve specific goals and metrics with similar growth and retention expectations
Experience with SaaS solutions, research, media, agencies, marketing & advertising, retail & ecommerce, or financial services companies
Experience with strategic account planning at very large and complex organizations
Strategic thinker: developing long-term strategies to maximize spend at largest accounts and partnering with cross-functional stakeholders
Dedicated coach: managing and developing people, driving high performance through coaching, meeting cadences, and performance reviews
Skilled negotiator: managing large, complex accounts and negotiating subscription contracts
Results-driven leader: using data/metrics to measure team actions and outcomes
Growth-focused operator: thinking about scalable ways to retain and grow spend in client base
Team player: welcoming accountability for team goals and metrics, working with other sales and account management leadership
Confident communicator: tailoring messaging to end users, articulating value, communicating with direct reports, peers, and managers
Promoter of inclusion: fostering an inclusive culture and valuing a representative workplace

Responsibilities

Manage a team of Account Managers and Account Directors who manage a diverse array of large corporate logos within the EMARKETER portfolio
Develop strategies to retain and grow the existing bookings within the team’s assigned accounts
Own responsibility for a book of business/accounts and a team upsell quota
Actively coach a team of Account Managers and Account Directors to their full potential leveraging high-performance team management strategies and tactics
Partner with Account Management leadership and sales operations to analyze customer satisfaction and health scores in order to categorize accounts (growth, risk, etc.)
Proactively address growth opportunities as well as customers at risk for churn; positively impact customer health
Work with direct reports to address customer objections, including renewal or upsell negotiations
Work with sales enablement to train team members on new programs or processes