Senior Director, Account Management

Zappi•Boston, MA

4d•$155,000 - $165,000

About The Position

Zappi is seeking a revenue-centric, consultative Senior Director, Account Manager to own and expand existing enterprise customer relationships. The role focuses on driving adoption of Zappi’s agile research solutions and demonstrating the value of persistent audience insights to help customers make better business decisions. Key objectives include year-over-year growth, expansion of enterprise accounts, and maximizing customer lifetime value. The role is based in Boston, Massachusetts, and reports to Mike D'Aloia. It is a full-time position in the Sales department. The compensation is a $155,000–$165,000 base salary, with $260,000–$275,000 on-target earnings on a 60/40 base-to-variable split. The application deadline is November 26, 2026.

Requirements

Significant enterprise selling experience and a track record of expanding contracts within complex organizations.
Experience in market research or consumer insights, or experience selling market research solutions.
Strong consultative sales skills and the ability to align solutions with customer personas and business objectives.
Ability to apply defined qualification principles to renewals and upsell opportunities, aligning with economic buyers, decision criteria, and procurement processes.
Ability to maintain accurate Salesforce records, including deal timelines, forecast categories, and pipeline information.
Demonstrated ability to drive year-over-year growth through account expansion and retention strategies.
Excellent negotiation skills and ability to structure enterprise contracts that deliver customer value and financial growth for Zappi.
Ability to manage relationships across teams in complex, large enterprise organizations with changing priorities.
Strong understanding of budget cycles, procurement processes, and brand-based buying centers.
High proficiency in forecasting, pipeline management, and Salesforce best practices.
Proactive approach and ability to challenge industry norms and incumbents.
Willingness to travel for customer meetings and internal events in the United States and internationally as needed.
Demonstrated ability and commitment to use company-defined AI solutions and tools throughout the sales and account management process.

Responsibilities

Cultivate and retain relationships with senior stakeholders across a portfolio of accounts.
Identify and develop account growth opportunities, including expanding user bases, upselling premium solutions, increasing adoption across business units and users, and cross-selling solutions.
Conduct discovery into customers’ innovation, advertising, and insights processes and align Zappi solutions with their strategic needs.
Use consultative selling to develop strategic solutions and enterprise agreements that deliver value to both Zappi and customers.
Navigate complex enterprise organizations and engage COEs, budget holders, senior marketers, and product leaders.
Own and manage the renewal bookings target, partnering with Customer Success to achieve high Gross Bookings Retention and Net Bookings Retention.
Execute a structured renewals playbook, beginning renewal discussions at least 120 days in advance to support retention and upsell opportunities.
Maximize renewals to drive year-over-year growth and secure long-term, upfront, and early customer commitments.
Act as a strategic partner, build long-term relationships, and advocate for customers’ success with Zappi.
Conduct multiple client-facing meetings each week and maintain engagement across organizational levels.
Collaborate with Customer Success, Professional Services, Solution Strategy, and Marketing to improve customer satisfaction and adoption.
Provide internal teams with clear forecasts, status updates, and strategic insights to support renewal and expansion success.
Use company-defined AI solutions and tools throughout sales and account management to improve productivity, customer engagement, growth identification, and business outcomes.
Travel for customer meetings and internal events in the United States and internationally as needed.

Benefits

Unlimited holidays, with a minimum of at least 20 days per year plus national holidays.
One company-paid mental health day of rest each quarter.
Flexible working arrangements, including remote work unless otherwise specified.
Thoughtfully designed offices supporting individual work and collaboration.
Support setting up a home office, if appropriate.
Wellbeing benefits and access to trained therapists and counselors.
Company-paid life, AD&D, short-term disability, and long-term disability coverage.
Immediate access to Zappi’s health, dental, and vision insurance plan.
Option to enter Zappi’s 401(k) program after 90 days of employment, with matching up to 4%.
Personal development through training allowances, coaching, mentorship, and career frameworks.
Base salary of $155,000–$165,000 and on-target earnings of $260,000–$275,000 on a 60/40 base-to-variable split.