Senior Director, Account Management

Jumio

About The Position

The Senior Director of Account Management is a key driver of Jumio’s growth by ensuring customers maximize the value of using Jumio’s ID Verification products – helping them to eliminate identity fraud and on-board customers quickly and securely. You will have the opportunity to mentor, manage and develop a high caliber team of Account Managers who are responsible for driving renewals, up-selling, cross-selling and achieving revenue growth within Jumio’s existing Mid-Market and Enterprise customers through finding new areas and use cases for our range of market leading products.

Requirements

5+ years of experience managing sales teams
Proven experience achieving $50M+ ARR within existing customers
Ability to control and negotiate Enterprise deals $5M+ ACV
A track record of building relationships across MidMarket and Enterprise Accounts at the C-Level
The ability and desire to build a successful team through data driven performance management
A talent for cross division collaboration, gaining consensus and delivering the prioritised needs of our customers
Substantial professional experience selling value-add software solutions
Excellent ability to identify and articulate value to customers through written and verbal communication
Prospecting skills and experience of prioritizing potential clients
Proven negotiation and closing skills
Forecasting and financial planning and strategy skills
Proficiency in CRM - SFDC preferable

Nice To Haves

Existing knowledge of the ID verification, AML or KYC market
Degree educated is preferred, not essential
Comfortable with sales cycles of between 3-6 months

Responsibilities

Manage regional account management team, including overseeing the hiring, onboarding, and continued training & development of said Account Management team
Works with the Global VP to uncover and create strategic business development opportunities; defining project approaches, crafting pitch presentations and planning out project staffing and resource allocations.
Participate and lead the hiring for regions managed as well as assisting in the hiring of, and tasks surrounding vetting candidates for open Account Management positions.
Proactively provide mentorship to senior and junior team members with best practices to strengthen overall team performance and delivery.
Strategize long-term account planning, growth and success for strategic accounts in regions.
Execute, monitor and refine reporting to represent account progress, opportunities, and adoption.
Mitigate account attrition by proactively identifying at-risk accounts and developing a closed loop strategy via Salesforce.com and finding a model that replaces what was provided via Gainsight and will now be supported out of SFDC.
Identify new business initiatives with the account team to generate sales opportunities.
Creates and presents integrated marketing plans that leverage creative as a critical performance driver
Drives improvement of current processes or introduces new approaches that will contribute to company and client success
Collaborate effectively with Product and Engineering teams to ensure accurate information about product roadmaps and offerings is proactively shared with these accounts, and to ensure effective tracking of client-driven feature enhancement requests and bugs.