VP, Account Management

Foodsmart

3d•$205,000 - $225,000•Remote

About The Position

The VP of Account Management will lead, coach, and scale a high-performing team of Client Development Executives (Account Executives) while driving the operational excellence required to protect and grow Foodsmartâs core revenue by 20%+. This role acts as the bridge between high-level strategy and daily execution, ensuring our hybrid AE/CSM model provides world-class service and value realization, while aggressively pursuing renewal and expansion opportunities within our top 20 accounts.

Requirements

10+ years in B2B account management or similar commercial function with at least 5 years specifically leading high-performing, senior-level teams.
Experience managing significant revenue portfolios (ideally $50M+) and a demonstrated ability to move the needle on NRR (Net Revenue Retention).
Deep expertise in both the Customer Success "value realization" side and the Account Management "commercial growth" side.
Experience navigating complex, multi-stakeholder contracts and renewals exceeding $1M+ in annual value.
Proficiency in Salesforce (SFDC) as a source of truth, with the ability to build dashboards and leverage RevOps data to drive proactive decision-making.
A Bachelorâs degree in Business or a related field (an MBA is a significant plus).
Familiarity with enterprise sales frameworks like MEDDIC, Challenger, or Sandler.

Responsibilities

People Leadership & Coaching (50%)
Direct Management: Lead and mentor a team of 5-6 Account Executives, conducting weekly 1:1s focused on account health, professional development, and sales velocity.
The "Player-Coach" Model: Directly manage 1â2 key accounts to stay grounded in the client experience and lead by example in the Account Executive hybrid workflow.
Deal Strategy: Act as a "Deal Desk" for the teamâreviewing renewal strategies, identifying expansions and helping Account Executives navigate complex contract negotiations.
Performance Management: Define and track KPIs that balance the 50/50 split of Customer Success (retention/NPS) and Account Management (expansion/upsell).
Operational Excellence (30%)
Ops Management: Oversee the Operations Lead to transform the Account Executive tech stack, operating rhythm, and reporting from reactive to proactive.
Process Architecture: Standardize the "Account Executive Playbook," including onboarding, quarterly business reviews (QBRs), and renewal cycles to ensure a consistent "gold standard" across all 20 major clients.
Forecasting: Own the accuracy of the Account Executive revenue pipeline and provide "no-surprise" visibility into pacing to goal. Responsible for SFDC hygiene, maintenance, and compliance.
Strategic Escalation & Retention (20%)
First-Line Defense: Serve as the primary escalation point for client friction, resolving issues before they require Executive intervention.
Voice of the Customer: Synthesize feedback from the Account Executive team to provide the company with actionable insights on product gaps and market trends.
Community and Advocacy: Architect an approach to turn our largest stakeholders into vocal brand advocates and facilitate peer-to-peer networking. Develop a forum to gather feedback for product, marketing, and revenue driving priorities.