VP of Strategic Accounts, Beauty & Wellness division

Playlist

About The Position

Playlist is launching a new business unit to deliver industry-leading tech solutions to beauty and wellness professionals, including spa and sauna operators, salon owners, estheticians, lash and brow artists, barbers, and similar personal care businesses. Within this $500b+ category sit the multi-location enterprises, franchise systems, and emerging national brands that represent some of its most sophisticated and fastest-growing operators. Reporting directly to the President of Beauty & Wellness, the VP of Strategic Accounts will own the division’s relationships with these enterprise-scale operators end to end, from acquisition of new logos through renewal, expansion, and long-term growth, and will lead the account management organization that serves them. This leader will take responsibility for Playlist’s existing book of business, representing tens of millions in annual ARR, as well as the design and execution of forward-looking growth strategy. This is a unique opportunity to own a significant existing P&L while also building the company’s first-ever organization dedicated specifically to serving the Beauty & Wellness Strategic Accounts segment.

Requirements

12+ years of relevant experience across sales, account management, customer success, and/or business management
Strong preference for candidates with prior experience in the Beauty & Wellness industry; experience with enterprise-scale customers and SaaS sales preferred
Track record of managing complex relationships and agreements with enterprise-scale organizations, including negotiation with corporate office and executive stakeholders
Experience with both new logo acquisition and renewal and expansion motions; experience structuring or leading an account management organization, including account segmentation, book of business design, deal desk, and quota and compensation plans
Strong analytical skills and sound commercial judgment, including command of contract economics such as margin, discount structures, rebates, contract term, and net revenue retention
Experience in high-growth, high-ambiguity, entrepreneurial environments
Track record of independently identifying opportunities for organizational or operational improvement, successfully advocating for them with leadership, and following through on execution
Fluency with AI tools and an AI-oriented mindset to evolving sales processes and operations
Exceptional verbal and written communication skills, with the executive presence to represent the division to founders, corporate office leadership, partners, and industry audiences
Strong sense of personal accountability, ownership, and pride of work; high levels of initiative and flexibility, and unwavering integrity and professionalism

Responsibilities

Own Strategic Accounts (i.e., Enterprise) book of business segment of the Beauty & Wellness division, representing tens of millions in ARR, with accountability for achievement of revenue targets across both new and existing logos
Develop and maintain industry expertise across Beauty & Wellness and multi-location operators; build strategies informed by deep and nuanced understanding of competitive landscape and category trends
Own the full brand lifecycle: acquire new logos, negotiate and execute contract renewals, drive expansion and cross-sell across Playlist’s product portfolio, and lead retention efforts
Own deal governance and commercial discipline; construct commercially sound deals through thoughtful and rigorous evaluation of available contract levers
Build and lead the division’s strategic account organization, spanning quota-carrying account management as well as other post-sale support and technical account management functions; determine how to improve organizational structure and resourcing model to best serve the business and our customers
Apply AI across the account organization to grow revenue, deepen customer relationships, and improve operational efficiency; drive thinking on how AI-native capabilities are brought to multi-location brands
Serve as senior executive relationship owner for the division’s most significant brands; develop and nurture deep relationships with key customer stakeholders as well as other important industry participants
Own the business management cadence for the Strategic Accounts business, including pipeline management, forecasting, renewal risk assessment, and ongoing performance reporting
Lead and motivate the team and build an internal culture of excellence: spearhead talent acquisition, oversee team performance management, and drive commission and incentive programs and strategies
Serve on leadership team of the Beauty & Wellness division and contribute thought leadership to divisional strategy and performance across all domains and functions, not just sales