Note: The job is a remote job and is open to candidates in USA. SpotMe is a leading B2B event platform that helps enterprises increase the impact of their events by delivering CRM-connected, high-quality experiences across in-person, virtual, hybrid events, and webinars. The Account Director role is key in the sales team, responsible for negotiating multi-year enterprise contracts and driving revenue growth within existing customers.
Responsibilities
- Identify and close expansion, upgrade and renewal opportunities
- Perform account research, mapping and planning (including capturing intelligence on organization design, strategic priorities, Onomi share of wallet, other vendors scope, integration, usage and investments for each of the use cases, understanding budget cycles, and partner mapping, and creating pricing benchmarks against other solutions)
- Execute account retention and expansion plan (inserting Onomi into centers of excellence and delivery units, design operating procedure for flawless execution, coordinating implementation and key integrations, evangelizing buying centers, functions and geo/affiliates with workshops and webinars, partner engagement, briefing and certification)
- Handle first-line account product, compliance and administrative
- Report on sales activities (CRM updates, sales forecasts and pipeline calls)
- Build relationships with key account stakeholders (engaging with new users, fostering trust-based relationships with champions and above event stakeholders (commercial excellence, medical, IT, procurement), establishing open lines of communication with economic buyers, influencing HQ-prescribed technology usage guidelines, facilitating introduction and exec touchpoints at director/VP level with a meaningful briefing, demonstrate value in absolute ROI terms, securing customer presence at customer advisory boards and 3rd party event/roundtables participation)
Skills
- You have managed large accounts ($200K-$2M) in large companies (>500 employees) over time
- You are able to truly understand the decision-making process and buying centers
- You can establish and nurture relationships with key people to expand scope and volume
- You bring SaaS experience selling into critical industries - pharma, financial services, professional services, or tech
- You have demonstrated experience working with the most demanding customers
- You have a flair for spotting pain points, helping customers form business cases, and guiding them towards execution
- You make decisions with confidence and don't wait to be told what to do
- You are scrappy, creative, and solution-oriented by nature
- You move fast and act proactively, even when there is no immediate commercial upside
- You run numbers quickly, think several steps ahead in negotiations, and understand what truly drives your customers' business
- You can build a solid business case that holds up in front of a C-suite or procurement team
- You are comfortable making decisions and forming working hypotheses even when you don't have all the facts
- Pharma HCP engagement expertise, with all its nuances (medical, commercial, marketing), is a plus but not a must
Company Overview