Account Director

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. With a strong focus on life sciences, SpotMe powers Onomi: an HCP engagement product that enables medical and commercial teams to run impactful congresses, symposia, advisory boards, and webinars. Together, SpotMe and Onomi turn events into a company’s most effective engagement channel.

You will negotiate multi-year enterprise contracts, drive revenue and usage growth across our largest Fortune 500 accounts, and shape the long-term success of our most valued partnerships. Our top-performing Account Directors typically progress to sales leadership roles. The Account Director role is key in our sales team and reports directly to the VP of Account Management. Following our Onomi launch, life sciences expansion pipeline is the #1 company objective, and driving revenue growth within existing customers is a key component.

As the account leader, you will be the primary point of contact for 7-15 key accounts with a total revenue of ~$3M and you will:

• 40% Identify and close expansion, upgrade and renewal opportunities
• 10% 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)
• 20% Execute account retention and expansion plan (inserting Onomi into centres of excellence and delivery units, design operating procedure for flawless execution, coordinating implementation and key integrations, evangelising buying centres, functions and geo/affiliates with workshops and webinars, partner engagement, briefing and certification)
• 10% Handle first-line account product, compliance and administrative tasks
• 5% Report on sales activities (CRM updates, sales forecasts and pipeline calls)
• 15% 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)

In your first month, you will onboard, get hands-on with our product, become fluent in our industry, get up to speed with systems, get introduced to your customers, and understand your customer buying centres and use cases:

• Learn our product by getting certified with our SpotMe Academy and by embedding yourself in a virtual event project, an onsite event project, by building your own demo event and by joining an in-person business review
• Become fluent with our industry personas, competitors, and our industry use cases by embedding yourself in customer projects and presentations
• Master our sales processes, sales materials, and systems (Salesforce, Google Suite, PowerPoint, Zoom, Gainsight, Gong) to be able to manage a sales lifecycle from customer request to contract expansion deals autonomously; successfully conduct an expansion mock scoping & demo call with sales leadership and pass your sales certification
• Get introduced to all customers in your portfolio and secure face time with 80% of them

After 3 months, you have completed your phase 1 account research and planning, and kicked off on account plans including renewal strategy, budget insertion and revenue & usage growth; leading indicators (usage and number of opportunities) are improving after 2 quarters with 2 expansion levers unlocked for each account. After 12 months, you will have further executed your account plans and achieved an aggregate 20% YoY revenue growth on your portfolio through services and/or software expansion.

Benefits

• Work from anywhere - In addition to a MacBook, the remote new joiners receive a budget to set up their own workspace
• Inclusive culture - Our culture is an environment that encourages and celebrates diverse perspectives
• Accommodating Vacation (PTO) - Our people have a minimum of 25 days’ time off to use however they want. We also have additional time off for important events like getting married or moving apartments
• Parental Leave - New moms and dads deserve time to recover, bond, and care for their new family members
• Health and retirement - Our package helps employees to maintain health and wellbeing
• Mental health and support - Life can be complicated. Therefore, our extensive Employee Assistance Program offers support for mental, financial, physical, and emotional wellbeing, 24/7, 365 days a year
• Company gatherings - Employees are invited to quarterly 3-day meetings that bring together all colleagues

This position is the ideal role for experienced talents in tech/services sales. With a self-driven resilient mindset, positive energy, and strong business acumen, you’ll thrive in a fast-paced environment.

Account leadership: You are above all a true account leader in B2B SaaS or services/consulting - you have managed large accounts ($200K-$2M) in large companies (>500 employees) over time, and you are able to truly understand the decision-making process and buying centres, and establish and nurture relationships with key people to expand scope and volume. You know what it means to operate a global, large-scale account in a first-class fashion.

Autonomy and resourcefulness: You make decisions with confidence and don’t wait to be told what to do. When you hit a wall, you find a way around it - you are scrappy, creative, and solution-oriented by nature. You move fast and act proactively, even when there is no immediate commercial upside.

Commercial sharpness: 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, and you are comfortable making decisions and forming working hypotheses even when you don’t have all the facts.

Industry expertise with business orientation: You bring SaaS experience selling into critical industries - pharma, financial services, professional services, or tech - with demonstrated experience working with the most demanding customers. Above all, you have a flair for spotting pain points, helping customers form business cases, and guiding them towards execution. Pharma HCP engagement expertise, with all its nuances (medical, commercial, marketing), is a plus but not a must.