Account Director (Europe - Remote) in London

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.

This position is ideal for experienced talents in tech/services sales. With a self-driven resilient mindset, positive energy, and strong business acumen, you will thrive in a fast-paced environment. 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 Head of Sales. 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:

• Identify and close expansion, upgrade and renewal opportunities (40%)
• Perform account research, mapping and planning (10%)
• Execute account retention and expansion plan (20%)
• Handle first-line account product, compliance and administrative tasks (10%)
• Report on sales activities (5%)
• Build relationships with key account stakeholders (15%)

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 centers 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 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 will 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.

SpotMe recruits, compensates, and promotes regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, parental status, or veteran status.