Senior Director, Account Management

🔥 0 minutes ago

🍂 Massachusetts – Remote

🍂 Massachusetts – Remote

💵 $155k - $165k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

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Zappi

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2013

💼 Consulting

📣 Marketing

☁️ SaaS

Consulting • Marketing • SaaS

Zappi is a B2B SaaS consumer insights platform that combines AI and large-scale consumer data to help brands develop products, optimize advertising, and track brand performance. The platform provides continuous, real-time feedback loops, iterative product and ad testing, and standardized, high-quality survey data to guide launch decisions and improve marketing effectiveness for enterprise consumer brands.

📋 Description

• Own and expand existing enterprise customer relationships • Drive adoption of Zappi's agile research solutions and demonstrate the value of persistent audience insights • Cultivate and retain relationships with senior stakeholders within a portfolio of accounts • Identify new growth areas, including increasing user bases, upselling premium solutions, driving adoption in new business units and users, and cross-selling solutions • Conduct in-depth discovery of customer innovation, advertising, and insights processes • Develop strategic solutions and enterprise agreements using a consultative selling approach • Navigate complex enterprise organizations and work with COEs, budget holders, senior marketers, and product leaders • Own and manage the renewal bookings target and partner with Customer Success to achieve high GBR and NBR • Execute renewals playbook beginning at least 120 days in advance • Secure long-term, upfront, and early renewal commitments • Act as a strategic partner and advocate for customer success with Zappi • Conduct multiple client-facing meetings per week • Collaborate with Customer Success, Professional Services, Solution Strategy, and Marketing • Provide forecasting, status updates, and strategic insights to internal teams

🎯 Requirements

• Significant enterprise selling experience, with a track record of driving contract expansion within complex organizations • Experience in the market research or consumer insights industry or selling market research solutions • Strong consultative sales skills, with the ability to align solutions to customer personas and business objectives • Apply defined qualification principles to strengthen renewals and upsell opportunities, ensuring alignment with economic buyers, decision criteria, and procurement processes • Maintain impeccable Salesforce hygiene, tracking deal timelines, forecast categories, and pipeline accuracy • Demonstrated ability to drive YOY growth through account expansion and retention strategies • Excellent negotiation skills, capable of structuring enterprise contracts that drive customer value and financial growth for Zappi • Ability to manage relationships across multiple teams across complex large enterprise organizations with constantly changing priorities • Strong grasp of budget cycles, procurement processes, and brand-based buying centers • High proficiency in forecasting, pipeline management, and Salesforce best practices • Proactive approach, and ability to challenge industry norms and incumbents • Willingness to travel for customer meetings and internal events, both in the US and internationally as needed • Demonstrated ability and commitment to leverage company-defined AI solutions and tools throughout the sales and account management process

🏖️ Benefits

• Unlimited holidays, with a minimum of at least 20 days per year plus national holidays • One company-paid mental health day of rest every quarter • Flexible working arrangements, including remote • Thoughtfully designed offices supporting individual work and collaboration • Support setting up a home office, if appropriate • Wellbeing benefits and access to trained therapists / counselors • Company paid Life, AD&D, Short term & Long term disability • Immediate access to Zappi's Health, Dental and Vision Insurance Plan • Option to enter Zappi's 401k program after 90 days of employment, matched up to 4% • Tailored personal development through training allowances, coaching, mentorship and career frameworks