Director, Account Management
About The Position:
As the Director, Account Management, you build and run a high-performing sales team dedicated to expanding revenue within G-P’s existing customer base. In this role, you own the sourced-expansion number and forecast, driving your sellers to capture growth that would not happen organically—including new products, new subsidiaries, account consolidation, and planned blocks of hires.
Reporting directly to the VP, Global Customer Success, you will partner closely with the Director of Customer Success Managers, Partners & Alliances, New Business Sales leadership, Product Marketing, Finance, and RevOps/CS Ops to align strategy, establish rules of engagement, and accelerate net revenue retention.
What You Will Do:
Drive Revenue & Forecasting: Own the sourced-expansion number and pipeline/forecast reviews, reporting progress directly to the VP and Revenue leadership.
Team Leadership & Development: Lead the strategic sellers, the staffing agency seller, and the Manager, Account Managers. Hire, coach, and build the team, mixing experienced sellers and converted CSMs while coaching them on account planning and executive selling in existing accounts.
Territory & Account Strategy: Establish territory and account assignments for all sellers using whitespace in the base—specifically targeting single-country accounts, flat accounts, and subsidiaries not yet on G-P.
Cross-Functional Alignment & Rules of Engagement: Establish and agree on rules of engagement and credit with CSMs, Partners, and the new business sales team. Partner with the CSM director on credit rules (ensuring opportunities exist in Salesforce prior to order, planned blocks of 5+ are logged 30 days ahead, and credit fields are completed).
Customer Transitions: Bring sellers into wind-downs to effectively transition customers to Gia or a partner.
Performance Ownership: Deliver on key team success metrics including sourced expansion against team targets, forecast accuracy, pipeline coverage, and seller ramp/attainment.
What We Are Looking For:
Minimum Requirements:
10+ years in enterprise B2B sales or account management.
5+ years of experience leading and managing sellers.
A proven track record of growing revenue inside an existing customer base.
Demonstrated experience building a new team, establishing territories, and setting quota plans.
Strong forecasting discipline and pipeline management in Salesforce.
Preferred Qualifications:
Experience selling HR, payroll, or global services.
Compensation:
The annual gross fixed pay range for this position is $137,200.00- $ 171,500.00, plus variable compensation (tied to the team's sourced-expansion number; final plan design with Finance and People).
We will consider for employment all qualified applicants, including those with arrest records, conviction records, or other criminal histories, in a manner consistent with the requirements of any applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the San Francisco Fair Chance Ordinance, and the New York City Fair Chance Act.