Job description
Mission – Why we exist, what we do, and why we need you
SpotMe/Onomi exists to make pharma and event engagement work better. We give life sciences teams one solution to run their in-person and virtual engagements while capturing every interaction in their CRM. By making events easier to manage and measure, we help pharma create better experiences for healthcare professionals, at a lower cost. Our solution turns complex congress engagements, webinars, standalone meetings, advisory boards and field-led meetings into meaningful connections that drive results for commercial and medical teams.
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. 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 (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, 10%)
- 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, 20%)
- handle first-line account product, compliance and administrative (10%)
- report on sales activities (CRM updates, sales forecasts and pipeline calls, 5%)
- 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, 15%)
Objectives - The problems you will solve
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 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.
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.
