Job description
We’re looking for a Director of Account Management to lead our AM team into our next phase of growth! This position will have a huge impact on the trajectory of our company by engaging the largest portion of our TAM with ~20,000 prospective customers. The Director of Account Management will lead the strategic direction and oversight of our Account Management engine to fine-tune, optimize, scale and successfully help the company meet its short and long-term sales targets aligned with expansion and renewals/revenue sales.
Reporting to the VP of Sales, you will be an integral part of the sales leadership team by providing continuous mentorship for our AM Leaders and the broader AM team; refining our sales process, defining and tracking our KPIs and spearheading recruiting. You will work closely with other leaders in sales, marketing, revenue operations, sales operations, marketing operations, go-to-market systems, and sales enablement to drive the strategy for the sales development team.
About Fleetio
A little about us…Fleetio is a modern software platform that helps thousands of organizations around the world manage their fleet operations. Transportation technology is a hot market and we’re leading the charge, with raving fans and new customers signing up every day. We raised $144M in Series C in June of 2023 and are on an exciting trajectory as a company. Fleetio is also a proud founding member of the Rails Foundation!
More about our team and company:
- Watch our culture videos: https://fleet.io/culture
- Fleetio overview video: https://www.youtube.com/watch?v=IlvIbwZT3oU
- Our careers page: https://www.fleetio.com/careers
Your impact
- Build a scalable expansion and renewals sales strategy that promotes effective prospecting and capture of our massive TAM.
- Map strategy: Lead, set strategy, and grow an account-based and territory-based SaaS sales team focused on new customer acquisition across a massive market.
- Partner with our Business Operations team to guide our Sales team and front-line managers to optimize and transform our current systems, processes, and analytics.
- Focus on data: Leverage our Revenue Operations team to build upon our existing metrics to benchmark our team’s success and use data to guide decisions for future growth.
- Develop and scale the team: Work with Fleetio’s People and Business Operations teams to design the org structure and strategy
- Partner with our recruiting team to aggressively hire top-notch managers and individual contributors and continuously develop new and existing sales team members.
- Plan programs: Partner with our Enablement, Marketing, and Demand Generation teams on planning key initiatives to drive opportunities and movement through the sales funnel.
- Optimize and scale: lead optimization efforts for all aspects of revenue growth
Your experience
- 7+ years of experience leading a high-performing SaaS AM function or team
- Ownership mindset — you thrive in problem-solving and crafting solutions
- A demonstrated track record of exceeding revenue targets in a fast-growing organization
- Partner cross-functionally with sales, customer success, product, and marketing to drive customer engagement and product adaption
- Define key performance metrics to measure customer satisfaction, retention, and account growth
- A genuine interest and excitement in striving toward ambitious goals, hiring and rallying a team around those goals, and leveraging data to help you achieve those goals via methodical execution
- Successful track record of collecting and managing multiple business line forecasts with accuracy and predictability throughout the entire sales funnel
- Experience in selling vertical software to a range of buyer personas in a large total addressable market
- Be able to manage relationships with other strategic leaders across the Sales Division and Company
- Innovative thinker that can experiment with new ideas and fail fast
Benefits
- Multiple health/dental coverage options (100% coverage for employee, 50% for family)
- Vision insurance
- Incentive stock options
- 401(k) match of 4%
- PTO - 4 weeks (increases at year two!)
- 12 company holidays + 2 floating holidays
- Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)
- FSA & HSA options
- Short and long term disability (short term 100% paid)
- Community service funds
- Professional development funds
- Wellbeing fund - $150 quarterly
- Business expense stipend - $125 quarterly
- Mac laptop + new hire equipment stipend
- Fully stocked kitchen with tons of drinks & snacks (BHM only)
- Remote working friendly since 2012 #LI-REMOTE
