Job description
Company Description:
Actabl is transforming hotel operations through purposeful innovation. Our integrated software products empower over 10,000 hotel properties worldwide with the insights and tools needed to thrive in an evolving industry landscape.
We invite talented SaaS professionals to join our mission of empowering the people who power hospitality by enabling excellence in hotel management. By developing sophisticated yet accessible software solutions, we help hoteliers address their most pressing challenges — from visibility to operational efficiency to profit optimization.
Be part of a team that combines technical expertise with genuine commitment to advancing the hotel industry through thoughtful, results-oriented technology.
Position Summary:
As Actabl’s Senior Director of Account Management, you will drive sustainable growth through existing accounts by building and leading a high-performing renewals team. Reporting to the VP of Account Management, you will execute renewal strategies that deliver on revenue growth targets, maximize expansion opportunities, and deepen penetration within enterprise and mid-market accounts. This player-coach role requires both strategic leadership and hands-on execution to achieve growth targets while developing a high-trust, high-accountability culture that embodies Actabl’s values.
Essential Duties:
- Revenue Growth Leadership (50%): Lead a team of renewal representatives to consistently achieve renewal-based growth revenue targets, implement effective forecasting processes, and develop strategies to maximize account expansion during renewal cycles.
- Team Development & Management (30%): Build and grow a high-performing renewals team, provide coaching and mentorship, implement performance management processes, and foster a culture of accountability and excellence.
- Cross-Functional Collaboration (20%): Partner effectively with Account Management, Customer Success, Sales, Product, and Operations to identify expansion opportunities, resolve customer issues, and ensure seamless customer experience throughout the renewal cycle.
- Process Optimization (as needed): Develop and refine renewal processes, implement metrics-driven performance tracking, and continuously improve methodologies to increase productivity and expansion rates.
- Price & Term Optimization (as needed): Drive strategic price increases and term extensions to maximize customer lifetime value, with specific focus on achieving 3%+ weighted average price increases and increasing multi-year commitments.
Other Duties & Responsibilities:
- Participate in industry events and customer meetings to strengthen relationships and market presence.
- Provide insights to product and marketing teams on customer feedback and market trends.
- Assist in the development of revenue forecasts and business planning.
- Contribute to development of company culture and talent acquisition initiatives.
Minimum Qualifications:
- Bachelor’s degree or equivalent experience.
- 7+ years of experience in B2B SaaS sales, account management, or renewals.
- 3+ years of experience leading and developing teams.
- Demonstrated track record of achieving revenue growth targets through existing account expansion.
- Experience in implementing and optimizing renewal sales processes.
- Proficiency with CRM systems (preferably Salesforce) and sales technologies.
Key Competencies:
- Strategic Account Growth: Ability to identify and execute on expansion opportunities within existing accounts.
- Revenue Forecasting: Experience with implementing forecast processes that consistently achieve 90%+ accuracy.
- Leadership & Team Development: Proven ability to recruit, develop, and retain top talent.
- Data-Driven Decision Making: Strong analytical skills to derive insights and drive strategic actions.
- Cross-Functional Collaboration: Ability to build effective partnerships across departments.
- Negotiation: Strong skills in pricing and term negotiations to maximize customer lifetime value.
- Communication: Exceptional written and verbal communication skills with both customers and internal stakeholders.
- SaaS Metrics: Deep understanding of SaaS business models and key performance indicators.
- Hospitality Industry Knowledge: Understanding of hospitality technology landscape (preferred).
Work Environment: This is a hybrid position, allowing for flexibility in work location. The role requires a reliable internet connection and a suitable home office setup to ensure productivity and effective communication.
- Base Salary Range: The target salary range for this position is ($144,000 - $156,000).
- Travel: Occasional travel may be required for team meetings, conferences, or training sessions. This could include both in-state and out-of-state travel.
- Driver’s License: A valid driver’s license may be required for travel purposes.
- Equipment: The company will provide necessary equipment, including a laptop, monitor, and any additional peripherals required to perform job duties effectively. Employees are expected to maintain their equipment in good working condition.
- ADA Compliance: The company is committed to providing reasonable accommodations in accordance with the Americans with Disabilities Act (ADA). If you require any accommodations to perform your job duties, please inform your manager or the HR department.
- Work Hours: While the position offers flexibility, employees are expected to be available during core business hours to ensure collaboration with team members and stakeholders.
- Communication: Regular communication with the team will be conducted through video calls, chat applications, and email. Strong written and verbal communication skills are essential for this role.
