Vice President of Account Management ON24
The VP of Account Management plays a key role and is responsible for managing Expansion, Renewals and Growth of ON24?s clients with a focus on enterprise and strategic accounts. The executive will drive global expansion efforts across our customer base including up-sell/cross-sell. The VP of Account Management is responsible for driving an unparalleled renewal rate for ON24. The VP will lead a team of Account Managers and collaborate with internal groups such as Customer Success, Marketing, Enterprise Sales and Client Services to drive measurable value for ON24 leading to predictable renewal of our customer base.
The ideal executive for this position will have successfully led a SaaS-company?s Account Management, Corporate, Enterprise or Strategic account team to high levels of client satisfaction and measurable value as measured by expansion: up-sell/cross-sell and renewal rates. The VP will have been in customer-facing roles for their entire career. This executive actively promotes & drives interaction with ON24 Customers and ON24 Executives in order to enhance the experience of our customers.
Deliver on sales quota that meets/exceeds objectives, ensuring that quarterly and annual booking and subscription targets are achieved.
Responsible for expansion; up-sell/cross-sell of existing global client base
Manage team of Account Managers to expand, renew and retain existing and rapidly growing global customer base.
Full responsibility for ON24 Account Management quota across the entire customer base. Includes optimizing long-term customer relationships and annual renewal process.
Hire, train, and manage the Renewal team members, build quotas and territories, and achieve goals.
Apply best practice ideas to how we track, manage, analyze and foster expansion & renewal of our customer base.
Devise and execute specific and scalable programs, in collaboration with Marketing, that create value for ON24?s customer base that drives expansion & a high renewal rate.
Own the quota & metrics of ON24?s client expansion & Account Management
10+ years of senior level management experience leading sales teams in growth oriented SaaS companies
7-10+ years of managing and leading Corporate, Enterprise and/or Strategic sales teams to grow and retain clients.
Experience creating, educating, and delivering strategies, pricing, packaging and promotions
Previous history of enterprise sales success including rapid growth of client expansion, sales bookings per year vs. forecast, and YoY increase in growth.
Development of action plans that include a situational analysis, win/loss analyses, short-term and long-term plans for expansion, and retention of clients.
Recruiting, managing, and motivating a sales team to attain sales goals.
Accurately forecasting sales booking levels and establishing sales targets
Management experience in predicting and maximizing customer retention, expansion, lifetime customer value, and other success metrics.
Background in hiring, training, and managing renewal team members and expanding team based on growth objectives.
Executive leader with a strong ability to operate strategically within ON24 via cross-functional execution.
Creative mind with experience in marketing automation to drive ON24?s rapid expansion growth.
Proven evangelical sales track record in a SaaS environment
Outstanding consultative selling abilities, excellent interpersonal skills and experience with executive level client engagements.
Strong experience with CRM tools (SFDC) to drive appropriate metrics and measurements
Willingness to travel significantly throughout North American
5+ years? experience at SaaS companies is preferred.
Experience with marketing automation solutions strongly recommended
Bachelor?s Degree required, Advanced Degree strongly recommended.
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