Senior Director, Account Management

Role Purpose:

The Senior Director of Account Management is a key driver of Jumio’s growth by ensuring customers maximize the value of using Jumio’s ID Verification products – helping them to eliminate identity fraud and on-board customers quickly and securely.  You will have the opportunity to mentor, manage and develop a high caliber team of Account Managers who are responsible for driving renewals, up-selling, cross-selling and achieving revenue growth within Jumio’s existing Mid-Market and Enterprise customers through finding new areas and use cases for our range of market leading products.  

Example Responsibilities:

• Manage regional account management team, including overseeing the hiring, onboarding, and continued training & development of said Account Management team
• Works with the Global VP to uncover and create strategic business development opportunities; defining project approaches, crafting pitch presentations and planning out project staffing and resource allocations. 
• Participate and lead the hiring for regions managed as well as assisting in the hiring of, and tasks surrounding vetting candidates for open Account Management positions.
• Proactively provide mentorship to senior and junior team members with best practices to strengthen overall team performance and delivery.
• Strategize long-term account planning, growth and success for strategic accounts in regions.
• Execute, monitor and refine reporting to represent account progress, opportunities, and adoption.
• Mitigate account attrition by proactively identifying at-risk accounts and developing a closed loop strategy via Salesforce.com and finding a model that replaces what was provided via Gainsight and will now be supported out of SFDC.
• Identify new business initiatives with the account team to generate sales opportunities. 
• Creates and presents integrated marketing plans that leverage creative as a critical performance driver
• Drives improvement of current processes or introduces new approaches that will contribute to company and client success
• Collaborate effectively with Product and Engineering teams to ensure accurate information about product roadmaps and offerings is proactively shared with these accounts, and to ensure effective tracking of client-driven feature enhancement requests and bugs.

Experience and Qualifications: 

• 5+ years of experience managing sales teams
• Proven experience achieving $50M+ ARR within existing customers
• Ability to control and negotiate Enterprise deals $5M+ ACV
• A track record of building relationships across MidMarket and Enterprise Accounts at the C-Level 
• The ability and desire to build a successful team through data driven performance management
• A talent for cross division collaboration, gaining consensus and delivering the prioritised needs of our customers
• Substantial professional experience selling value-add software solutions 
• Excellent ability to identify and articulate value to customers through written and verbal communication 
• Prospecting skills and experience of prioritizing potential clients
• Proven negotiation and closing skills
• Forecasting and financial planning and strategy skills
• Proficiency in CRM - SFDC preferable

Great to Have Experience and Qualifications: 

• Existing knowledge of the ID verification, AML or KYC market
• Degree educated is preferred, not essential
• Comfortable with sales cycles of between 3-6 months