DataRobot is seeking a Director, Account Management to lead a newly formed Account Management team. At DataRobot, Account Management coordinates with Customer Success and Sales to both drive adoption and positive outcomes for our clients while ensuring a high rate of renewal and subscription expansion for DataRobot. The ideal candidate must be interested not only in executing, but also in building the charter, policy, and process for Account Management at DataRobot. The Director will take on an initial team of two Account Managers while looking to quickly scale our hiring and onboarding for the team to match our rapid rate of client acquisition.

Responsibilities

• Align with Sales, Finances, and Customer Success leadership as well as other key stakeholders to ensure the quality of the overall program and customer experience
• Develop and execute win/win negotiation strategies for contract renewals that maximize contract value while protecting and enhancing customer trust
• Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to achieve a high level of account and revenue retention
• Excel at hiring, onboarding, and motivating top Account Management talent
• Provide ongoing mentorship and development to the team, including participating and leading certain key client meetings, working jointly on key account plans, and managing escalations
• Run weekly forecast meetings with the team to drive forecasting excellence and accuracy and develop and educate on best practice across the team
• Manage the team to best practices for all internal processes including, opportunity management, data quality, and order form accuracy, policy compliance, and forecasting
• Achieve financial and strategic targets for maximizing retention, positioning favorable terms and boosting incremental revenue via up-sell and cross-sells and add-ons
• Working with Sales and Finance to set and enforce policies, develop commission plans, and manage territories

Required Skills/Experience

• 7+ years of leadership experience demonstrated in a Sales, Operations, Account Management, or Renewals capacity with a strong focus on negotiating contracts and strategy
• Experience in business-to-business SaaS/software or other related technology field
• Experience with big data, analytics, business intelligence, or AI/Machine Learning a plus
• Strong communication skills (listening, written, verbal, presentation), with the ability to effectively understand and engage technical and business audiences.
• Demonstrated ability to lead a team past revenue and renewal and upsell targets while also building strong customer relationships.
• Ability to execute and excel in a dynamic, fast paced, hard working environment.
• Passion for working with leading edge technologies and a desire to deeply understand DataRobot’s benefits, use cases, and technical capabilities.
• Strong organization skills combined with the ability to prioritize tasks across a varied set of responsibilities.
• Data-driven approach and ability to use systems, follow-processes and incorporate analytics into workflow.
• Bachelor's degree in a relevant field is highly preferred.
• Willing to travel periodically based on customer and business need.

Individuals seeking employment at DataRobot are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation.