Director, Account Management

Vidyard is the video platform that's built for business. Sales reps, marketers, and corporate communicators use Vidyard to record and share videos that grab attention and deliver their message in a personal, impactful way. It's the video tool of choice for Microsoft, LinkedIn, and thousands of other companies. We're passionate about elevating our customers, our teammates, our communities, and ourselves.

Vidyard is looking for a Canadian based Director, Account Management to join our Account Management team. Reporting to the VP, Revenue. Leading Vidyard’s Account Management team, you will be responsible for driving all renewal, cross-sell and upsell revenue through your team of Account Managers.  Your team will need to build executive level relationships with their customers, as well as strategic account planning to identify selling opportunities to expand their customers' use of Vidyard as well as negotiating contract renewals. 

Our Account Management team will consist of 10+ account managers who are focused on the exchange of value with all Vidyard customer accounts, specifically focused on the commercial aspects of their accounts.  The Account Managers role is integral to ensure there is an account strategy with each customer, including a complete understanding of what value the customer is getting from their Vidyard account, while also finding new selling opportunities across the customer account, both cross-sell and upsell.

• Work closely with Account Managers to ensure Vidyard’ value added services are marketed accordingly
• Generate innovative ideas to support customers and boost brand awareness across Account Managers’ portfolios
• Communicate with clients at a senior level to resolve issues and inquiries
• Collect client feedback to improve customer experience
• Own accurate forecasting of renewals and upsell revenue
• Work with RevOps to design optimal account assignments based on the whitespace within accounts as well as current managed ARR
• Hire and retain top tier, revenue focused talent
• Oversee internal and external projects
• Perform other related duties, as assigned

As a Director, Account Management You Can Expect to:

• Have a strong point of view on Vidyard’s vision, mission, values & strategy as well as a conviction around industry trends
• Drive a culture of achievement to exceed revenue, renewal and productivity targets across the team
• Directly manage and develop a team of 10+ high-potential account managers with a range of experience managing customers from SMB to strategic enterprise
• Coach your team in effective sales strategies, customer account planning, pipeline development, and opportunity management.
• Set goals, action plans, playbooks, and key metrics for your account managers in different customer tiers with different levels of expansion potential
• Define targets and specific performance metrics aligned with business strategies. Develop and execute strategies to ensure achievement of set KPI’s
• Analyze pre-indicators including activity volumes, meetings booked, account plans and individual pipelines to monitor rep effectiveness and future revenue forecasting
• Actively participate in the sales cycle to bring leadership and strategic support in order to engage internal resources to optimize renewal rates and close rates on opportunities 
• Build strong relationships and collaborate cross-functionally to optimize sales handoffs, customer marketing programs, sales training, services deployment, and effective support to drive a seamless customer experience
• Own accurate forecasting of renewals and upsell revenue
• Work with RevOps to design optimal account assignments based on the whitespace within accounts as well as current managed ARR
• Hire and retain top tier, revenue focused talent
• Oversee internal and external projects
• Perform other related duties, as assigned.
• Travel for in-person meetings & conferences with customers/partners to develop key relationships
• Communicate with clients at a senior level to resolve issues and inquiries
• Collect client feedback to improve customer experience

• 5+ years of experience leading an account management team in a SaaS or technology sales environment; enterprise experience an asset
• Track record of consistently achieving quota and strategic objectives
• Experience managing and closing complex B2B sales cycles with C-level decision makers
• Experience as a results-driven leader who is also fearless about execution and not afraid to dig into the details with the front-line team
• Post-secondary degree/diploma required

• Salesforce
• Gong 
• Totango
• Salesloft

Job descriptions can be overwhelming. We are all aboard at Vidyard and deeply value the unique experiences, abilities and opinions you possess, so if this role sounds like your next adventure, but you don’t feel entirely qualified, apply! We value candidates who own it, and if you’re relentlessly resourceful too, you might be exactly who we are looking for. 

As we also value direct and transparent communication, you can expect to hear from our team even if you are not selected to move forward.

• Competitive pay
• Comprehensive, flexible benefits on day one*
• Wellness allowance to spend on what's important to you 
• Flexible hours + unlimited vacation + programs to support travel while working, enabling you to live your best life
• Access to Inkblot, a digital mental health platform + $1,500/person/year for mental health coverage*
• Allowance to support your ongoing growth and development
• Parental leave top-up
• Paid volunteer hours
• Employee resource groups to empower and drive change at Vidyard and in our communities
• RRSP match*
• Stock options
• Flexible holiday program

*Benefits described are Canadian specific, if you’re located in another country our Talent team will speak with you about localized benefits for you.

Remote @ Vidyard:

As a video-centric organization, Vidyard has mastered the art of remote work. Whether you are local to our collaboration space in Kitchener, Ontario, Canada, or you join us from elsewhere in Canada, you will be an integral part of the team.

Vidyard is dedicated to ensuring all Vidyardians have an opportunity to:

• Level up their home office/workspace. 
• Socialize purposefully within teams as well as across the organization. 
• Enjoy a flexible work schedule. We know your time is valuable, so own your work in a way that best suits your lifestyle.

We believe working remotely shouldn’t cause any barriers, so from onboarding to day-to-day operations, your colleagues and leaders are only as far as a *virtual* tap on the shoulder away.

We thank all applicants for your interest in Vidyard. Only those applicants selected for an interview will be contacted. Unsolicited resumes from Agencies will not be accepted.

Vidyard is an equal opportunity employer. Applicants who require reasonable accommodation to complete the application and/or interview process should notify us at [email protected].