Account Director, North America

Hi, we're UserZoom - nice to meet you! If you've never heard of us, we enable Design, Product, and UX teams to create the digital experiences their customers will love.
Founded in 2007, we are pioneers in helping UX researchers operate at scale. We provide an all-in-one software platform, along with participant sourcing and professional services capabilities, so that our clients can make faster, insight-driven decisions.
About the Role
As an Account Director, you are a top-tier business advisor for some of the world's largest enterprises. You are a reliable partner, who connects the dots, analyzes root causes, and challenges the status quo with fresh ideas. You are "in the room"; bringing clarity to complexity, and building consensus across the client's organization.
You are just as comfortable discussing the C-suite's vision as you are sharing best-practices with the front line. You understand your clients' macro-environment, top-level business objectives, and the relevance of UserZoom's value proposition to various departments and roles. In your assigned territory, business leaders rely on you to propose a forward-looking approach to UX research - one that drives meaningful outcomes far beyond the research function.
As an Account Director at UserZoom, you will deliver best-in-class client experiences, while entrenching yourself as an expert between your client's reality and UserZoom's capabilities. This type of partnership results in deep client loyalty and mutually beneficial outcomes, best captured by the Account Director's two main measures of success: retention and growth.
Requirements
So, what will you actually do in this role?

• You will help customers build their research strategy to ensure they leverage our platform and resources to the fullest potential
• You will identify new opportunities and build long term profitable relationships, delivering on business goals under pressure
• You will facilitate the execution of account plans across multiple teams, toward mutually defined outcomes
• You will generate pipeline from client accounts, inherit renewal opportunities from prior contracts, and manage all opportunities to closure
• You will use repeatable sales methodologies and qualification criteria to ensure a strong, reliable pipeline
• You will provide a rolling 90 days forecast, updated weekly with actionable next steps across all opportunities
• You will identify revenue risk and enlist the help of others to avoid or mitigate issues
• You will raise the performance of those around you, by exemplifying what it means to compete at the highest level

Responsibilities:

• Protecting, preventing and minimizing downsell and churn risks
• Identify, progress, and close opportunities in your portfolio
• Ensure positive outcomes along the customer lifecycle, by creating and delivering Executive Business Reviews, Client Partnership Plans, and Internal Strategic Account Plans
• Develop the territory strategy for your assigned accounts and prioritize efforts toward attainment of recurring revenue retention and growth
• Work closely with the Delivery Team to ensure successful and integrated client management
• Learn and maintain UserZoom's value to customers, industry trends and competition
• Manage, track, and report on all renewal and upsell activities in Salesforce.com

Ideal background:

• 5+ years in Account Management across B2B accounts (SaaS, UX Research, Analytics, Data Visualization preferred)
• Previous sales experience with large ($1B+) enterprise accounts
• Consistent (2+ years) quota over-attainment
• Experience structuring and winning $1M+ deals
• Superior problem-solving and analytical skills
• Strong and engaging presentation skills
• Ability to promote new technology at all levels
• Challenger Sale mindset and results focused
• Willingness to travel about 25%
• Knowledge of User Research Methods, Market Research methods, Web & Mobile Analytics is an advantage
• Able to thrive in a growing company environment-moves quickly, thinks strategically, and is good at tactical execution
• Passion for web technologies and great user experience

Even if you don't meet every single requirement but you are excited about the role, we encourage you to apply. Research and insights show us that some people groups are less likely to apply unless they meet 100% of the requirements, but you may be just the right candidate for this or other roles. We are committed to inclusivity and to creating an inclusive workplace.
Benefits

• 15 PTO days per year, on accrual basis
• 5 Sick days, available on January 1st
• 10 Paid Holidays
• 2 Floating Holidays, prorated dependent on hire date.
• 1 Birthday holiday
• 401k, with match
• Stock Options
• Health Benefits: Medical, Dental and Vision
  • Medical: UZ pays 90% for employees
  • Dental UZ pays 100% for employees
  • Vision: UZ pays 100% for employees
    • Up to 75% for dependents
• Flexible Spending Account
• Health Savings Account
• Commuter Benefits
• Basic Life Insurance
• Long- Term Disability
• Short- Term Disability