Account Management Director - US

Please note: We are remote-first which means we're happy for you to work in one of our offices, remotely, or a bit of both!

About EDITED

EDITED is the global leader in Retail Intelligence. We help retailers increase margins, generate more sales and drive better outcomes through AI-driven Automation and Market & Enterprise Intelligence.

By connecting internal enterprise and external market data, brands like John Lewis and Puma use the EDITED suite of intelligence products to drive insights into action in a more profitable and coordinated way.

At EDITED, we always dream big, with a commitment to deliver measurable value to our customers. We believe in exceeding expectations and challenging the status quo. We do so by delivering our powerful Retail Intelligence Platform that drives better and faster decision making for retailers.

About the role:

You'll be managing a team of account managers, helping them hit their commercial targets, and setting and maintaining standards of how we'd like our customers to feel about us (in short: we want them to be thoroughly delighted).

You will be visible to clients, as well as steering your team.

It's a true team and target management role - you will take the most senior ownership of a range of US customers from prestigious global brands, and manage a growing team of experienced account managers.

You will be comfortable with deal reviews, account expansion, difficult conversations with senior executives, and negotiating with procurement representatives.

Your ownership is of the commercial aspects of our relationship with customers; you'll be well supported by a separate team of technical people, product specialists and retail strategists who take responsibility for supporting our customers.

Your KPIs will be related to retention and expansion of the existing client base.

Responsibilities:

• Managing team of Account Managers.
• Responsible for retaining and growing existing portfolio
• Customer onboarding, implementation, account management, renewals and expansion.
• Run regular account & deal reviews with AMs, mentor, ensure consistency and quality of process across team.
• Negotiation.
• Own strong professional relationships with key contacts within customers.
• Understands and proves value against customer's long term strategic business objectives
• Stay abreast of retail industry developments.
• Manage and define strategies for account management.
• Increase revenue from existing account base.
• Maintain a better-than-industry-standard churn rate, ideally -ve churn.
• Agree OKRs with management and your team.
• Track and report KPIs.
• Hit team quota.
• Promote internal transparency on risks and wins with a high level of candour.
• Work with the product development team to efficiently disburse feedback from customers, and to the marketing team to highlight opportunities.
• Provide reference customers to the sales and marketing teams.
• Help support a world-class customer success onboarding and support experience.
• Be an effective and compelling ambassador for the company and our products.
• Operate effectively and collaboratively with the management team.

Requirements

Essential:

• Able to nurture and lead teams effectively.
• Experienced in sales.
• A leader who leads by example.
• 5+ years experience in Account Management/Sales with at least 2 year managing a team
• Successful leadership experience of a team carrying a quota or target.
• Proven track record of growing commercial contracts through outstanding relationship management and value proving
• Comfortable selling, speaking to customers, closing deals, asking for signatures.
• Empathy for customers, internal customers and driven by delighting customers as much as driving revenue.
• Good communicator and persuasive presenter.

Desirable:

• Track record of revenue growth.
• Experience dealing with multi-constituent customers with complex businesses.
• Deep understanding and interest in the retail industry.

Benefits

• 25 days annual leave + public holidays (and an extra day for every year at EDITED)
• Company-paid medical, dental, and vision insurance - we cover employees' monthly premiums
• 401K with company match
• If you're a working parent, you can utilise our flexible working policy to ensure you can work around your schedule - this means starting & finishing when it suits you best!
• We are remote-first, which means you can work fully remotely, from one of our offices, or a bit of both - the choice is yours!
• Enhanced parental leave policy
• Flexibility and understanding for big life events like the first day of school or school sports day