Director – Account Management
Posted on 4/4/2023

501-1,000 employees

United States
Experience Level
Desired Skills
Sales & Account Management
  • Demonstrated experience leading and expanding a sales function, preferably in Account Management, typically obtained in 5+ years
  • Proven track record of building, strengthening, and expanding customer relationships, typically obtained in 7+ years
  • Ability to drive team execution while influencing internal SMEs toward positive outcomes without direct authority
  • Ability to identify and sell new revenue streams within customer accounts
  • Ability to gain a deep understanding of our competitive landscape and differentiators, particularly as they relate to customer accounts
  • Strong customer orientation
  • Superior problem-solving skills and ability to thrive when given opportunities to solve complex challenges
  • Excellent negotiation skills
  • Ability to juggle multiple initiatives in a rapidly changing environment
  • Fundamental understanding of security threats, solutions, security tools, or network technologies
  • Familiarity with a variety of security concepts, compliance regulations, practices, and procedures
  • Outstanding verbal and written communication skills
  • Oversee, recruit, develop, manage, and motivate a team of Account Managers
  • Direct the team to build and expand relationships with existing customers
  • Develop a strategy for the retention and growth of the existing customer base
  • Lead and facilitate sales initiatives
  • Provide coaching around sales process and pipeline development
  • Help the team manage and grow relationships to drive expansion and renewals across all solutions within assigned accounts
  • Provide feedback to stakeholders regarding service failures or customer concerns
  • Help the team identify roadblocks and obstacles to increasing business
  • Maintain expert knowledge of ZeroFOX's systems and processes
  • Minimize churn and maximize renewed accounts
  • Ensure the team takes ownership and drives customer satisfaction throughout the entire lifecycle of the customers' renewal process
  • Monitor activities, identify risks, and implement initiatives to ensure the attainment of revenue targets
  • Conduct weekly pipeline and quarterly business reviews to ensure correct coverage that will exceed target attainment
  • Develop appropriate training programs and implement best practices
  • Enforce the team's use of SFDC to effectively manage account information, contacts, opportunities, pipelines, and forecasts
  • Ensure the team presents tailored solutions to address account issues and challenges
  • Report on sales strategies and pipeline regularly to the Executive Team
  • Provide input for sales and marketing materials when needed
  • Inform the ongoing SDLC to ensure customer requests are represented on the roadmap
  • Serve as a point of escalation for customer issues and contract negotiation
  • Individually manage key accounts on a consistent basis and provide overflow support as necessary
Desired Qualifications
  • Fluency in another language
  • Professional sales training is preferred
  • You don't watch the clock and would rather work until you're satisfied with your team's results
  • You're used to producing superior work while meeting aggressive deadlines
  • You're highly competitive, ramp quickly, are extremely adaptive, and pride yourself on exceeding production goals
  • You learn best through practical application and exercising good judgment
  • You're comfortable with a quickly growing team and company
  • As a self-starter, when you find a problem, you alert the team, and fix it…you don't wait for the next task