Rvp – Customer Growth

Job Description:

DataRobot is the leader in Value-Driven AI, a unique and collaborative approach to generative and predictive AI that combines an open platform, deep expertise and broad use-case experience to improve how organizations run, grow and optimize their business. The DataRobot AI Platform is the only complete AI lifecycle platform that interoperates with an organization’s existing investments in data, applications and business processes, and can be deployed on prem or on any cloud environment. Global organizations, including 40% of the Fortune 50, rely on DataRobot to drive greater impact and value from AI.

We are seeking a strategic and results-driven Director of Customer Growth to lead our team of consultative sellers focused exclusively on expanding our existing accounts. This leader will collaborate across the business, ensuring our customers achieve success with our solutions while driving revenue growth through upsells, and cross-sells. The ideal candidate will have a proven track record of growing revenue from existing customers, leading high-performing teams, and working closely with cross-functional partners such as Account Management, and Product.

Key Responsibilities:

• Lead, mentor, and collaborate with the team to develop and execute high-quality account plans and sales campaigns that drive both renewal and new business growth from existing customers.

• Foster a high-performance culture by ensuring the team meets or exceeds defined quotas, working closely with cross-functional partners in Customer Success, Pre-Sales, Delivery, and Marketing to ensure alignment and shared success.

• Collaborate with Account Management and technical leadership to create and implement growth strategies applicable across many customers and industries 

• Cultivate strong, long-term relationships with a diverse range of stakeholders within existing accounts, guiding the team in uncovering new value opportunities and aligning the company’s solutions with evolving customer needs.

• Participate actively in key client meetings, including kickoffs, major milestones, and opportunities where senior client decision-makers are present, empowering the team to showcase value and build trust.

• Champion a strategic consultative sales approach, coaching the team on creating and delivering value that strengthens client relationships while enhancing the company’s capabilities and market reputation.

• Ensure the team maintains a deep understanding of the company’s product offerings, and guide them in tailoring presentations to resonate with different customer segments and industries.

• Drive team success in renewing and expanding existing customers, focusing on relationship-building and revenue growth, while instilling a customer-centric mindset.

• Encourage consistent team activity and accountability, ensuring all actions are tracked and maintained in Salesforce.com, with a focus on data-driven decision-making.

• Be prepared for travel (up to 30% globally) when needed to strengthen relationships and drive customer success.

Knowledge, Skills, and Abilities:

• Education & Experience:BA/BS degree or equivalent business experience with 7+ years in sales, account management, or customer success roles, including 3+ years in leadership, ideally within Financial Services and/or Banking verticals.

• Enterprise Sales Expertise:8+ years of enterprise software and/or solution sales experience, with a proven track record in selling analytics, AI, or data science solutions, particularly to Financial Services clients.

• Industry Knowledge:Strong knowledge and experience in data science, analytics, and big data markets, preferably within a SaaS or technology environment.

• Consultative Selling:Demonstrated success in managing and growing high-value accounts, with a strategic and tactical approach to solution selling.

• Customer-Centric Leadership:Strong foundation in customer success, with a passion for driving customer value, retention, and satisfaction through cross-functional collaboration.

• Executive Communication & Presentation Skills:Exceptional skills in presenting to both technical and executive audiences, translating complex information effectively, and leading conversations at all levels from individual contributors to C-suite executives.

• Leadership & Team Building:Proven ability to lead, build, and motivate high-performing teams, fostering accountability and collaboration across departments.

• Strategic Thinking & Problem Solving:Ability to develop long-term strategies while being detail-oriented in execution, with a strong focus on continuous improvement and decision-making.

• Entrepreneurial Mindset: Motivated to drive growth in a rapidly evolving and entrepreneurial environment.

• Analytical & Data-Driven:Strong analytical skills, using data to inform decisions, measure performance, and optimize strategies.

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!

DataRobot Operating Principles:

• Wow Our Customers
• Set High Standards
• Be Better Than Yesterday
• Be Rigorous
• Assume Positive Intent
• Have the Tough Conversations
• Be Better Together
• Debate, Decide, Commit
• Deliver Results
• Overcommunicate

Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit. 

DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.

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