Integration meets innovation
Celigo is a modern integration and automation platform (iPaaS) on a mission to simplify how companies integrate, automate, and optimize processes. Purpose-built for mission-critical processes, Celigo offers unique tools such as runtime AI and prebuilt integrations tailored to resolve the biggest integration challenges, making Celigo incomparably easier to maintain.
If you are passionate about solving integration challenges and believe that integration should be easy and simple for both technical and business users, then this is the role for you!
We are seeking a seasoned Vice President, Account Management to lead our global team of Account Managers. This role is pivotal in managing and nurturing relationships with our installed base customers and in driving significant revenue growth through strategic account management and customer engagement.
What would you do, if hired?
- Strategic Leadership: Lead a global team of Account Managers, setting strategic objectives and operational goals that align with company-wide targets.
- Customer Relationship Management: Develop and maintain long-lasting relationships with key business stakeholders and executives to secure customer loyalty and satisfaction.
- Revenue Growth: Drive expansion sales, including cross-sell and upsell opportunities, focusing on both capacity-led and use-case-based expansion.
- Contract Management: Oversee the contract renewal process to ensure timely renewals and favorable terms.
- Team Leadership and Development: Lead, hire, and develop talent within the team, including individual contributors and first-line managers, ensuring continuous professional growth and alignment with business goals.
- Sales Process Optimization: Develop and implement robust sales processes and sales plays tailored to enhance efficiency and effectiveness within the account management team.
- Collaboration with Marketing: Work closely with the Marketing department to develop and implement demand generation programs specifically targeted at the installed base.
- Collaboration with Customer Experience team: Work closely with the Customer Success Management teams to drive adoption of services sold and with support teams to ensure all customer support requirements are met.
- Educational Initiatives: Promote educational services to enhance understanding and usage of the platform among the installed base.
- Innovative Practices: Implement innovative practices in account management to foster a customer-centric culture and improve customer engagement and retention.
- Forecasting and Business Planning: Provide accurate forecasts on a monthly, quarterly, semi-annual, and annual basis.
- Personal Engagement: Participate in deals as an Executive Sponsor and foster deep collaboration with internal stakeholders across Customer Success, Professional Services, Finance, Marketing, Sales Ops, and Executive Teams.
- Market Analysis: Continuously analyze market trends and customer needs to adapt strategies that address customer challenges effectively.
- Feedback Loop: Establish a systematic approach for gathering and using customer feedback to enhance service delivery and product development.
Key Metrics and Results:
- Net Revenue Retention (NRR): Achieve and exceed the annual NRR goals through effective account management strategies.
- Customer Satisfaction Scores: Maintain high levels of customer satisfaction and loyalty, as measured by regular surveys and feedback.
- Account Growth: Quantify the growth of accounts through upselling and cross-selling, with a focus on both revenue impact and customer success metrics.
- Renewal Rates: Maintain industry-leading renewal rates through proactive contract and relationship management.
Who are we looking for?
- A professional sales leader with 10+ years of experience in a technical B2B SaaS environment, including at least 5 years leading Account Management teams in a high-growth setting, ideally in the integration and/or automation markets.
- Experience in the iPaaS, integration, or automation space is highly desired
- Strong interpersonal skills, with a proven track record of developing high performing, highly engaged teams.
- A knack for recognizing strengths in others and coaching team members to reach their full potential.
- Exceptional problem-solving abilities, especially in navigating new, ambiguous, or time-sensitive situations.
- Previous experience in expanding Install Base sales and developing various go-to-market playbooks tailored to account segmentation.
- Direct experience managing a regionally dispersed sales team, including hiring, supervision, development, and mentoring.
- Familiarity with managing renewals and expansion within a book of business, along with a deep understanding of ACV, Renewals, and NRR metrics.
- Excellent business acumen and a deep understanding of customer base operations.
- Experience working with partners, particularly within the Netsuite, Salesforce, and Microsoft ecosystems.
If you’re ready to take on this challenge and drive our expansion sales efforts to new heights, we want to hear from you!
Celigo reasonably expects to pay a base salary between $175,000 and $225,000 per year for this position. Actual starting base pay will be determined by skills, experience, geographic location, and other non-discriminatory factors permitted by law. Total compensation may also include variable incentives, benefits, or other perks as outlined in any formal employment offer made.
Why Celigo
- Ceilgo is a Visionary in the 2024 Gartner Magic Quadrant for iPaaS, a 2024 Gartner Customer Choice for iPaaS, a G2 iPaaS Leader, and a recognized leader in AI.
- Remote-first culture
- Competitive compensation
- High-growth, collaborative, and inclusive work environment
- Starting with your first year, we offer 3-weeks of vacation, wellness days, and holidays to recharge and spend time with family and friends
- Generous benefits package, including parental leave
- Monthly tech stipend
- Recognition opportunities
Diversity, Equity, Inclusion, and Accessibility
As a company, one of the values we hold most dear is fostering a safe, collaborative environment to bring out the best in us, so we created our Taking a Stand Initiative. Our TAS initiative is a volunteer committee open to all Celigans, with strong representation from underrepresented voices within our company. We believe, unequivocally, that everyone deserves to be in a place where they feel welcome as they are. Learn more about Taking a Stand.
Celigo is proud to be an equal-opportunity workplace. We are committed to equal employment opportunities regardless of race, color, ancestry, national origin, religion, creed, age (40 and over), disability (physical or mental), sex, gender (including pregnancy, childbirth, breastfeeding, or related medical conditions), sexual orientation, gender identity, gender expression, medical condition, genetic information, marital status, condition (associated with cancer, a history of cancer, or genetic characteristics), military and veteran status, or any other characteristic protected by applicable law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
Employees and applicants are also protected against retaliation. Consistent with federal and applicable state laws, acts of retaliation against an employee or applicant who engages in protected activity, such as reporting discrimination or harassment or participating in the EEO process, whistleblowing, or the exercise of any appeal or grievance right provided by law will not be tolerated by Celigo.
