Account Management Director, ezCater
$258-300k
(Base salary + commission) + Equity
More information about location
Online marketplace for business catering
Be an early applicant
Online marketplace for business catering
501-1000 employees
Be an early applicant
$258-300k
(Base salary + commission) + Equity
More information about location
501-1000 employees
Company mission
To provide businesses with access to high-quality and fast corporate catering, 24/7.
Role
Who you are
- We are looking for a self-starter who is passionate about their work, detail oriented, analytical and has demonstrated success dealing with ambiguity in a high-growth environment, while solving problems with limited oversight
- 10+ years of leadership experience within Account Management & Sales, focused on varied levels of accounts with demonstrated success developing, leading and scaling Account Management function at a high-growth company, ideally in the tech industry
- Experience with developing account and segment strategy to effectively expand accounts, including identifying upsell and cross-sell opportunities
- Experience building, managing & coaching high performing Account Management teams
- Deep understanding of customer needs and a consultative approach to identify opportunities to expand wallet share and create best-in-class experiences
- Experience representing the Voice of the Customer in developing and enhancing product capabilities, process improvements and operational excellence
- A data driven approach to understand market trends, prioritize expansion opportunities and measure ongoing progress against goals
- Ability to proactively identify trends and institute risk mitigation steps to achieve monthly targets
- Proven success leading and managing Annual, Quarterly and Monthly Planning (territories, quota, headcount)
- Highly organized approach, with excellent attention to detail and the ability to work in a fast-paced and change driven environment
- Excellent problem solving and collaboration skills, a motivated self-starter that is proactive and action-oriented
- Demonstrated sound business judgment, strong written and verbal communication skills and a proven ability to influence senior leaders
- Tenured in a rapidly growing an organization with the ability to operate successfully in a lean, fast-paced environment, and to create sales processes that can scale quickly
- In-depth experience in two-sided marketplace, B2B technology platforms or B2B solutions strongly preferred
What the job involves
- We are looking for an experienced, dynamic Director to lead our Account Management team, focused on driving growth with top accounts
- This individual will succeed through strategic thinking, solution-oriented approaches, and data-driven decision making, while maintaining and deepening strong relationships with strategic accounts
- This leader will collaborate with executive leadership, Sales leaders, and various departments to enhance account management effectiveness, and accelerate revenue growth
- You will also partner with key cross-functional stakeholders, including Marketing, Finance and Analytics to streamline and optimize our account plans, lead weekly business reviews and enable target setting
- Continually optimize the strategic plans and operating model for Account Management to meet the evolving needs of our customers with a suite of ezCater solutions
- Collaborate with Senior Leadership and key internal stakeholders to ensure alignment and customer retention across accounts within your book of business
- Cultivate strong executive relationships within key customer accounts, acting as an escalation point with customers, mitigating churn risk and deepening our customer relationships across Account Management, while identifying opportunities for improved efficiencies and profitable workstreams
- Create and execute an account management playbook, identifying growth opportunities and developing appropriate account plans and processes
- Efficiently and effectively translate strategy into executable plans to drive incremental revenue and reduce churn among existing accounts
- Lead your team to achieve their monthly quotas/KPIs. Establish, track, and accurately forecast key metrics to measure success and drive continuous improvement within Account Management
- Oversee day-to-day Account Management team operations. Coach and mentor Account Management team to become even better at their craft
- Ensure the Voice of the Customer is well understood among cross-functional leaders across the organization to ensure we’re hearing how we can best serve our accounts
- Develop, recruit and train teams members to become best-in-class account managers
- Collaborate with leaders across Sales, SalesOps, Customer Support, Partner Success, Product, Marketing, and Legal/Finance to jointly to drive revenue growth and identify new business opportunities
- Implement infrastructure and systems in collaboration with SalesOps to support the success of the onboarding and account management organization
- Evolve and execute processes, partnering with Sales ops, Marketing, Acquisition Sales, and Account Management leadership to effectively build a scalable retention and expansion structure
- Report out team achievements and progress to cross functional leadership
- Think big & push the boundaries to achieve larger, more impactful results
Our take
ezCater is an online marketplace app that provides catering options for businesses, working with food providers who enter their menus onto the app for customers to browse. ezCater sends each store its orders and handles customer service whilst the food providers fulfill the orders.
ezCater profits by charging a small commission on all orders that restaurants fulfill. The company counts JLL, RingCentral and the San Francisco 49ers among its customers. It previously fuelled expansion through acquisitions such as online catering platform GoCater in 2018 and MonkeySoft Solutions in 2019.
ezCater has enjoyed strong growth so far, in part by focusing on meal deliveries to a growing hybrid workforce as an employee benefit. It has been eyeing an IPO for some time, though these plans are yet to come to fruition. In the meantime, it has continued to develop its technology and unveiled a new supplier diversity program to uplift small businesses owned by underrepresented groups.
Steph
Company Specialist at Welcome to the Jungle
Insights
Some candidates hear
back within 2 weeks
26% employee growth in 12 months
Company
Funding (last 2 of 10 rounds)
Dec 2021
$100m
SERIES D
Apr 2019
$150m
SERIES D
Total funding: $433.9m
Company benefits
- Unlimited Vacation
- Stock Options
- Medical & Dental Insurance
- Subsidized MBTA Passes
- 401k Match
- Stocked Kitchen
- Company Outings
- Parental Leave
- Cupcakes
Company values
- Lead - We’re autonomous. Everyone is empowered to own their work and we minimize unnecessary steps
- Grow - We hire awesome people. You can move sideways, you can move up, and there are always new opportunities to learn
- Play - We never turn down a reason to celebrate. We get a lot done and have fun along the way
Company HQ
Financial District, Boston, MA
Articles
Leadership
Stefania Mallett
(Director)Former CEO of the company. Studied at MIT before spending 20 years in leadership positions at firms including IntraNet, Taskmail, More than Words, and InSite Marketing Technology.
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