Account Director, Spotme
Europe
Event marketing platform
Open for applications
Event marketing platform
101-200 employees
Open for applications
101-200 employees
Company mission
To help customers create better relationships by delighting event attendees at scale.
Role
Who you are
- This position is the ideal role for experienced talents in tech/services sales
- With a self-driven resilient mindset, positive energy, and strong business acumen, you'll thrive in a fast paced environment
What the job involves
- You will negotiate multi-year enterprise contracts, drive revenue and usage growth across our largest Fortune 500 accounts, and shape the long-term success of our most valued partnerships
- Our top-performing Account Directors typically progress to sales leadership roles
- The Account Director role is key in our sales team and reports directly to the Head of Sales
- Following our Onomi launch, life sciences expansion pipeline is the #1 company objective, and driving revenue growth within existing customers is a key compone
- As the account leader, you will be the primary point of contact for 7-15 key accounts with a total revenue of ~$3M and you will:
- Identify and close expansion, upgrade and renewal opportunities (40%)
- Perform account research, mapping and planning (including capturing intelligence on organization design, strategic priorities, Onomi share of wallet, other vendors scope, integration, usage and investments for each of the use cases, understanding budget cycles, and partner mapping, and creating pricing benchmarks against other solutions, 10%)
- Execute account retention and expansion plan (inserting Onomi into centers of excellence and delivery units, design operating procedure for flawless execution, coordinating implementation and key integrations, evangelizing buying centers, functions and geo/affiliates with workshops and webinars, partner engagement, briefing and certification, 20%)
- Handle first-line account product, compliance and administrative (10%)
- Report on sales activities (CRM updates, sales forecasts and pipeline calls, 5%)
- Build relationships with key account stakeholders (engaging with new users, fostering trust-based relationships with champions and above event stakeholders (commercial excellence, medical, IT, procurement), establishing open lines of communication with economic buyers, influencing HQ-prescribed technology usage guidelines, facilitating introduction and exec touchpoints at director/VP level with a meaningful briefing, demonstrate value in absolute ROI terms, securing customer presence at customer advisory boards and 3rd party event/roundtables participation, 15%)
- In your first month, you will onboard, get hands-on with our product, become fluent in our industry, get up to speed with systems, get introduced to your customers, and understand your customer buying centers and use cases:
- Learn our product by getting certified with our SpotMe Academy and by embedding yourself in a virtual event project, an onsite event project, by building your own demo event and by joining an in-person business review
- Become fluent with our industry personas, competitors, and our industry use cases by embedding yourself in customer projects and presentations
- Master our sales processes, sales materials, and systems (Salesforce, Google Suite, PowerPoint, Zoom, Gainsight, Gong) to be able to manage a sales lifecycle from customer request to contract expansion deals autonomously; successfully conduct an expansion mock scoping & demo call with sales leadership and pass your sales certification
- Get introduced to all customers in your portfolio and secure face time with 80% of them
- After 3 months, you have completed your phase 1 account research and planning, and kicked off on account plans including renewal strategy, budget insertion and revenue & usage growth; leading indicators (usage and number of opportunities) are improving after 2 quarters with 2 expansion levers unlocked for each account
- After 12 months, you will have further executed your account plans and achieved an aggregate 20% YoY revenue growth on your portfolio through services and/or software expansion
Our take
SpotMe is a B2B event marketing platform that enables users to create branded and personalized event apps whilst being provided with the tools to build positive customer relationships.
SpotMe’s services are trusted by many Fortune 500 companies, including RedHat, L’Oreal, Pfizer and Daimler, and now boasts over 10M users. The virtual event platforms market is predicted to surge by $17B by the end of 2028, and SpotMe is well positioned to capitalize on this growth as its app marketplace offers numerous integrations with other platforms supporting this space.
With over twenty years in business, SpotMe continues to grow its offerings to ensure it maintains its leading market position. It has formed partnerships with the likes of Ai-Media and Adobe to offer automatic captioning and improved management tools. And its recent acquisition by Swiss Post will allow the company to tap into its parent's tech stack and network in its key market areas.
Freddie
Company Specialist at Welcome to the Jungle
Insights
1% employee growth in 12 months
Company
Company benefits
- Work from anywhere - In addition to a MacBook, the remote new joiners receive a budget to set up their own workspace
- Inclusive culture - Our culture is an environment that encourages and celebrates diverse perspectives
- Accommodating Vacation (PTO) - Our people have a minimum of 25 days’ time off to use however they want. We also have additional time off for important events like getting married or moving apartments
- Parental Leave - New moms and dads deserve time to recover, bond, and care for their new family members
- Health and retirement - Our package help employees to maintain health and wellbeing
- Mental health and support - Life can be complicated. Therefore, our extensive Employee Assistance Program offers support for mental, financial, physical, and emotional wellbeing, 24/7, 365 days a year
- Company gatherings - Employees are invited to quarterly 3-day meetings that bring together all colleagues
Company HQ
Goose Island, Chicago, IL
Leadership
Pierre Metrailler
(CEO)Joined SpotMe in 2001 as a Software Engineer before working their way through the ranks and becoming CEO in 2016.
Daphné Rapin
(CFO)Joined SpotMe in 2014 as CFO. Previously worked at Mazars, and a number of Tax, Accounting, and Financial Consulting firms in the Geneva area.
Julien Canet
(COO)Joined SpotMe in 2021 at interim CFO before becoming COO in 2022. Previously they worked at Bottomline Technologies as CFO/HRD & Legal/Compliance.
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