Director of Strategic Accounts, DataVisor
US Eastern Region
+ Stock Options
ML-powered fraud detection
Open for applications
ML-powered fraud detection
101-200 employees
Open for applications
+ Stock Options
101-200 employees
Company mission
To deliver the world’s most sophisticated AI-powered solutions to keep companies and their customers safe from fraud and abuse.
Role
Who you are
- 7+ years of experience in enterprise SaaS sales or account management, with a focus on managing and growing large, strategic accounts
- Proven track record of successfully managing accounts with up to $10M+ ARR and driving significant upsell revenue
- Deep understanding of the Fraud/Regtech solutions landscape and the financial services industry
- Strong executive presence and ability to engage with C-level and VP-level executives
- Excellent communication, presentation, and relationship-building skills
- Strategic thinker with the ability to develop and execute account plans that drive growth and customer success
- Experience with contract negotiations and renewals
- Strong understanding of SaaS business models and metrics
- Ability to collaborate effectively with cross-functional teams
- Self-motivated, results-oriented, and able to thrive in a fast-paced environment
- Bachelor’s degree or equivalent experience required
- US pacific region, SF bay area preferred
What the job involves
- As Director of Strategic Accounts, you will be responsible for nurturing and expanding relationships with our largest and most strategic enterprise customers
- You will act as a trusted advisor, ensuring customer success, driving adoption, and identifying opportunities for significant expansion and upsell within existing accounts
- This role requires a deep understanding of our customers' business needs and the ability to align DataVisor's solutions to achieve their strategic objectives, specifically managing accounts up to $10M ARR in aggregate and driving incremental upsell
- Manage and grow a portfolio of strategic enterprise accounts, focusing on long-term partnerships and customer success
- Develop and execute strategic account plans to achieve revenue growth targets within assigned accounts, including significant upsells and expansions
- Build and maintain strong relationships with key stakeholders at all levels within customer organizations, including C-level executives
- Understand customers' business challenges and objectives, and proactively identify opportunities to leverage DataVisor's solutions to drive value and ROI
- Drive product adoption and ensure customer satisfaction through regular engagement, business reviews, and strategic planning sessions
- Identify and pursue upsell and cross-sell opportunities within existing accounts, focusing on expansion into new business units and use cases
- Collaborate with internal teams, including Customer Success, Product, and Engineering, to ensure customer needs are met and issues are resolved promptly
- Accurately forecast revenue and growth opportunities within assigned accounts
- Maintain accurate and up-to-date records in Salesforce.com
- Lead contract negotiations and renewals for strategic accounts
Our take
As the use of online shopping and banking continues to rise, so too does the opportunity for fraud, with criminals exploiting the gaps in defences that come with an increasingly novel digital environment. DataVisor provides the leading fraud detection solution that leverages machine learning to identify threats, to overcome the security gap caused by the speed at which today’s digital fraudsters evolve.
Traditional fraud solutions have not been designed to handle digital data, and they are especially ill-equipped to deal with quickly changing environments. By employing advanced ML, DataVisor can identify the patterns which allude to fraudulent behaviour, allowing organisations to respond immediately and prevent losses before they happen. Another problem with some systems has been that, in the name of security, they might delay ultimately good customers from accessing services. With DataVisor this becomes a non-issue, as the pattern of a non-malicious user can also be identified with speed.
DataVisor has seen considerable investment - that will fuel its continued expansion across the globe - and has an impressive list of customers. The company has also made several partnerships that will act towards strengthening its product offering. For example, it is extending its analytics and fraud detection through partnership with Equifax, by gaining access to its rich consumer identity data.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Dec 2022
$40m
LATE VC
Feb 2018
$40m
SERIES C
Total funding: $94.5m
Company benefits
- Stock Options
- Commuter Passes
- Paid Time Off
- Catered Lunch and Dinner
- Team and Company Outings
Company HQ
Mountain View, CA
Leadership
Yinglian Xie
(CEO)Extensive experience in security and AI. Previously a Senior Researcher at Microsoft Research.
Fang Yu
(CPO)Former Senior Researcher at Microsoft Research, with vast experience in big-data algorithms.
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