Director of Strategic Accounts, DataVisor
US Eastern Region
+ Stock Options
Fraud & AML detection platform
Open for applications
Fraud & AML detection platform
101-200 employees
Open for applications
+ Stock Options
101-200 employees
Company mission
To build and restore trust online.
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 use of the internet rises, so too does the opportunity for fraud - with criminals exploiting the gaps that come with novel digital environments. DataVisor provides a fraud detection solution that leverages machine learning to identify threats. This helps to overcome the security gap caused by the speed at which today’s digital fraudsters evolve.
Traditional fraud solutions were not designed to handle digital data, and are ill-equipped to deal with quickly changing environments. By employing advanced ML, DataVisor can identify patterns which suggest fraudulent behaviour, allowing organisations to respond immediately and prevent losses before they happen.
Another problem has been that, in the name of security, systems might delay good customers from accessing services. With DataVisor, however, 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 has fuelled its continued expansion. It also boasts an impressive list of customers and partnerships. For example, a partnership with Equifax allowed it to extend it analytics and fraud detection capabilities. It has also launched the industry’s first unified, AI-powered SAR filing solution.
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 & Co-founder)Extensive experience in security and AI. Previously a Senior Researcher at Microsoft Research.
Fang Yu
(CPO & Co-founder)Former Senior Researcher at Microsoft Research, with vast experience in big-data algorithms.
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