Director of Account Management, Zappi
$200-225k
OTE
On target earnings (60/40 split) per annum
More information about location
Consumer insights enterprise platform
Be an early applicant
Consumer insights enterprise platform
201-500 employees
Be an early applicant
$200-225k
OTE
On target earnings (60/40 split) per annum
More information about location
201-500 employees
Company mission
To create brand, shopping, and advertising work that works for consumers.
Role
Who you are
- Significant enterprise SaaS selling experience, with a track record of driving contract expansion within complex organizations
- Experience in the market research industry or selling market research solutions
- Strong consultative sales skills, with the ability to align solutions to customer personas and business objectives
- Apply MEDDIC qualification principles to strengthen renewals and upsell opportunities, ensuring alignment with economic buyers, decision criteria, and procurement processes
- Maintain impeccable Salesforce hygiene, tracking renewal timelines, forecast categories, and pipeline accuracy
- Demonstrated ability to drive YOY growth through account expansion and retention strategies
- Excellent negotiation skills, capable of structuring enterprise contracts that drive customer value and financial growth for Zappi
- Ability to manage relationships across multiple teams across complex large enterprise organizations with constantly changing priorities
- Strong grasp of budget cycles, procurement processes, and brand-based buying centers
- High proficiency in forecasting, pipeline management, and Salesforce best practices
- Proactive approach, and ability to challenge industry norms and incumbents
- Willingness to travel for customer meetings and internal events, both in the US and internationally as needed
What the job involves
- We’re now looking for a revenue-centric, consultative Account Manager to own and expand our existing enterprise customer relationships
- The mission of our team is to drive the adoption of Zappi's agile research solutions, demonstrating the value of persistent audience insights to help customers make better business decisions
- This role is focused on year-over-year growth, expansion of enterprise accounts, and maximizing customer lifetime value
- Cultivate and retain relationships with senior stakeholders within a set portfolio of accounts
- Identify new areas of growth within an organization. Growth can be defined (but not limited to) increasing existing user base, upselling to premium solutions, driving adoption within new business units and users, and cross-selling new solutions to existing users
- Conduct in-depth discovery to understand customer innovation, advertising, and insights processes, ensuring Zappi solutions align with their strategic needs
- Leverage a consultative selling approach to develop research programs and enterprise agreements that deliver value to both Zappi and the customer
- Navigate complex enterprise organizations, working with multiple stakeholders including COEs, budget holders, senior marketers, and product leaders
- Own and manage the renewal bookings target and partner with Customer Success to achieve
- High Gross Bookings Retention (GBR) and Net Bookings Retention (NBR)
- Execute a structured renewals playbook, beginning renewal discussions at least 120 days in advance to maximize retention and upsell opportunities
- Maximize renewal to drive YOY growth and secure long term, upfront, and early commitments within the customer base
- Act as a strategic partner, driving long-term relationships and advocating for customers’ success with Zappi
- Conduct multiple client-facing meetings per week, ensuring consistent engagement across all levels of the organization
- Collaborate cross-functionally with Customer Success, Customer Expertise, Sales Strategy, and Marketing to enhance customer satisfaction and adoption
- Provide clear forecasting, status updates, and strategic insights to internal teams to ensure renewal and expansion success
Our take
Zappi was founded in 2012 as a market research company that helps brands and advertisers find new ways to engage with their customer base. Working in data science, strategy consultation, and product innovation, Zappi creates solutions for brands as varied as Pepsi, Haleon, and Vodafone to maximise their audience engagement.
In 2022, Zappi moved into a solely software-as-a-service business model and created Zappi Amplify TV, an insight tool for TV-advertising effectiveness measurement. This plus investment in new talent exemplifies how, like the demographics-focused industry they serve, Zappi is always prepared for change.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Dec 2022
$170m
GROWTH EQUITY VC
Feb 2019
$8m
EARLY VC
Total funding: $194.2m
Company benefits
- Unlimited holidays – we want well rested and motivated teams so encourage people to take plenty of time off. We don’t cap your allowance, but do set a minimum of at least 20 days per year plus national holidays
- Flexible working arrangements, including remote (unless otherwise specified)
- Thoughtfully designed offices to support both individual work and collaboration without interrupting others
- Generous hardware budget – get what works for you
- Support setting up your home office, if appropriate (chair + desk, etc)
- Wellbeing benefits such as free yoga and access to trained therapists / counselors
- Tailored personal development through training allowances, coaching, mentorship and career frameworks
Company HQ
South Boston Waterfront, Boston, MA
Leadership
Steve Phillips
(Founder, Chair & Chief Innovation Officer)Previously partner at Tuned In Research and Chairman at Tonic Insight.
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