Director of Enterprise Account Delivery, Chargebee
$250-275k
+ Equity
SaaS for effective revenue growth management
Be an early applicant
SaaS for effective revenue growth management
1001+ employees
Be an early applicant
$250-275k
+ Equity
1001+ employees
Company mission
To help businesses of all sizes to grow their revenue by providing a comprehensive suite of solutions, including subscription management and recurring billing, pricing and payment optimization, revenue recognition, collections, and customer retention.
Role
Who you are
- Bachelor's degree in Computer Science, Engineering, or related field. Master's degree preferred
- +10 years of experience in a similar role, preferably in a product company within the Professional Services organization
- +7 years of technical and/or engagement management expertise in Chargebee’s Revenue Management platform and related business applications such as CRM systems, billing and accounting platforms
- Extensive experience with integrated applications solutions that include multiple specialized business applications, Cloud-based architectures, data flows/movement between applications, and customized application features
- +7 years of experience in the Subscription Management space; leading projects and teams through the design, build, deployment of solutions specifically targeted at end-customer (B2B and B2C) subscriptions across multiple industry verticals
- Proven experience in complex project management and project management team leadership
- Excellent project management skills, with the ability to manage multiple projects simultaneously
- Exceptional communication and interpersonal skills, with the ability to effectively engage with clients and internal stakeholders at all levels
- Extensive experience in leading customers through the technical and functional design of a multi-point integrated application architecture within the Revenue Management space
- Demonstrated ability to solve complex technical problems and make sound decisions under pressure
- Experience working in a customer-facing role, with a focus on delivering high-quality service and maintaining customer satisfaction
- Ability to sell to and interact with C-level executives
- Outstanding communication skills: written, verbal, presentation
- Experience with RFP response within the Revenue Management space
- Experience with the design and development of sales proposals
- Contract negotiation skills
What the job involves
- As a Director of Enterprise Account Delivery you will be responsible for a team of Project Managers (PM) who are individual contributors who lead medium-to-large or complex implementations
- The market segment of focus is Large Enterprise
- You will be responsible for project and engagement success globally for Large Enterprise customers
- You are responsible for your teams’ effort to achieve the Customer’s business goals and general satisfaction with the project
- You will also be responsible for the overall financial goals of the team
- Your extensive knowledge of professional services and complex project leadership, coupled with an understanding of Chargebee products will guide your team to overall business success
- You will be required to interact and manage key customer stakeholders and leaders including C-level executives
- You will partner with another Technical Project Management Leader on overall project success but will be specifically responsible for project governance and overall success within the Large Enterprise segment
- Leads best practices definition for project execution across teams and regions
- Develops governance models and ensures compliance with delivery frameworks
- Oversees strategic, high-visibility engagements for key clients in the segment/region of responsibility
- Works with Chargebee leadership to align service delivery practices with company strategy
- Ensures clients’ success and satisfaction with project delivery
- Manages overall project economics are aligned with Chargebee strategy
- Build best practices around project plan creation/mgt, project governance, project communications, reporting and project artifact
- Has individual contributors and/or managers reporting to them
- Drives role and responsibility clarity and holds the team accountable to those responsibilities
- Has hire/fire responsibilities
- Coaches and develops the team professionally
- Attracts and retains top talent
- Develops leadership pipelines and succession plans
- Shapes division-wide talent strategy for hiring, training, and retention
- Advocates for resource planning to ensure the right people are allocated to the right projects
- Builds a strong, collaborative culture within and across teams
- Leads team and holds individuals accountable for operational requirements (project status, timecard compliance, utilization, reporting, operational data quality, PSA system Mgt, forecasting, etc)
- Defines operational strategies for scaling service delivery
- Drives automation and efficiency initiatives across multiple teams
- Leads change management efforts for new tools, methodologies, or processes
- Works closely with finance and HR to align operational execution with business objectives
- Establishes and maintains key stakeholder relationships throughout the engagement, ensuring trust and business value with our customers
- Leads contract negotiations and pricing discussions for deals
- Works with sales teams to identify and pursue new revenue opportunities
- Positions the company as a trusted advisor through thought leadership and industry influence
- Supports VP, Professional Services in P&L management
- Manages financial targets and ensures profitability goals are met
- Develops service offerings & pricing strategies
- Understands how financial goals align with overall company strategy
- Owns forecasting process that may include one or many of the following: bookings, revenue, cost
- Directly participates in sales efforts, executive presentations, and deal closures
- Leads sales enablement efforts and ‘value’ message formulation with Chargebee AEs and AMs
- Builds and maintains standard Statement of Work templates and engagement presentation templates
- Develops and manages pricing associated with proposals
- Contributes to go-to-market strategies for professional services
- Builds partnerships with vendors and third-party providers
- Shapes service offerings based on market demand and industry trends
- Works directly with Chargebee executives to align Professional Services strategy with company business goals
- Leads strategic efforts for service delivery improvements
- Can present financial and operational performance reports to senior leadership
- Acts as the escalation point for critical business decisions
- Can articulate professional services dynamics to Chargebee executives in a concise and easy to understand manner
- Is able to present and explain complex business considerations in an easy to understand manner
Our take
Shifting to a subscription model can cause significant stress for companies of any size. Setup and management can prove complex, and the shift itself can be time-consuming. Chargebee has been working for a decade now to remedy this issue, offering subscription-based SaaS and eCommerce companies a subscription billing and revenue management platform. Its software, stable REST API, and extensive customer support, have won significant clients including Pret a Manger, Calendly, and Okta.
The demand for subscription billing and revenue management is higher than ever, and Chargebee sees strong competition from companies such as Paddle, Chargify, and Recurly. However, the careful growth strategy it has adopted, in which it expanded from an SaaS focus to the eCommerce market, means it serves two sectors enjoying remarkable growth and hence has been able to grow impressively itself.
With a track record of careful expansion and a strong and simple product proposition, Chargebee is positioned well to maintain the industry leadership it has achieved. In addition, with more and more companies adopting the subscription model for their products, there is no doubt room for further growth in the future.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-14% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Feb 2022
$250m
LATE VC
Apr 2021
$125m
SERIES G
Total funding: $468.2m
Company benefits
- Uncapped Leave Policy: You are the master of your time!
- WFH Setup: Extra fund to kickstart your fancy home office
Company HQ
Union Square, San Francisco, CA
Leadership
Krish Subramanian
(Co-Founder & CEO)Krish worked for a year as a MatexNet Pvt Software Engineer before spending almost 7 years at TCS as a Tech Lead. They left their role as Tech Specialist at Cognizant Technology to co-found Chargebee in May 2011.
Rajaraman Santhanam
(Co-Founder & CPO)Previously spent 10 years at Zoho Corporation as a Member of the Technical Staff before co-founding Chargebee in 2011.
Saravanan KP
(Co-Founder & CTO)Previously spent 12 years at Zoho Corporation as a Technical Architect before co-founding Chargebee in 2011.
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