Director of Account Management, Fable
$250-300k
OTE
Accessibility testing
Be an early applicant
Accessibility testing
201-500 employees
Be an early applicant
$250-300k
OTE
201-500 employees
Company mission
To help digital teams engage people with disabilities in research and on-demand user testing.
Role
Who you are
- 3+ years of experience in B2B SaaS account management sales with a focus on growth
- Proven track record of expanding Enterprise accounts and exceeding revenue targets
- Experience managing complex, multi-stakeholder enterprise environments
- Strong foundation in value-based selling and discovery
- Ability to build and navigate relationships across business units and functions
- Experience using modern sales tools and leveraging data and insights to drive account strategy
- Bonus: experience or interest in Accessibility, UX, or Digital Experience
What the job involves
- This is a high-impact role focused on growing and deepening Fable’s relationships within our existing customer base
- As the Director, Account Management, your job is to identify, create, and close expansion opportunities across customers, affiliates, and business units—while positioning Fable as a long-term strategic partner
- This is not a passive account management role
- It’s a growth role
- You’ll work with some of our most important customers—partnering closely with Customer Success, Sales, and Product—to uncover new opportunities, navigate complex organizations, and drive meaningful business outcomes
- If you’re successful, you’ll become a trusted advisor across multiple stakeholders, owning expansion strategy and executing high-value, multi-threaded deals
- You’ll be selling into enterprise organizations—working with leaders across UX, Product, Digital, and Accessibility—helping them scale accessibility across teams, regions, and business lines
- Own and execute expansion and cross-sell strategy across existing accounts
- Identify and develop opportunities across new business units, affiliates, and geographies
- Run high-quality discovery conversations to uncover new use cases and growth opportunities
- Partner closely with Customer Success to align on progress, adoption, and expansion timing
- Build and maintain multi-threaded relationships across stakeholders and decision-makers
- Develop compelling value-based business cases tied to customer outcomes and ROI
- Navigate and lead complex, multi-stakeholder deal cycles for expansion opportunities
- Accurately forecast and manage a pipeline of expansion revenue
- Identify trends across accounts and bring insights back to Sales, Marketing, and Product teams
Our take
Assistive tech is not yet sufficiently watertight or widespread to ensure good digital experiences for the 1 billion people who live with disabilities globally. The team at Fable work with companies to help remedy this: they connect companies with assistive tech users so the businesses can accelerate their accessibility R&D, whilst offering employment opportunities to people living with disabilities.
Disability-friendly products are thin on the ground, and successfully creating them would give companies a real market edge. Plus, with social and regulatory pressure making inclusivity an increasingly top priority, adopting sound accessibility design early would give companies a real head start.
It’s perhaps not surprising that large clients in tech and eCommerce have been among the first to jump on board with Fable, as the likes of Slack, Shopify and Walmart can’t afford to be caught lacking on these issues. It is, perhaps, surprising that competition is, for now, relatively light. Fable will need to leverage this position before it’s scooped by other startups.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
Oct 2024
$25m
SERIES B
May 2022
$10.5m
SERIES A
Total funding: $37.1m
Company HQ
The Junction, Toronto, ON
Leadership
Abid Virani
(COO & Co-Founder)Worked for seven years in business development and design at Raindrop Hearing Clinic, following a Master's degree in Inclusive Design at OCAD University. Also has experience in film and documentary production/directing.
Alwar Pillao
(Executive Chair & Co-Founder)A Master's graduate in Inclusive Design, who went on to work as an accessibility expert for the Ontario Ministry of Education. Subsequently held various UX roles, both freelance and at Rogers Communications.
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