Director of Account Management

Head of Technical & Executive Search, Blue Lake Consulting Group

On behalf of our client, an emerging technology developer with a mission to revolutionize how professionals create and present project timelines, we are seeking a Director of Account Management to be a key contributor taking a fully functional business to the next level of growth and profitability.

Reporting to the CEO, this position entails direct management of a talented account management team (European based) and will lead renewals, expansion, and customer advocacy across an impressive portfolio of accounts. Successful candidates will possess demonstrated upselling strengths combined with a proven track record of building‑up and scaling out with a laser focus on retention & growth.

Job Location: Austin, TX (approximately 3 office days / 2 remote)

• Own renewals and expansion for managed accounts; ensure timely renewals, plan upgrades, and expansion into adjacent products (Plan, Flow).
• Lead AM team priorities: secure large renewals, transition legacy Pro customers to Plus/Expert, introduce ABL in renewal conversations, and generate cross‑sell leads.
• Operationalize reseller workflows and standardize quoting paths (wire/credit card) to reduce friction and speed time‑to‑value.
• Own co‑term and mid‑cycle add processes in partnership with Finance/Sales Ops and ensure accurate ARR roll‑ups.
• Partner with Sales Ops on systems: drive clean handoffs and reporting across Hub Spot (pipeline and contact history) and Chargebee.
• Formalize and scale the reseller/channel motion in concert with our Microsoft strategy and partner program.
• Coach and uplevel the AM team (cadence, playbooks, forecast hygiene, account plans) and improve segmentation beyond a simple license threshold to properly support strategic enterprise customers.
• Collaborate on GTM experiments with Sales/Marketing (e.g., sequences into the base; qualified sales‑led opportunities) while keeping primary focus on retention and expansion.

The chosen professional would be described as a customer‑obsessed AM/CS leader who can marry process discipline with empathy. You bring demonstrated success managing complex subscription life cycles at scale, modernized AM motions, and you play well across Product, Sales, and Sales Ops to remove friction for customers and teammates.

• 8+ years in B2B SaaS across Account Management/Customer Success; 3+ years leading AM/CS managers or teams.
• Track record of owning renewals and expansion in a managed accounts model and upgrading customers across tiered plans.
• Deep familiarity with reseller motions, co‑terming, and mid‑cycle adds.
• Proficiency with Hub Spot (pipeline, automation), subscription/quote systems (Chargebee), and data integrity across systems of record.
• Experience guiding enterprise customers through platform transitions (e.g., to ABL), including SSO enablement and usage reporting requirements.
• Comfort operating in PLG + SLG environments; understands when to engage Sales AEs vs. scale through AM plays and sequences into the base.
• Excellent cross‑functional leadership, forecasting, and coaching; you build crisp cadences, dashboards, and playbooks that drive consistent outcomes.

• Gross Revenue Retention
• Expansion revenue growth through seat increases, plan upgrades, or cross‑sell adoption.
• On‑time renewals achieved for 95%+ of eligible accounts.
• Customer health scores implemented and tracked across the key account portfolio.
• AM team productivity metrics (e.g., renewals closed per rep per quarter, forecast accuracy).
• Implementation of standardized account review cadence and success planning templates.
• Team engagement and retention—building a high‑performing AM culture with measurable skill progression.

• A collaborative and supportive team culture.
• A fully remote work environment that offers flexibility and autonomy.
• Opportunity to work on exciting challenges and make a significant impact on our product and community.
• Competitive salary and benefits package, including unlimited PTO.

Director

Full‑time

Sales, Strategy/Planning, and Management

Technology, Information and Media, Software Development, and IT Services and IT Consulting