Senior Director, Account Management
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Job Description
Senior Director expanding enterprise customer relationships for Zappi’s agile market research platform. Driving renewals, consultative upsells, adoption, and customer lifetime value.
Responsibilities:
- Own and expand existing enterprise customer relationships
- Drive adoption of Zappi's agile research solutions and demonstrate the value of persistent audience insights
- Cultivate and retain relationships with senior stakeholders within a portfolio of accounts
- Identify new growth areas, including increasing user bases, upselling premium solutions, driving adoption in new business units and users, and cross-selling solutions
- Conduct in-depth discovery of customer innovation, advertising, and insights processes
- Develop strategic solutions and enterprise agreements using a consultative selling approach
- Navigate complex enterprise organizations and work with COEs, budget holders, senior marketers, and product leaders
- Own and manage the renewal bookings target and partner with Customer Success to achieve high GBR and NBR
- Execute renewals playbook beginning at least 120 days in advance
- Secure long-term, upfront, and early renewal commitments
- Act as a strategic partner and advocate for customer success with Zappi
- Conduct multiple client-facing meetings per week
- Collaborate with Customer Success, Professional Services, Solution Strategy, and Marketing
- Provide forecasting, status updates, and strategic insights to internal teams
Requirements:
- Significant enterprise selling experience, with a track record of driving contract expansion within complex organizations
- Experience in the market research or consumer insights industry or selling market research solutions
- Strong consultative sales skills, with the ability to align solutions to customer personas and business objectives
- Apply defined qualification principles to strengthen renewals and upsell opportunities, ensuring alignment with economic buyers, decision criteria, and procurement processes
- Maintain impeccable Salesforce hygiene, tracking deal 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
- Demonstrated ability and commitment to leverage company-defined AI solutions and tools throughout the sales and account management process
Benefits:
- Unlimited holidays, with a minimum of at least 20 days per year plus national holidays
- One company-paid mental health day of rest every quarter
- Flexible working arrangements, including remote
- Thoughtfully designed offices supporting individual work and collaboration
- Support setting up a home office, if appropriate
- Wellbeing benefits and access to trained therapists / counselors
- Company paid Life, AD&D, Short term & Long term disability
- Immediate access to Zappi's Health, Dental and Vision Insurance Plan
- Option to enter Zappi's 401k program after 90 days of employment, matched up to 4%
- Tailored personal development through training allowances, coaching, mentorship and career frameworks
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