Senior Director, Account Management

Senior Director, Account Management - Strategic Accounts

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About Checkr
Checkr is building the data platform to power safe and fair decisions. Established in 2014, Checkr’s innovative technology and robust data platform help customers assess risk and ensure safety and compliance to build trusted workplaces and communities. Checkr has over 100,000 customers including DoorDash, Coinbase, Lyft, Instacart, and Airtable.

We’re a team that thrives on solving complex problems with innovative solutions that advance our mission. Checkr is recognized on Forbes Cloud 100 2024 List and is a Y Combinator 2024 Breakthrough Company.

As a Sr. Director of Account Management - Strategic & Enterprise Accounts , you will lead and manage a team of Account Directors and Account Managers responsible for driving growth, value, and partnership with some of our largest strategic customers. Your primary goal will be to ensure the team successfully manages, renews, and grows our key accounts, enhancing our customer journey and maximizing revenue. Partnering closely with the Strategic & Enterprise Customer Success team, you’ll build a pipeline by identifying and qualifying upsell / cross-sell opportunities while also partnering with Product to unlock new revenue streams. You will provide strategic direction, mentoring, and leadership to your team, empowering them to excel in collaboration, strategic thinking, and execution. You’ll also partner directly with executive leadership both internally and within the client organization, serving as a trusted advisor and advocate.

Job Duties and Responsibilities:

1. Set the strategy for Strategic and Enterprise customer account growth, and execute on the strategy by owning the growth number for the strategic and Enterprise account base.
2. Lead and manage a team of Account Directors, ensuring they build and maintain strong VP and executive relationships with customers.
3. Serve as a strategic advisor, providing guidance on growth opportunities and facilitating a consultative selling approach.
4. Oversee the development and implementation of account plans to drive revenue growth and account retention.
5. Establish performance metrics and accountabilities for the team to meet and exceed their targets including forecasting, pipeline analysis, quarter and year-end reports, board slides, performance to quota, deal tracking, and close rates.
6. Conduct regular business reviews with key customers to ensure satisfaction and alignment with their business goals.
7. Partner cross-functionally with internal stakeholders — including Engineering, Product, Sales, Customer Success, Support, Legal, and executives — to achieve client goals and provide the voice of the customer to these stakeholders.
8. Represent customer feedback, market trends, and needs to Checkr’s Executive and Product teams to inform product roadmaps.
9. Ensure team’s alignment with Checkr’s overall strategy, providing insight and strategic direction at the departmental level.
10. Develop and maintain influential relationships with key decision makers within the customer accounts.
11. Manage the team’s efforts in pre-sales activities and ensure seamless handoff to deployment teams, maintaining accountability for successful customer onboarding.
12. Foster a collaborative, high-performance culture within the team, encouraging innovation and continuous improvement.

What you bring:

• 10+ years of sales leadership experience with a successful track record of managing large enterprise relationships.
• Experience with accounts >$20M in annual revenue.
• Experience leading a sales team in a complex sales environment, demonstrating the ability to inspire and manage others effectively.
• Proven track record of strategic account management success, handling $100M+ dollar books of business.
• Expertise in selling innovative and disruptive technology, with the ability to navigate complex organizational structures across multiple locations.
• Strong executive presence and communication skills, capable of influencing C-level executives.
• Ability to think creatively and strategically, offering solutions that align with both customer and company needs.
• Ability to work cross functionally.
• Demonstrated capability to work cross-functionally to gain consensus from multiple stakeholders and lead major change efforts requiring cross-functional leadership collaboration.
• Strong business acumen with experience using CRM tools such as Salesforce.
• Commitment to embodying Checkr’s core values, and fostering an inclusive workplace environment.

Note: The original description contained repetitive sections, irrelevant job listings, and excessive detail. The revised version consolidates and refines the core content, removing redundancies and focusing on the essential responsibilities and qualifications.