Director, Account Management - Account Expansion

Title: Director, Account Management

Date: 10.3.2025

Function: Sales

Reports to: Chief Revenue Officer

Position Summary:

The Director of Account Management leads a team of Account Managers responsible for driving revenue growth, expanding customer relationships, and maximizing retention within the existing customer base. This role is pivotal in setting strategic direction, coaching team members, and ensuring alignment with company objectives. The Director oversees the execution of growth strategies, monitors performance against targets, and collaborates cross-functionally to optimize customer satisfaction and business outcomes.

Key Responsibilities:

• Manage, mentor, and develop a team of Account Managers, providing guidance on relationship management, value-selling strategies, and key account growth.
• Define and implement account management strategies and best practices to achieve company revenue and retention goals.
• Establish sales targets, monitor individual and team performance, and provide regular feedback and coaching.
• Ensure the team builds and maintains strong relationships with key decision-makers, influencers, and users within customer accounts.
• Oversee the development and execution of account plans, including customer profiling, SWOT analysis, and sales strategies.
• Work closely with Customer Experience, Sales, Marketing, and Product teams to align initiatives and support customer needs.
• Review and manage the ongoing pipeline of opportunities within Salesforce or other CRM platforms; assist with revenue forecasting and reporting.
• Continuously evaluate and refine account management processes, tools, and workflows to enhance efficiency and effectiveness.
• Stay informed about industry trends, market developments, and competitor activity to inform strategic decisions.
• Support the team in renewal negotiations, package upgrades, and pricing discussions, escalating complex issues as needed.
• Monitor and address customer satisfaction and retention, identifying areas for improvement and implementing corrective actions.

Skills and Experience Needed:

• Bachelor’s degree in business administration, Marketing, or a related field; MBA or advanced degree preferred.
• 10-12 +years of experience in account management, sales, or business development, with at least 8 years in a leadership or management role; B2B and SaaS experience strongly preferred.
• Proven ability to lead, motivate, and develop high-performing teams.
• Strong strategic planning and execution skills, with a track record of driving growth and retention.
• Excellent communication, interpersonal, and negotiation skills.
• Strong proficiency in MS Office Suite, CRM platforms (e.g., Salesforce, ZoomInfo, ChurnZero), and sales analytics tools.
• Deep understanding of the industry, market trends, and competitor landscape.

Competencies:

Accountability

Adaptability

Building Partnerships

Business Acumen

Coaching & Developing Others

Customer Focus

Dealing with Ambiguity

Initiating Action

Leading Change

Leading Teams

Operational Decision Making

Planning and Organizing

Strategic Influence

Technical/Professional Knowledge/Skills

 

About the company:

Boards set the standard for what organizations can achieve. At OnBoard, our board management software helps boards function at a higher level so every organization can make a bigger difference in the world.

Launched in 2011, today, OnBoard serves as the board intelligence platform for more than 5,000 organizations and their 12,000 boards and committees in 60 countries worldwide. With customers in higher education, nonprofit, healthcare systems, government, and enterprise business, OnBoard is the leading board management provider.

OnBoard has grown from a class project at Purdue University in West Lafayette, Indiana in 2003 into the world’s leading board management software platform today. Backed by JMI Equity and the acquisitions of eScribe and Govenda, OnBoard is positioned to become the industry leader in Board Management and Meeting Solutions for private and public sector entities. 

 

Benefits and Perks: 

• Company provided equipment (laptop, software, etc.) 
• Employment with a growing, casual, fun, philanthropic minded company
• Employer paid extended health benefits, including health spending account (CAN based employees)
• US Based Employees