Director of Account Management

Introduction:

LotusFlare is a provider of cloud-native SaaS products based in the heart of Silicon Valley. Founded by the team that helped Facebook reach over one billion users, LotusFlare was founded to make affordable mobile communications available to everyone on Earth.

Today, LotusFlare focuses on designing, building, and continuouslyM evolving a digital commerce and monetization platform that delivers valuable outcomes for enterprises. Our platform, Digital Network Operator® (DNO™) Cloud, is licensed to telecommunications services providers and supports millions of customers globally.

LotusFlare has also designed and built the leading eSIM travel product - Nomad. Nomad provides global travelers with high-speed, affordable data connectivity in over 190 countries. Nomad is available as an iOS or Android app or via getnomad.app.

Job Description and Responsibilities:

We are seeking a Director, Account Management to lead and grow our enterprise software business within major telecom operators. This role is responsible for managing strategic customer relationships, driving revenue growth, ensuring successful software adoption, and overseeing contract renewals and expansion. The ideal candidate will have a strong background in enterprise software sales, customer success, and account management within the telecom industry.

Responsibilities:

• Develop and execute a strategic account plan to drive revenue, renewals, and expansion opportunities within telecom operators.
• Own C-level and senior executive relationships, acting as a trusted advisor for the customer’s digital transformation journey.
• Identify upsell and cross-sell opportunities for additional software modules, features, and services.

• Ensure seamless software adoption, partnering with internal teams (Customer Success, Product, and Engineering) to drive customer satisfaction.
• Monitor customer KPIs, proactively addressing challenges to improve software value realization.
• Lead quarterly business reviews (QBRs) to demonstrate ROI, address customer needs, and strengthen relationships.

• Oversee contract negotiations, renewals, and pricing discussions with telecom operators.
• Collaborate with Sales, Product, and Delivery teams to align on customer roadmaps and strategic initiatives.
• Ensure smooth execution of customer deployments, working closely with program management and solution delivery teams.

Requirements:

• 10+ years of experience in enterprise account management, customer success, or B2B sales in the telecom or enterprise software industry.
• Proven track record in managing multi-million dollar accounts and expanding enterprise software relationships.
• Strong understanding of telecom business models, cloud-based software (SaaS), digital transformation, and network monetization.
• Experience in ne