Director, Account Management Team

Company Summary

Bugcrowd is the world’s #1 crowdsourced security company. Our award-winning platform combines actionable, contextual intelligence with the skill and experience of the world’s most elite hackers to help leading organizations solve security challenges, protect customers, and make the digitally connected world a safer place.

Job Summary 

The Director, Account Management- Strategic Alliances will be responsible for the business results and for supporting the overarching goals of Bugcrowd’s business and its customers. Working across the business, the Account Management leader ensures cross functional collaboration, with Sales, Operations, Product, Engineering and Support.  Key will be alignment with the go-to-market strategy to ensure we support both new and existing customers across the customer lifecycle journey. The Senior Director, Account Management together with their team, will use data and systems to analyze and measure key performance metrics to ensure that the strategy and direction is increasing adoption and customer business outcomes including usage, churn and net-retention across the strategic alliances account base.

 

Essential Duties and Responsibilities (tasks you expect them to perform)

Responsible for the business results and for supporting the overarching goals of Bugcrowd’s business and its customers. Working across the business, the Account Management leader ensures cross functional collaboration, with Sales, Operations, Product, Engineering and Support.  Key will be alignment with the go-to-market strategy to ensure we support both new and existing strategic alliance customers across the customer lifecycle journey.  The leader will be a people first leader who drives a positive, productive and collaborative culture. With experience driving high performing and thriving organizations. Exceptional operational skills and aptitude to lead the organizations to grow at scale. Use data and systems to analyze and measure key performance metrics to ensure that the strategy and direction is increasing adoption and customer business outcomes including usage, churn and net-retentionStrategic planning alongside VP Customer Success and Account Management and other leaders to build out and scale a Strategic Alliances TeamHiring, professional development and oversight of the Strategic Alliances Account Management Team.Travel up to 50%

 

Supervisory Responsibility

The Director will be responsible for hiring and overseeing a team of Strategic Account Managers. This role requires collaboration and shared oversight of activities performed by Customer Success, Solutions Architecture.

 

Education, Experience, Knowledge, Skills, and Abilities

• 8 years in a sales leadership role, preferably managing renewals and expanding the adoption of products on the Bugcrowd platform.
• Strong analytical, operational and problem-solving acumen, with consistent evidence of leveraging data to drive decision making
• Excellent communication skills (oral, written, presentation) and cross-functional organizational skills
• Prior experience building and mentoring high-performing teams, and leading large cross-functional programs
• Prior experience in a fast-growth start-up environment, highly preferredLeader with exceptional business decision-making skills and understands the importance of the key responsibilities mentioned above
• Ability to build relationships and rapport with Senior and Executive Leadership team as well as their direct reports at the front-line level
• Fostering close relationships with the Account Executive team
• Experience in recruiting an effective team of Sales Development Representatives
• Exceptional skills with Salesforce, Google Apps
• Experience in working with marketing
• Coaching reps to success and upward movement in their career
• Metrics oriented to manage frontline sales
• Call volume to lead generation
• Qualify-out deals as quickly as qualify in
• Pipeline build/generation
• Measure the quality of meetings to be set and delivered

Pay Range Disclosure: The base pay range for this role takes into account the wide range of factors that are considered in making compensation decisions, including but not limited to Qualifications, Geographical Location, Education/certifications, Experience, Skill Sets, Training, and other business and organizational needs. 

At Bugcrowd, it is not typical for an individual to be hired at or near the top of the range for their role and compensat