VP, Account Management

Onbe, a fast-growing FinTech, bringing innovation to a rapidly growing global marketplace, stands for “on behalf.” Because that’s exactly how we work: on behalf of our clients, as their comprehensive payments partner. We transform the way payments are imagined — as an opportunity for innovation, a source of insight to customers, and a way to connect with partners around the globe!

Summary: 

The Vice President of Account Management will lead a team consisting of Account Executives that are commercially oriented and Client Support Managers and Specialist that provide important service and support to our clients  Collectively these teams are responsible for the commercialization of new wins that originate in the New Business Sales organization; and the retention, growth, cross-sell and upsell within Onbe’s existing client portfolio. This leader will mentor, develop and lead their teams to deliver Onbe’s objectives for client retention and satisfaction, performance to budget and revenue growth performance goals. Onbe’s solutions focus on payments to consumers, workforces, and service providers. These payments are often in the form of refunds, rewards, and payroll solutions delivered both digitally and physically. This team leader will hold a strategic position within Onbe reporting to the Chief Client Officer, helping drive the revenue growth of the company.

This role is a hybrid role that will work onsite 2 days per week at our Dallas, TX location. Occasional travel may be required as part of this position. 

Responsibilities:

• Leads, motivates and empowers a skilled Account Executive team to develop strong relationships and identify business growth and expansion opportunities through partnerships, cross-selling, and up-selling initiatives, thereby creating additional revenue opportunities within Onbe’s enterprise business portfolio. 
• Ensure that the revenue goals for Onbe’s existing portfolio of clients are achieved
• Owns the plan for execution of the yearly signings goal for established clients
• Provides the leadership and vision so that team cultivates the unique ability to anticipate and resolve obstacles to ensure clients reach their full potential, and results are achieved (newly won business).
• Owner of the monthly Budget vs Actual process which uncovers trends – ensures partner is performing to plan and acts when underperformance is detected.
• Maintain overall health, engagement, and retention of client portfolio.
• Proactively address potential risks associated with attrition or competitive threats.
• Stay informed of client news, payments industry trends, and market shifts.
• Provides leadership with contract renewals, pricing initiatives, and participate in RFP exercise.
• Key participant in annual client budget planning and quarterly forecasts for issuance
• Deliver team revenue objectives for client budget performance and net new revenue quota attainment. 
• Understand key target verticals regarding the industry landscape, payments capabilities, and marking a flawless delivery of services and solutions.
• Foster strong partnerships between Account Executive and Client Support team members to deliver seamless operations and support to Onbe's clients, further strengthening key business relationships.
• Develop and implement a comprehensive client success strategy that aligns with business goals, develops client dedication, and drives long-term revenue growth.
• Lead the account planning process to guide the Account Executive team’s expansion efforts into new buying centers and product applications. Tailor solutions and approaches to buying personas with clear ties to prospect's business objectives.
• Cultivate and grow an accurate team sales pipeline. Maintain a data-driven culture that uses analytics to measure results and accurately forecast.
• Coach and upskill the Account Executive and Client Support teams to maximize performance. Build and grow the team for current and future success.
• Represent and advocate for the Account Executive and Client Support teams on intra-company projects and initiatives.
• Lead by example by identifying, recommending and implementing critical operational efficiencies and process improvements across the Account Executive and Client Support teams to meet and exceed business and talent development objectives.
• Collaborate diligently and act as a leader with vision, providing a customer-level perspective in order to help guide strategy and product development.
• Collect regular and meaningful client feedback and recommend and implement relevant action plans to address client concerns or comments.
• Administrative duties that include quarterly commissions calculations, annual budgeting of clie