Director, Account Management (Remote)

ezCater is the leading food for work technology company in the US, connecting anyone who needs food for their workplace to over 100,000 restaurants nationwide. For workplaces, ezCater provides flexible and scalable solutions for everything from recurring employee meals to one-off meetings, all backed by 24/7 customer service with real humans. ezCater also enables companies to manage their food spend in a single, customizable platform. For restaurant partners, ezCater helps them grow their business by bringing them more orders and new high-value customers.  We're backed by top investors including Insight, Iconiq, Lightspeed, GIC, SoftBank, and Quadrille.

We are looking for an experienced, dynamic Director to lead our Account Management team, focused on driving growth with top accounts. This individual will succeed through strategic thinking, solution-oriented approaches, and data-driven decision making, while maintaining and deepening strong relationships with strategic accounts. This leader will collaborate with executive leadership, Sales leaders, and various departments to enhance account management effectiveness, and accelerate revenue growth. You will also partner with key cross-functional stakeholders, including Marketing, Finance and Analytics to streamline and optimize our account plans, lead weekly business reviews and enable target setting. We are looking for a self-starter who is passionate about their work, detail oriented, analytical and has demonstrated success dealing with ambiguity in a high-growth environment, while solving problems with limited oversight.

What You'll Do:

• Continually optimize the strategic plans and operating model for Account Management to meet the evolving needs of our customers with a suite of ezCater solutions 
• Collaborate with Senior Leadership and key internal stakeholders to ensure alignment and customer retention across accounts within your book of business
• Cultivate strong executive relationships within key customer accounts, acting as an escalation point with customers, mitigating churn risk and deepening our customer relationships across Account Management, while identifying opportunities for improved efficiencies and profitable workstreams
• Create and execute an account management playbook, identifying growth opportunities and developing appropriate account plans and processes.
• Efficiently and effectively translate strategy into executable plans to drive incremental revenue and reduce churn among existing accounts
• Lead your team to achieve their monthly quotas/KPIs. Establish, track, and accurately forecast key metrics to measure success and drive continuous improvement within Account Management 
• Oversee day-to-day Account Management team operations. Coach and mentor Account Management team to become even better at their craft
• Ensure the Voice of the Customer is well understood among cross-functional leaders across the organization to ensure we’re hearing how we can best serve our accounts
• Develop, recruit and train teams members to become best-in-class account managers
• Collaborate with leaders across Sales, SalesOps, Customer Support, Partner Success, Product, Marketing, and Legal/Finance to jointly to drive revenue growth and identify new business opportunities
• Implement infrastructure and systems in collaboration with SalesOps to support the success of the onboarding and account management organization.
• Evolve and execute processes, partnering with Sales ops, Marketing, Acquisition Sales, and Account Management leadership to effectively build a scalable retention and expansion structure
• Report out team achievements and progress to cross functional leadership
• Think big & push the boundaries to achieve larger, more impactful results

What You Have:

• 10+ years of leadership experience within Account Management & Sales, focused on varied levels of accounts with demonstrated success developing, leading and scaling Account Management function at a high-growth company, ideally in the tech industry
• Experience with developing account and segment strategy to effectively expand accounts, including identifying upsell and cross-sell opportunities
• Experience building, managing & coaching high performing Account Management teams
• Deep understanding of customer needs and a consultative approach to identify opportunities to expand wallet share and create best-in-class experiences.
• Experience representing the Voice of the Customer in developing and enhancing product capabilities, process improvements and operational excellence 
• A data driven approach to understand market trends, prioritize expansion opportunities and measure ongoing progress against goals 
• Ability to proactively identify trends and institute risk mitigation steps to achieve monthly targets
• Proven success leading and managing Annual, Quarterly and Monthly Planning (territories, quota, headcount)
• Highly organized approach, with excellent attention to detail and the ability to work in a fast-paced and change driven environment
• Excellent problem solving and collaboration skills, a motivated self-starter that is proactive and action-oriented
• Demonstrated sound business judgment, strong written and verbal communication skills and a proven ability to influence senior leaders 
• Tenured in a rapidly growing an organization with the ability to operate successfully in a lean, fast-paced environment, and to create sales processes that can scale quickly
• In-depth experience in two-sided marketplace, B2B technology platforms or B2B solutions strongly preferred

The national cash compensation (base salary + commission) range for this role is $258,000-$300,000 annually**

*Please note: Final offer amounts are determined by multiple factors, including prior experience, expertise and region & may vary from the amount above. This range does not represent additional compensation benefits (such as equity, 401K or medical, dental or vision insurance).

Please have fun with the Cover Letter portion of the application! It does not need to follow “traditional” cover letter guidelines - we would love for you to write 150-500 words explaining why you are interested in ezCater and the role, and highlighting anything else you think we should know!

ezCater does not sponsor applicants for work visas or legal permanent residence.

What You’ll Get from Us:

You’ll get a terrifically compelling opportunity, in an environment of radical transparency, and collaborative colleagues at every level of our organization. You’ll also get sane working hours and great flexibility around work/life balance. 

Have people in your life – of any age – who always, often, or sometimes need your help? We make room for that. Have a bad thing or a good thing happen to you? We make room for that, too.

Oh, and you’ll get all this: Market salary, stock options that you’ll help make worth a lot, the usual holidays, all-you-can-eat vacation, 401K with ezCater match, health/dental/FSA, long-term disability insurance, remote-hybrid work from our awesome Boston or Denver offices OR your home OR a mixture of both home and office (you choose!), a tremendous amount of responsibility and autonomy, wicked awesome co-workers, cupcakes (and many more goodies) when you’re in one of our offices, and knowing that you helped get this rocket ship to the moon.

ezCater is an equal opportunity employer. We embrace humans of every background, appearance, race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, and disability status. At the same time, we do not employ jerks, even brilliant ones.

For information on how ezCater collects and uses job applicants' personal information, please visit our Job Applicant Privacy Policy.

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