The Role
Manage a portfolio of strategic customers to drive retention, product adoption, revenue expansion, and advocacy. Lead onboarding, integrations, account planning, executive business reviews, KPI tracking, and cross-functional initiatives. Identify upsell/cross-sell opportunities and represent the customer voice to sales, product, and engineering to improve outcomes.
Summary Generated by Built In
VGS is the world's leader in payment tokenization. Large banks, aspiring fintechs, and growing merchants embed our universal token vault into their technology stack to manage the complexities of payment data tokenization across processors and networks, open banking, card issuance, omnichannel loyalty, PCI compliance, payment orchestration, and more. We empower our clients and partners by tokenizing sensitive payment data, limiting compliance scope, and consolidating payments to unlock revenue and business opportunities.
VGS provides processor-agnostic tokenization solutions via secure universal token vaults, iframes, mobile SDKs, tokenization proxies, APIs, and data orchestration tooling to support payment acceptance, card issuance, PII and bank account tokenization, and other payments value-added services. Some of the use cases we enable include multi-processor Network Tokenization, Account Updater, payment orchestration, secure settlement file processing, 3DS, and Risk provider connectivity.
VGS offers a comprehensive suite of solutions, including a composable Card Management Platform, a PCI-compliant Vault, and advanced network value-added services such as Network Tokens, Account Updater, and Card Attributes. Our innovative technologies empower businesses to boost revenue through higher authorization rates, reduce fraud, and streamline operations—all while seamlessly integrating with existing tech stacks.
At VGS, we're not just securing payments—we're empowering businesses to unlock new possibilities in the ever-evolving payment landscape.
As a Senior Account Manager at VGS, you will manage a portfolio of top-tier and strategic customers, focusing on retention and revenue growth. You'll achieve this by overseeing the customer lifecycle, understanding their business objectives, driving product adoption, and tracking outcomes for renewals, expansion, and advocacy. You will lead cross-functional tasks specific to client needs, develop a deep understanding of each customer's industry and use case, and tailor growth strategies for mutual partnership and improved business outcomes.
What you will be doing at VGS...
- Manage a portfolio of existing top-tier and strategic customer accounts.
- Drive immediate onboarding activities such as integrations and training for new customers by partnering with VGS and customer implementation teams.
- Own and nurture relationships with our larger customers, which includes, but is not limited to: increasing adoption/utilization, ensuring retention, working collaboratively to expand revenue, and monitoring satisfaction.
- Establish a partnership with customers in order to build Account Plans, defining critical goals, or other key performance indicators and aid in achieving their goals.
- Empathize with every aspect of our customer’s experience, from onboarding to renewal.
- Measure and monitor customer's achievement of critical and key performance indicators, reporting both internally and externally.
- Establish regular cadence (weekly, monthly, quarterly) with each assigned client, performing discovery meetings and executive business reviews.
- Establish a trusted/strategic advisor relationship with each assigned customer and drive continued value of our solution and services.
- Identify, manage, and work quickly and independently to close up-selling and cross-selling opportunities.
- Represent the voice of the customer across the organization to inform our sales process and product roadmap.
- Identify opportunities for customers to be brand champions and advocates, build testimonials and case studies.
- Assist in workshops to help customers leverage the full value of VGS solution.
What we are looking for from you (requirements)...
- 4+ years of customer-facing experience, mainly as an Account Manager with proven ability for increasing satisfaction, driving adoption, retention, and revenue expansions
- Experience growing an existing account base, comfortable with pitching new products and negotiating
- Experience in maintaining a minimum of 95% renewal revenue to minimize churn
- Drive new business growth through greater customer advocacy
- Experience working with complex, multi-divisional, multi-geographical customers
- Experience driving process improvement and building new processes in a startup environment
- Strong leadership, project management, presentation skills and a bias for action
- A high-degree of empathy, impressive executive presence, and communication abilities
- Ability to create structure in ambiguous situations and design effective processes
- Experience working cross-functionally with Sales, Product, Marketing, Engineering, Product and Compliance/Legal teams
- Experience with tokenization, payment processing, cryptology, and security products highly desired
- Out of the box thinker that thrives in a fast paced startup environment
- Travel required
- BA/BS preferred
Skills Required
- 4+ years of customer-facing experience as an Account Manager driving adoption, retention, and revenue expansion
- Experience overseeing integrations, onboarding activities, and training for new customers
- Proven ability to grow existing account base, pitch new products, and negotiate
- Experience maintaining a minimum of 95% renewal revenue to minimize churn
- Experience working with complex, multi-divisional, multi-geographical customers
- Experience driving process improvement and building new processes in a startup environment
- Strong leadership, project management, presentation skills, and bias for action
- High degree of empathy, executive presence, and strong communication abilities
- Ability to create structure in ambiguous situations and design effective processes
- Experience working cross-functionally with Sales, Product, Marketing, Engineering, and Compliance/Legal teams
- Experience measuring and monitoring customer KPIs, conducting discovery meetings and executive business reviews
- Experience with tokenization, payment processing, cryptology, and security products
- Travel required
- BA/BS degree
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The Company
What We Do
Providing essential security and compliance infrastructure, Very Good Security (VGS) enables startups and enterprises to focus on their core business instead of compliance and regulatory overhead. With one single integration, VGS customers unlock the value of sensitive data without the cost and liability of securing it themselves, while also accelerating compliances like PCI, SOC 2 and more.
