Head of Customer Growth (USA)
Head of Customer Growth (USA)
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Job Description
Who we are
At Origina we are on a mission to change the software world.
We are the leading global independent software maintenance vendor for IBM HCL and VMware that Gartner consistently recognises as a forward-thinking alternative to traditional software mega vendors.
At Origina our values of Trust Fairness Relationships and Opportunities are the pillars of our competitive strength and the foundation of our culture. These principles reflect our beliefs about what is most important and guide us on our exciting and unwavering high-growth journey.
We believe in freedom of choice in the world of software and are a leader in the Right to Repair movement both in the U.S and in Europe. As strategic partners we help our customers protect the security and stability of their software extend its longevity and lifecycle and enhance its performance and functionality.
At Origina we are proud of our unique and engaging culture. For two years running we have been certified and recognised as a Great Place to Work for both our home office in Dublin and in our American headquarters in Plano Texas. We have also been named as one of Irelands best small workplaces and best workplaces in tech.
The Role
The Head of Customer Growth is a pivotal leadership role responsible for driving account management excellence fostering customer growth and enhancing Net Recurring Revenue (NRR) within North America. The role involves strategic oversight of a team of Customer Account Managers each assigned to a designated territory and selling pod. As the leader of this team you will champion customer growth and success uncover new growth opportunities and establish strong value-driven relationships with key customer accounts.
What Youll Do
Team Leadership
- Lead mentor and inspire a high-performing team to achieve growth targets and customer retention and growth goals.
- Foster a culture of collaboration ownership and accountability.
- Provide clear direction and oversight including performance reviews coaching and succession planning.
Customer Growth Strategy
- Develop and implement scalable account management strategies to grow NRR.
- Identify upselling cross-selling and expansion opportunities across customer accounts.
- Drive the adoption of Originas solutions and services within customer portfolios.
Commercial Excellence
- Oversee the execution of commercial account plans to maximize revenue growth.
- Set and achieve quarterly and annual sales and account growth targets.
- Negotiate contract renewals and upsell agreements to increase customer investment in Origina.
Customer Advocacy
- Act as the voice of the customer internally ensuring feedback is integrated into decision-making.
- Build enduring relationships with key stakeholders to enhance customer satisfaction and trust.
- Measure and report customer growth performance using key metrics (e.g. NPS NRR growth).
Collaboration Across Teams
- Work closely with sales marketing and product teams to align on customer value delivery.
- Collaborate with regional leads and other Heads of Customer Growth to ensure consistency across territories.
About you
- Minimum of 5 years of experience in account management customer success or a related field.
- 3 years in a leadership role managing diverse teams across multiple territories.
- Expertise in IT services or software solutions industries is highly desirable.
- Strong understanding of commercial growth strategies including upselling cross-selling and ARR maximisation.
- Bachelors degree in business marketing or a related field preferred.
- Strategic Leadership: Proven ability to lead and inspire teams with experience managing a team across diverse territories
- Account Management Expertise: Strong track record in account management upselling and driving commercial growth in a technology/software environment.
- Revenue Growth Acumen: Demonstrated experience in growing NRR developing commercial strategies and delivering measurable financial outcomes.
- Customer-Centric Approach: Deep understanding of the customer journey with the ability to advocate for and deliver exceptional customer value.
- Analytical and Data-Driven: Proficiency in analysing account performance metrics and translating insights into actionable strategies.
- Stakeholder Management: Excellent communication and negotiation skills with the ability to influence senior stakeholders and build long-term partnerships.
- Problem-Solving Orientation: Strong ability to identify challenges propose creative solutions and ensure successful resolution in complex environments.
- Adaptability and Resilience: Flexibility to navigate a fast-paced evolving landscape with composure and determination.
What we offer
- Competitive compensation that rewards achievement
- Hybrid flexible working model
- High-level Health Dental and Vision insurance
- STD and Life/AD&D cover
- 22 days PTO each year with additional days earned based on your tenure
- Additional 10 Federal/Regional holidays
- Generous Maternity & Paternity leave
- 4% 401k match
- $200 annual wellness benefit
- $1000 professional development benefit
- Flexibility of working remotely from anywhere for up to 4 weeks per year
- A dedicated Volunteer Day to give back to your community and support meaningful
cause - Employee Assistance Program
- Fun and inclusive environment with regular events organized by Engagement and Inclusion Committees
Dont worry if you dont meet ALL the requirements if you feel you would be a great fit for this role we would love to hear from you! At Origina the most important ingredient for us is our culture fit and recognising those that want to live our high-performance values of Fairness Trust Relationships and Opportunities.
Origina is an equal opportunity employer and were proud of our ongoing efforts to foster inclusion in the workplace. Individuals seeking employment at Origina are considered without regard to race colour religion national origin age sex gender gender identity gender expression sexual orientation marital status medical condition ancestry physical or mental disability military or veteran status or any other characteristic protected by applicable law.
By submitting your application you agree that Origina may collect your personal data for recruiting global organisation planning and related purposes. Originas Candidate Privacy Notice explains what personal information Origina may process where Origina may process your personal information its purposes for processing your personal information and the rights you can exercise over Originas use of your personal information.
Required Experience:
Senior IC
Employment Type
Full-Time
