Director of Account Management

INIT Innovations In Transportation

Job Location:

Chesapeake, VA - USA

Monthly Salary: Not Disclosed

Posted on: 18 hours ago

Vacancies: 1 Vacancy

Job Summary

Key Responsibilities

Leadership & Team Management

Own performance of the Account Managers and Proposal Managers Accounts including revenue retention forecast accuracy and proposal quality.
Set team KPIs quotas and performance expectations aligned with revenue and retention goals.
Set clear expectations inspect execution and take corrective action when standards are missed.
Conduct one-on-ones pipeline reviews and quarterly performance evaluations.
Hold AMs and PrMAs accountable for account plans QBR quality pipeline hygiene and follow-through.

Customer Relationship & Executive Engagement

Provide senior-level oversight and escalation support for customer relationships. Personally own executive relationships for INITs most critical accounts.
Step in early on at-risk accounts and drive recovery plans.
Oversee regular QBRs executive business reviews and long-term partnership planning. Ensure customers see INIT as a long-term strategic partner not a vendor.

Account Growth & Retention

Drive renewals support agreements hardware refreshes and expansions across INITs portfolio.
Guide AMs inidentifying upsell opportunities.
Oversee pricing strategy that balance competitiveness margin and long-term value.

Operational & Business Management

Enforce accurate forecasting pipeline visibility and Salesforce discipline.
Standardize reporting account plans Quarterly Business Review templates and renewal processes.
Provide recurring reporting to senior leadership on revenue retention and account health.

Cross-Functional Strategy

Break down internal friction that slows execution for customers. Collaborate closely with Project Management Engineering Support and Product.
Align account strategy tightly with corporate growth priorities.
Represent INIT at customer meetings industry conferences and technical forums.

Required Qualifications

Bachelors degree in Business Engineering or related field (MBA preferred).

10 years in account management client success or transit technology.

5 years managing sales account management or customer success teams.

Proven success in customer retention revenue growth and complex B2B environments.

Strong financial and contractual acumen.

Proficiency in Salesforce andMicrosoft 365.

Required Experience:

Director

Key ResponsibilitiesLeadership & Team ManagementOwn performance of the Account Managers and Proposal Managers Accounts including revenue retention forecast accuracy and proposal quality.Set team KPIs quotas and performance expectations aligned with revenue and retention goals.Set clear expectations ...