Director of Account Management

Who We Are

At Pave were building the industrys leading compensation platform combining the worlds largest real-time compensation dataset with deep expertise in AI and machine learning. Our platform is perfecting the art and science of pay to give 8500 companies unparalleled confidence in every compensation decision.

Top tier companies like OpenAI McDonalds Instacart Atlassian Synopsys Stripe Databricks and Waymo use Pave transforming every pay decision into a competitive advantage. $190 billion in total compensation spend is managed in our workflows and 70% of Forbes AI 50 use Pave to benchmark compensation.

The future of pay is real-time & predictive and were making it happen right now. Weve raised $160M in funding from leading investors like Andreessen Horowitz Index Ventures Y Combinator Bessemer Venture Partners and Craft Ventures.

The Account Management Team @ Pave

At Pave our Account Management team is the engine behind customer retention and growth. We work with some of the most innovative companies in the world helping them build smarter compensation programs make data-driven decisions and get the most out of the Pave platform. Our AMs arent just relationship managers; theyre trusted advisors who understand their customers business deeply and bring real commercial value to every interaction. As we scale were looking for a Director of Account Management to lead this team raise the bar on what great looks like and own the retention and expansion outcomes that sit at the heart of Paves growth story.

What Youll Do

• Own the number. Take full accountability for GDR and NDR across Paves core customer base actively managing the health of the book and driving the team toward 90% GDR and 110% NDR targets.
• Lead and develop a high-performing AM team. Coach mentor and performance manage a team of Account Managers building the culture habits and skills needed to retain and grow customers at every stage of the lifecycle.
• Build scalable AM processes. Design and implement account coverage models renewal forecasting frameworks and customer health scoring that give the team a clear repeatable playbook for managing their book of business.
• Drive expansion and advocacy. Partner with Sales to identify and convert expansion opportunities and turn your most satisfied customers into active Pave champions references case studies and pipeline contributors.
• Develop a scaled motion for the long-tail. Establish an efficient low-touch coverage model for downmarket and pre-ICP customers that preserves retention without over-indexing resources.
• Champion the voice of the customer internally. Synthesize AM feedback escalations and product gaps into actionable input for R&D ensuring the roadmap reflects what matters most to Paves customer base.
• Partner cross-functionally. Serve as the primary CS stakeholder in Sales Marketing and R&D partnerships from smooth handoffs at close to sourcing customer stories for marketing to representing CS in company-wide planning.

What Youll Bring

• 7 years of post-sales experience in B2B SaaS with at least 3 years in an AM leadership role owning a team and retention/expansion metrics.
• A demonstrated track record of improving NDR and GDR at a company with a comparable ACV and ARR profile youve owned the number and hit it.
• Strong commercial instincts youre comfortable leading renewal negotiations navigating executive-level relationships and coaching your team to do the same.
• Experience building and scaling AM processes from the ground up including coverage models health scoring and forecasting you dont just manage you build.
• A proven ability to recruit develop and performance manage high-performing AM teams you know how to raise the floor and the ceiling.
• Deep cross-functional credibility youve worked closely with Sales Product and Marketing and know how to get things done across organizational lines.
• Strong communication and executive presence you represent the customer at the leadership table and can hold your own in front of a VP or C-suite stakeholder both internally and externally.
• Experience at a high-growth startup is strongly preferred youre comfortable with ambiguity can build in a fast-moving environment and thrive without a fully-defined playbook.

Compensation Its What We Do.

Salary is just one component of Paves total compensation package for employees. Your total rewards package at Pave will include equity top-notch medical dental and vision coverage an unlimited PTO policy and many other region-specific benefits. Your level is based on our assessment of your interview performance and experience which you can always ask the hiring manager about to understand in more detail. This salary range may include multiple levels.

The targeted cash compensation for this position is (level depends on experience and performance in the interview process):

$280000 OTE

Life @ Pave

Since being founded in 2019 Pave has established a robust global footprint. Headquartered in San Franciscos Financial District we operate strategic regional hubs across New York Citys Flatiron District Salt Lake City and the United Kingdom. We cultivate a vibrant collaborative workplace culture through our hybrid model bringing teams together in-person on Mondays Tuesdays Thursdays and Fridays to foster innovation and strengthen professional relationships

Benefits @ Pave

At Pave career advancement drives everythingroles expand responsibilities deepen and compensation rises alongside your professional growth.

What we provide

• Complete Health Coverage: Comprehensive Medical Dental and Vision coverage for you and your family with plenty of options to suit your needs
• Time off & Flexibility: Flexible PTO and the ability to work from anywhere in the world for a month
• Meals & Snacks: Lunch & dinner stipends as well as fully stocked kitchens to fuel you
• Professional Development: Quarterly education stipend to continuously grow
• Family Support: Robust parental leave to bond with your new family
• Commuter Assistance: A commuter stipend to help you collaborate in person

Vision - Our vision is to unlock a labor market built on trust

Mission - Our teams mission is to build confidence in every compensation decision

Are you ready to help our customers make smarter more effective compensation decisions