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.

At Pave we believe compensation should be as thoughtful as the people we hire. Your total rewards package includes meaningful equity best-in-class medical dental and vision coverage unlimited PTO and region-specific benefits designed around your life not just your role. Your level and compensation are determined by your experience and how you show up throughout the interview process. Were always happy to walk you through how we think about leveling just ask.

Targeted cash compensation for this role: $280000 OTE

Benefits @ Pave

At Pave growth isnt a perk its the point. As you develop your role expands your responsibilities deepen and your compensation reflects the impact youre making.

What we offer:

• Your Health Fully Covered: Comprehensive medical dental and vision coverage for you and your family with a range of options designed to meet you where you are.
• Time Thats Actually Yours: Flexible PTO and the freedom to work from anywhere in the world for up to a month because life doesnt pause and neither should you.
• Fuel for the Work: Lunch and dinner stipends plus fully stocked kitchens so you can stay energized without thinking twice about it.
• Room to Keep Growing: A quarterly education stipend to invest in the skills and knowledge that matter most to you.
• Support When It Matters Most: Robust parental leave so you can be fully present for the moments that count.
• Getting Here Made Easier: A commuter stipend to support the in-person collaboration that makes great work happen.

Life @ Pave

Founded in 2019 with a clear purpose and a team that has never wavered from it Pave has grown into a global force in compensation management giving thousands of companies the tools to take control build confidence and earn credibility in every pay decision they make. And were just getting started. Headquartered in San Franciscos Financial District with regional hubs in New York Citys Flatiron District Salt Lake City Kraków (Poland) and the United Kingdom wherever youre based youll find the same thing: people who genuinely care about the work each other and the customers that rely on Pave.

We run a hybrid culture that brings teams together in person on Monday Tuesday Thursday and Friday and every Friday the whole company gathers for our Team Sync: breakfast new hire welcomes product updates fireside chats and yes the occasional Kahoot. Its one of the things people notice when they join us that we truly enjoy spending time together.

Our culture is shaped by five values we live every day:

• Be Intellectually Honest Truth over comfort. We face reality clearly and speak directly even when its hard.
• Play to Win Were not here to participate. Were here to be the #1 compensation platform in the world and we act like it.
• Uphold the Pave Platinum Standard We hold ourselves to the highest bar for our customers our data and each other.
• One Team We win and lose together. Titles dont drive decisions here shared goals do.
• Hug of Jawn Hard to define impossible to miss. Ask your recruiter.

Our Vision: Unlock a labor market built on trust.

Our Mission: Build confidence in every compensation decision.

We build software that transforms how companies pay their people and we believe the team behind that software deserves the same thoughtfulness. If youre ready to help shape the future of compensation alongside people who are smart humble and genuinely motivated by the problem were solving wed love to meet you.

Still deliberating Just apply! Were always excited to meet people who are eager to contribute.