Director of Account Management

We’re looking for a new Director of Account Management at Fleetio. In this role, you’ll develop and execute a strategic vision aimed at maximizing the value our customers receive from our products and services.

Reporting to the CRO, you will build and lead a team of managers who will manage Account Managers, working directly with our customers to drive value. The goals include: generating expansion revenue via upsells and cross-sells, completing on-time renewals, increasing adoption and usage and communicating the business value realized by each customer along with the opportunities to pursue. By building out the AM org you will be dedicated to architecting processes and strategies to find additional revenue opportunities within current customer accounts, increasing NRR and NPS.

About Fleetio

Fleetio (pronounced "flee-tee-oh”) is a modern software platform that helps thousands of organizations worldwide manage their fleet operations. Transportation technology is a hot market, and we’re leading the charge, with raving fans and new customers signing up daily.

What makes us special, you might ask? We’ve been remote-friendly since 2012 and have been recognized as Birmingham Alabama’s Best Places to Work five years in a row. We have over 200 employees all over the United States, Canada, and Mexico, and have over 5,000 paying customers in 70+ countries. It’s an exciting time at Fleetio as we’re growing 50+% year on year and have just closed our Series C round led by our incredible investment partner, Elephant. We’re building the fleet management platform of the future – the single screen for fleet managers to drive their businesses forward.

More about our product and company:

• Fleetio product overview video: https://www.youtube.com/watch?v=IlvIbwZT3oU
• Our careers page: https://www.fleetio.com/careers
• Check us out on Glassdoor (i.e., people love working here): https://www.glassdoor.com/Reviews/Fleetio-Reviews-E1745407.htm

What you'll be doing

• Build and lead a team of Front Line Sales Managers who manage Account Managers focused on delivering additional revenue streams “post-sale”
• Drive strategy to grow revenue within existing accounts by identifying new sales opportunities and successfully guiding them through contracting
• Develop a consultative sales process to help organizations understand how additional Fleetio products and/or services can help them
• Use data and product engagement insights to uncover additional pipeline opportunities within Fleetio’s customer base
• Collaborate with Business Operations, Customer Success, Marketing and Product Management leaders to align strategies for accelerated growth
• Drive proactive and consistent value-based follow-up via a team of Account Managers
• Foster exceptional Salesforce hygiene to provide up-to-date and accurate ongoing forecasts
• Negotiate balanced renewals and expansions that profit our business while benefiting the client
• Collaborate with the Sales and Customer Success team to help maximize client use, value, and satisfaction of our platform
• Don’t forget to mention “coffee” in your application so we know you read this

What's in it for you

• Great base salary and generous commission plan with no cap
• Join a “ground floor” initiative and help develop a winning strategy focused on growing revenue from current customers
• Be a part of an incredible team of “A” players who go above and beyond to make Fleetio a successful company. We’re a customer-centric team with a great product, excellent support, and countless happy customers.
• Work remotely (within the United States) or at our Birmingham, AL HQ. We strive to promote a strong remote working culture and have done so since the beginning (2012).

Requirements

• Experience in building a SaaS Account Management strategy by working with business partners to drive collaboration and alignment, and aligning on key metrics to measure impact
• 5+ years of Leading an Account Management function at a high-growth SaaS company
• 5+ years of Sales Leadership experience leading a high-performing revenue-generating team
• Passionate about forecast accuracy and operational rigor
• Strong verbal and written communication skills
• Excellent presentation and negotiation skills
• Extremely focused and disciplined with your time
• Outstanding work ethic and hustle
• Resourceful and determined, yet not afraid to ask for help
• Excited by technology and its ability to make you more productive
• Ability to travel 30-40% of the time for customer engagements or internal meetings (eg: 2-3 trips each month for 1-2 days each)
• Level up if you know a thing or two about cars and engines

Benefits

• 100% health/dental coverage (50% coverage for family)
• Vision insurance
• Incentive stock options
• 401(k) match of 4%
• PTO - 4 weeks
• 8 company holidays + 2 floating holidays
• Parental and bonding leave
• Dependent care and medical FSA
• Short and long term disability
• Community service funds
• Professional development funds
• Health and wellness initiatives
• Mac laptop + new hire equipment stipend
• Monthly catered lunches
• Fully stocked kitchen with tons of drinks & snacks
• Remote working friendly since 2012 #LI-REMOTE

Fleetio provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment. We celebrate diversity and are committed to creating an inclusive environment for all. All employment is decided on the basis of qualifications, merit and business need.

This application is not intended to and does not create a contract or offer of employment. Employment with Fleetio is at will.

If you have a disability or a special need that requires an accommodation to fill out the online application, please let us know by calling (205) 718-7500 or emailing recruiting@fleetio.com.