Director, Account Management

The Texthelp Group and n2y have over 50 years of combined experience in creating and delivering innovative technology for the education and the workplace sectors. The companies merged in March 2024 after operating adjacently for many years. Together, we believe that everyone can learn and that we all have the right to understand and be understood. 

Joining forces means the combined mission of advancing the learning, understanding and communication of one billion people around the world by 2030 becomes even stronger. We will make a deeper, richer impact on people’s lives and on society. 

We can only achieve our mission and continue to grow by having high performing, passionate people on our team. Both Texthelp and n2y promote a collaborative and innovative work environment where diversity is embraced and empowered.

The combined organization employs over 600 staff across locations in the UK, Norway, Denmark, Sweden, USA and Australia. 

We plan to reveal our new brand in early 2025, but for now the messaging and any correspondence for this role will come from Texthelp.  We’re extremely proud to be on this journey, and hope you can join us!

About the Role

We’re looking for an experienced Director of Account Management  to lead and develop our quota carrying sales team in acquiring new business within existing customers across the USA. This role will report to the Vice President of Sales, managing a dedicated team of Account Executives while also engaging directly with K12 professionals, including Tech Integration Specialists, Special Education Teachers, Administrators, Curriculum Directors, ESOL, and Title I Directors. The Director of Account Management  will ensure team members are well-trained, motivated, and equipped to meet and exceed sales quotas, while also contributing directly to our mission of improving the educational outcomes of students across North America.

Key Responsibilities:

• Team Leadership and Management
• Manage and oversee the work of territory Account Executives, including hiring, training, and motivating them to achieve goals and exceed quota.
• Set and track individual reps’ KPIs, working with them to meet weekly, monthly, and/or quarterly sales targets.  
• Coach team members to develop their selling skills and maintain adequate sales pipelines - focused on creating, advancing and closing opportunities within their territory
• Proactively manage the performance of direct reports by reviewing objectives and providing actionable feedback to improve performance.
• Identify training, development, and skills needs for yourself and your team, regularly checking in on development plan progress.
•  Customer Expansion and Upsell:
•   Execute strategies to maximize expansion and upsell within the region’s client base by guiding AEs through effective territory and opportunity management
•  Create reference-worthy accounts within the region
•   Focus on moving customers from single product to multi-product contracts, which both improves ARR and reduces churn risk.
• Sales Strategy and Execution
• Take direction from the VP of Sales to maximize sales in North America and achieve team quota targets on a monthly, quarterly and yearly basis.
•  Reinforce optimization of the sales process to achieve upsell and cross-sell ARR, utilizing the MEDDPICC framework to qualify opportunities rigorously.
• Facilitate effective utilization of new tools, communications, training, and methodologies to ensure the program’s success.
• Guide the team in developing and executing strategic business plans to maximize results and achieve goals
• Provide coaching in effective management of opportunities through each stage of the sales funnel
• Pipeline and Forecast Management
• Manage team pipeline to meet required pipeline metrics and reporting requirements, including:
• Maintenance of an accurate team forecast with weekly reviews, guided by the MEDDPICC framework.
• Pipeline build aligned to monthly and quarterly pipeline coverage targets.
• Optimization of your team’s workload to move opportunities through the pipeline with high velocity and increased average deal size
• Provide weekly, monthly, and quarterly reporting and business reviews for senior leadership as required.
• Collaboration and Cross-Functional Engagement
• Collaborate with other key stakeholders across the organization to achieve the company's goals and objectives.
• Work closely with Rev Ops, Product Marketing, Customer Success, and Technology teams to enhance the efficacy of sales efforts and maintain alignment of messaging.
• Engage with demand generation and product initiatives, using company-wide resources to optimize successful engagement with new opportunities.
• Work with other sales leaders to develop effective sales strategy
• Customer Relationship Management
• Create and maintain customer relationships by providing market and product expertise to achieve long and short-term sales objectives.
• For newly won customers, lead the team in following the hand-over process to ensure the highest levels of customer satisfaction.
• Enhance n2y and Texthelp’s reputation as a valued partner in education, contributing to customer satisfaction and retention
• Support AEs in client meetings, serving as expert in the space
• Sales Support & Administration
• Assist sales teams with opportunity and quotation reviews.
• Provide support for escalations and participate directly in complex sales situations and negotiations.
• Ensure CRM is updated in a timely, comprehensive manner 
• Continuous Improvement
• Track your team’s win ratio and conduct regular reviews of closed opportunities to learn from wins and losses.
• Identify and escalate areas of improvement while providing proposed strategies to build on success 
• Contribute positively to company meetings and initiatives aimed at improving sales performance and processes.

Essential Criteria

• 3+ years’ experience managing a sales team with proven success in achieving team quotas.
• 3+ years’ experience within an EdTech SaaS sales team.
• Strong leadership skills with demonstrated ability to coach and motivate team members effectively.
• Proven track record of individual and team quota achievement.
• In-depth knowledge and experience with the USA and K12 markets.
• Demonstrated passion for customer success and excellence.
• Proficient in CRM (Salesforce preferred), with the ability to manage data, track leads, and produce quality reports.
• Experience in researching and profiling whitespace accounts to identify new opportunities.
• Strong understanding of SaaS sales strategies and associated metrics.

Desirable Criteria

• Excellent relationship-building and interpersonal skills, with an enthusiasm for meeting new people.
• Confident communicator with strong presentation skills and ability to develop and share a compelling vision for the team.
• Experience building teams and successfully onboarding new sales representatives.