This role is based in our Newton office
Lead the Key Accounts function, responsible for maximizing revenue, client satisfaction, and long-term portfolio growth across Omdia’s high-potential customer segment (accounts between $100K and $500K ARR). This role is a player-coach hybrid, driving strategic expansion within existing accounts while ensuring exceptional renewal rates. Oversee a dedicated account management team, focusing on disciplined account planning, relationship deepening, cross-sell/upsell execution, and value delivery to meet ambitious expansion and renewal targets.
Main Areas of Responsibility & Accountability
Team Leadership & Development
- Recruit, lead, coach, and inspire a high-performing team of Account Managers to become experts in retention and growth.
- Instill a client-focused, value-driven culture, prioritizing disciplined account planning and execution.
- Personally manage a small number of strategic key accounts to maintain market expertise and showcase best practices (Player component).
- Set and monitor individual and team objectives, driving consistent quota attainment across both expansion and renewal goals.
Strategic Account Planning & Execution
- Develop and drive unified, growth-oriented account plans for the entire portfolio, focusing on relationship mapping, identifying expansion opportunities, and increasing share-of-wallet.
- Ensure timely execution of renewal processes, accelerating contract closing, and de-risking high-value renewals.
- Implement playbooks and best practices for scaling account management across the 140-account portfolio.
- Conduct business reviews with senior client stakeholders to articulate value and secure long-term partnerships.
Operational Excellence & Forecasting
- Manage accurate reporting, forecasting, and pipeline health for both renewal and expansion activities, ensuring data integrity for incentive management and risk assessment.
- Optimize processes & tool adoption (e.g., SFDC) to drive sales efficiency & standardized workflows across the Key Account team.
- Serve as the final escalation point for commercial issues, negotiations, and contract terms for the portfolio.
Cross-Functional Collaboration & GTM alignment
- Partner closely with Customer Success to drive product adoption, usage, and client health, ensuring a smooth transition post-sale.
- Collaborate with Product Management to channel the voice of key accounts into product roadmaps and GTM messaging.
- Align with Marketing and Sales Enablement to launch targeted expansion campaigns and provide the team with necessary collateral and skills training.