[Remote] Director of Mid-Market Accounts

Note: The job is a remote job and is open to candidates in USA. Platform Science is an open IoT platform dedicated to transforming the transportation industry. They are seeking a Director of Mid-Market Accounts to lead and mentor a team of Account Managers, oversee account strategy, and drive growth and retention for mid-market accounts.

Responsibilities

• Develop and execute the overarching account strategy for Platform Science in the mid-market segment, aligning with company revenue goals and market opportunities
• Identify and prioritize key strategic initiatives to drive retention, expansion, and new business within the mid-market account portfolio
• Stay abreast of industry trends, competitive landscape, and client needs to proactively identify opportunities for Platform Science to enhance its offerings and market position
• Lead, manage, and mentor a team of 5-7 Account Managers, fostering a high-performance culture focused on client success, strategic thinking, and continuous improvement
• Provide strategic guidance and support to AMs on complex account planning, executive relationship management, commercial negotiations, and risk mitigation
• Conduct regular performance reviews and provide constructive feedback, supporting the professional growth and career advancement of the AM team
• Facilitate knowledge sharing and best practices across the global accounts team to elevate overall performance and consistency
• Cultivate and maintain executive-level relationships with key stakeholders within Platform Science's accounts, acting as a senior point of contact and trusted advisor
• Serve as an escalation point for critical client issues, ensuring swift resolution and maintaining high levels of customer satisfaction
• Represent Platform Science at executive business reviews and strategic client discussions
• Oversee the aggregate revenue performance of the mid-market account portfolio, ensuring the achievement of retention and growth targets
• Support AMs in complex contract renewals and negotiations, ensuring favorable terms for Platform Science and a smooth quote submission and approval process while preserving long-term client partnerships
• Identify and drive cross-sell and up-sell opportunities within the account base, working in conjunction with product and sales leadership
• Act as a primary voice of the customer for the account segment, translating client needs and market insights into actionable feedback for product, engineering, and senior leadership teams
• Collaborate closely with cross-functional teams including Product, Engineering, Sales, Marketing, Service Delivery and Finance to ensure seamless client experiences and coordinated account strategies
• Champion the needs of the mid-market accounts team internally, ensuring they have the necessary resources and support to succeed
• Ensure accurate and reliable revenue forecasting for the entire global accounts portfolio, providing regular, insightful reports to senior leadership
• Implement robust account health monitoring and risk mitigation strategies to proactively address potential churn and maximize retention
• Develop and enforce consistent reporting mechanisms for AMs to track performance, client health, and market insights

Skills

• Bachelor's degree in Business Administration, Marketing, Technology, or a related field
• A minimum of 8+ years of progressive leadership roles deeply engaged with customer accounts, with at least 3+ years in senior leadership roles leading teams engaged with customer accounts, preferably within the technology or SaaS sector
• Demonstrable track record of leading teams that successfully retain and grow client portfolios, preferably within the technology or SaaS sector
• Extensive experience in developing and executing account plans for clients, particularly within the transportation, logistics, or related industries
• Proven ability to build and maintain strong, influential relationships with C-suite executives and key decision-makers in global organizations
• Direct leadership experience within the transportation, logistics, telematics, or supply chain technology sector
• Formalized sales methodology training (e.g., Miller Heiman, Challenger Sale, MEDDIC, TAS)
• Expert proficiency with CRM systems, particularly Salesforce, for pipeline management, forecasting, and reporting

Benefits

• Medical, dental, and vision insurance
• Short-term and long-term disability insurances
• AD&D and life insurance
• 401k plan
• Paid vacation, sick leave and holidays
• Six weeks of paid parental leave
• A strong base salary, aggressive performance-based incentives tied to the overall performance of the mid-market account portfolio
• Bonus
• Equity
• Benefits

Company Overview