Director of Account Management
Workplace Options
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Lead
About the role
- Lead, coach, and develop Account Managers and Senior Account Managers across the Americas reseller channel.
- Oversee onboarding, performance management, goal-setting, and continuous coaching.
- Conduct regular 1:1s, performance reviews, and development planning.
- Monitor KPIs tied to revenue growth and partner success; ensure team accountability.
- Support recruitment, training, resource planning, and workforce allocation in partnership with AM leadership.
- Foster a collaborative, high-performance culture focused on partner outcomes.
- Model best practices in reseller account management and strategic relationship building.
- Own a portfolio of high-value or complex strategic reseller accounts.
- Support team members in developing new and existing accounts.
- Act as the escalation point for critical issues and executive-level engagements.
- Lead QBRs, annual planning, and C-level interactions for key partners.
- Build strong Premier/Strategic relationships and deliver exceptional customer experiences.
- Serve as a strategic advisor, supporting partners’ GTM, enablement, and engagement initiatives.
- Deliver team revenue targets and reseller channel performance outcomes.
- Manage pipeline health, forecast accuracy, and key account metrics.
- Identify and drive upsell, cross-sell, and expansion opportunities.
- Optimize team portfolio allocations for maximum growth potential.
- Develop and execute scalable account growth strategies with the team.
- Track, analyze, and report on revenue, account health, and performance trends.
- Represent the business in partner meetings, renewals, and up-sell discussions.
- Implement and refine account management processes and best practices for reseller partnerships.
- Ensure consistent execution of QBRs, account plans, and stakeholder engagement.
- Maintain high CRM data quality and leverage relationship intelligence tools.
- Support planning and launch of new reseller partners and ongoing partner initiatives.
- Resolve operational and strategic issues impacting partner engagement.
- Identify process improvements to drive efficiency and scalability.
- Partner with Sales/Business Development on new reseller acquisitions and smooth handoffs.
- Collaborate with Sales, Marketing, Product, and SMEs to align solutions with partner needs.
- Provide Product teams with partner insights to influence roadmap direction.
- Coordinate internal resources to support partner projects and initiatives.
- Share partner trends and feedback to guide internal strategy.
- Collaborate closely with AM leadership and the Chief Customer Officer on strategic programs.
Requirements
- Bachelor’s degree in Business, Marketing, Communications, or related field
- 7+ years in Account Management, Channel Sales, or Client Success (ideally in reseller/partner environments)
- Proven ability to grow strategic accounts and meet/exceed revenue targets
- Strong understanding of reseller/channel ecosystems and EAP/Wellness markets (or ability to ramp quickly)
- Effective leader with strong coaching, people management, and relationship-building skills
- Experience driving business development, revenue growth, and engaging C-level stakeholders
- Successful track record with QBRs, account growth planning, and resolving complex partner issues
- Proficient with CRM and relationship intelligence tools
- Excellent communication, presentation, and interpersonal skills
- Strong business acumen, financial literacy, and GTM planning capability
- Skilled at managing multiple stakeholders, deadlines, and projects
- Comfortable with change, ambiguity, and balancing strategy with execution
- 2–3+ years team leadership experience (preferred)
- Bilingual in Spanish or Portuguese is a plus
Benefits
- Full benefits package
- Paid time off
- 401k match
- Training/tuition reimbursement
- Gym reimbursement
- Wellness rewards
- Access to EAP benefits and all WPO services
- Mentorship Program
- Employee exchange program
- Comprehensive training provided for this position
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
Account ManagementChannel SalesClient SuccessRevenue GrowthBusiness DevelopmentGTM PlanningPerformance ManagementKPI MonitoringStrategic Account GrowthProcess Improvement
Soft skills
LeadershipCoachingPeople ManagementRelationship BuildingCommunicationPresentationInterpersonal SkillsBusiness AcumenFinancial LiteracyProject Management