The posting
Citylitics delivers predictive intelligence on where, how, and why infrastructure investments will occur across North America.
Infrastructure includes the foundational systems that shape our quality of life: water, transportation, transit, roads and highways, broadband, and power. It represents a multi-trillion-dollar market and a 20+ year megatrend in North America.
Citylitics transforms millions of documents across more than 40,000 cities, utilities, and public agencies into real-time market signals and high-value sales intelligence. Leading infrastructure vendors, engineering firms, and construction companies use the platform to identify and pre-position for major infrastructure opportunities earlier, helping them build relationships, shape project priorities, and influence scope before projects move to formal procurement.
Citylitics combines a network of AI agents, fine-tuned models, a proprietary infrastructure signals graph, and daily human-in-the-loop quality assurance workflows to deliver highly nuanced and reliable sales intelligence. The platform integrates seamlessly with CRMs, ERPs, and data lakes, embedding actionable insights directly into sales workflows so teams can prioritize the right pursuits and build stronger pipelines.
Our mission is to improve how infrastructure investments get made so critical needs can be addressed earlier and communities benefit from stronger, more resilient infrastructure.
Join Citylitics to work in a meaningful industry that will matter for decades to come while helping grow a company at the forefront of applied AI. We operate with a Results-Driven Mentality and a commitment to Raise The Bar, in a collaborative environment where Teamwork Makes the Dream Work as we tackle big challenges and celebrate wins together.
Who Are We Looking For?
Citylitics is hiring a proactive, analytical, and commercially driven Account Director reporting to the Director of Account Management.
The Account Director will own the commercial strategy and performance of an assigned customer portfolio, with direct accountability for achieving gross revenue retention and net revenue retention targets. This includes closing renewals and upsells while identifying and enabling cross-sell opportunities.
This role will build trusted relationships with customer executives and business leaders, develop a deep understanding of their strategic priorities, and advise them on how to apply Citylitics to drive pipeline growth, expand market coverage, increase sales productivity, and improve commercial performance.
The Account Director will establish the strategy for each account and own developing and expanding executive and key stakeholder relationships. The Customer Enablement team will execute the onboarding, training, workflow integration, and adoption activities required to support that strategy.
The ideal candidate has a strong background in Account Management or Sales and a demonstrated record of advising customers, retaining recurring-revenue accounts, and closing renewals and expansions.
Vacancy Status: This position is for an existing and active vacancy that Citylitics is currently seeking to fill.
What Will You Accomplish?
Account Strategy and Commercial Ownership
- Own renewal rate, GRR, NRR, and expansion ARR across an assigned customer portfolio.
- Build account plans that define customer goals, renewal strategies, growth opportunities, key relationships, and adoption priorities.
- Understand each customer’s budgets, priorities, planning cycles, and decision-making processes.
- Identify risks early and develop plans to protect and grow each account.
Executive Engagement and Customer Advisory
- Build, strengthen, and expand trusted relationships with customer executives, business leaders, and key stakeholders.
- Advise customers on how to use Citylitics to grow their sales pipeline, expand market coverage, improve sales efficiency, and expand gross margins.
- Develop executive and key stakeholder champions who advocate for Citylitics within their organizations.
- Lead account reviews, renewal discussions, and commercial negotiations.
Renewals and Account Growth
- Own and close renewals and upsells while enabling cross-sell opportunities.
- Identify opportunities to expand Citylitics across additional business units and platform use cases.
- Maintain an accurate renewal and expansion pipeline and forecast.
Cross-Functional Execution
- Set the account strategy and customer outcomes that guide adoption and enablement.
- Partner with Customer Enablement to ensure customers achieve the adoption and value required for renewal and growth.
- Coordinate internal teams to address customer needs, manage risks, and advance account opportunities.
- Maintain accurate account, relationship, renewal, expansion, and forecast information in the CRM.
- Other duties as assigned.
Requirements
Experience and Commercial Track Record:
- 5+ years of B2B Account Management or Sales experience in a SaaS, data, technology, or recurring-revenue business.
- Demonstrated success managing a material book of business and consistently achieving gross revenue retention, net revenue retention, renewal, and expansion targets.
- Proven experience leading complex renewals and commercial negotiations involving multiple decision-makers, procurement teams, and executive sponsors.
- Track record of identifying and closing expansion opportunities within existing accounts while consistently meeting or exceeding GRR and NRR targets.
- Experience building strategic account plans and coordinating internal teams to execute against them.
- Strong understanding of SaaS revenue metrics, including ARR, GRR, NRR, churn, contraction, expansion, renewal forecasting, and account health.
Executive and Strategic Account Management:
- Proven ability to build credibility and productive relationships with senior executives and business leaders.
- Strong executive communication, presentation, negotiation, and commercial storytelling skills.
- Ability to connect Citylitics’ capabilities to customers’ growth strategies, sales growth objectives, and market expansion plans.
- Ability to develop executive champions and navigate complex customer organizations.
- Strong business judgment and the ability to prioritize accounts, risks, and opportunities based on commercial impact.
- Experience leading executive business reviews, strategic planning sessions, renewal discussions, and value conversations.
Operational and Analytical Capabilities:
- Strong CRM discipline and experience managing account plans, renewals, expansion opportunities, forecasts, and commercial activity within a CRM.
- Ability to produce accurate forecasts and communicate changes in account risk, renewal probability, and expansion potential.
- Strong analytical, problem-solving, and decision-making skills.
- Highly organized, with strong attention to detail, prioritization, planning, and follow-through.
- Ability to lead cross-functional account initiatives without direct authority over the teams responsible for execution.
- Sufficient technical fluency to understand Citylitics’ platform, articulate its commercial value, and participate credibly in customer discussions.
- Comfortable operating in a fast-growing company where roles require initiative, accountability, resourcefulness, and disciplined execution.
Professional Attributes
- Commercially Driven: Maintains a strong focus on retention, expansion, and achieving measurable customer value.
- Strategic and Proactive: Anticipates customer needs, account risks, and growth opportunities and acts before they become urgent.
- Highly Organized: Manages multiple accounts, stakeholders, renewals, and expansion opportunities without losing momentum.
- Trusted Advisor: Builds credibility with customer executives and connects Citylitics to their strategic and commercial priorities.
- Clear and Persuasive Communicator: Navigates challenging conversations, influences decisions, and communicates value in clear commercial terms.
- Accountable and Results-Oriented: Takes ownership of commitments, follows through, and delivers against retention and growth targets.
Benefits
Why Citylitics?
- Competitive compensation package featuring an On-Target Earnings (OTE) potential of $135,000 – $180,000+
- This is a rare opportunity to influence positive change within one of the biggest societal challenges of our generation: sustainable public infrastructure
- You get to support a disruptive solution with a compelling value proposition into an industry that is eager to hear from you and in a market with no direct competition.
- We live at the cross section of infrastructure, scaleup and data science/AI. There is no other team like us in Toronto.
- There is no corporate bureaucracy here. You will accomplish more here in a few months than what you would in a few years at a large, entrenched technology company.
- We believe that Data and AI will play an outsized role in our future, so we equip every team member with access to Generative AI tools and our full Data Universe to enhance their productivity and encourage innovation through experimentation.
- We work hard, we play together, we win as a team! We are on a mission to solve infrastructure while savoring the moment and celebrating the little details along the way.
Citylitics is an equal opportunity employer. We are passionate about providing a safe workplace where everyone is accepted and has the opportunity to grow with us. We are committed to making diversity and inclusivity part of our culture!
