The posting
Mission – Why we exist, what we do, and why we need you
SpotMe is a leading B2B event platform that helps enterprises increase the impact of their events by delivering CRM-connected, high-quality experiences across in-person, virtual, hybrid events, and webinars. With a strong focus on life sciences, SpotMe powers Onomi: an HCP engagement product that enables medical and commercial teams to run impactful congresses, symposia, advisory boards, and webinars. Together, SpotMe and Onomi turn events into a company’s most effective engagement channel.
This position is the ideal role for experienced talents in tech/services sales. With a self-driven resilient mindset, positive energy, and strong business acumen, you'll thrive in a fast paced environment. You will negotiate multi-year enterprise contracts, drive revenue and usage growth across our largest Fortune 500 accounts, and shape the long-term success of our most valued partnerships. Our top-performing Account Directors typically progress to sales leadership roles.
The Account Director role is key in our sales team and reports directly to the VP of Account Management. Following our Onomi launch, life sciences expansion pipeline is the #1 company objective, and driving revenue growth within existing customers is a key component.
As the account leader, you will be the primary point of contact for 7-15 key accounts with a total revenue of ~$3M and:
- [40%] Identify and close expansion, upgrade and renewal opportunities.
- [20%] Account retention and expansion plan execution: inserting Onomi into centers of excellence and delivery units, designing operating procedures for flawless execution, coordinating implementation and key integrations, evangelizing buying centers, functions and geo/affiliates with workshops and webinars, and partner engagement, briefing and certification.
- [15%] Build relationships with key account stakeholders: engaging with new users, fostering trust-based relationships with champions and above-event stakeholders (commercial excellence, medical, IT, procurement), establishing open lines of communication with economic buyers, influencing HQ-prescribed technology usage guidelines, facilitating introductions and exec touchpoints at director/VP level with a meaningful briefing, demonstrating value in absolute ROI terms, and securing customer presence at customer advisory boards and 3rd-party events and roundtables.
- [10%] Perform account research, mapping and planning: capturing intelligence on organization design, strategic priorities, Onomi's share of wallet, other vendors' scope, and integration, usage and investments for each use case; understanding budget cycles; partner mapping; and creating pricing benchmarks against other solutions.
- [10%] Handle first-line account compliance, administrative and product inquiries.
- [5%] Report on sales activities: CRM updates, sales forecasts and pipeline calls.
Objectives - The problems you will solve
In your first 1 month, you will:
- Join our leadership team at live industry events: staff the booth at tradeshows and walk congresses with them
- Master our core sales plays: rehearse them, listen to past winning calls, and successfully conduct an expansion mock demo call that convinces the team you can do it alone
- Master our sales processes and systems (Salesforce, Google Suite, PowerPoint, Fathom) to be able to manage a sales lifecycle from customer request to contract expansion deals autonomously
- Get introduced to all customers in your portfolio and secure face time with 80% of them.
In your first 3 months, you will:
- Close your first deal autonomously
- Identify 2 expansion levers for each account, with goals and steps documented in Salesforce
- Attend your first congress solo, with a pre-event target list, a floor contact log, and 100% follow-up
- Complete your account research and planning for every account in your portfolio, including renewal strategy and budget insertion
After the first 6 months, key indicators (usage and logo revenue) are trending up
After 12 months, you will:
- Have met 100% of your customer portfolio in person at least once and met 1-3 new influential stakeholders per account
- Have executed your account plans and achieved an aggregate 20% YoY revenue growth on your portfolio through services and/or software expansion
What you need to be great at:
- Account leadership: You are above all a true account leader in B2B SaaS or services/consulting - you have managed large accounts ($200K-$2M) in large companies (>500 employees) over time, and you are able to truly understand the decision-making process and buying centers, and establish and nurture relationships with key people to expand scope and volume. You know what it means to operate a global, large-scale account in a first-class fashion.
- Industry expertise with business orientation: You bring SaaS experience selling into critical industries - pharma, financial services, professional services, or tech - with demonstrated experience working with the most demanding customers. Above all, you have a flair for spotting pain points, helping customers form business cases, and guiding them towards execution. Pharma HCP engagement expertise, with all its nuances (medical, commercial, marketing), is a plus but not a must.
- Autonomy and resourcefulness: You make decisions with confidence and don't wait to be told what to do. When you hit a wall, you find a way around it - you are scrappy, creative, and solution-oriented by nature. You move fast and act proactively, even when there is no immediate commercial upside.
- Commercial sharpness: You run numbers quickly, think several steps ahead in negotiations, and understand what truly drives your customers' business. You can build a solid business case that holds up in front of a C-suite or procurement team, and you are comfortable making decisions and forming working hypotheses even when you don't have all the facts.
SpotMe recruits, compensates, and promotes regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, parental status, or veteran status.
