Director, Account Manager (Maternity Cover) - Orgvue

About Orgvue

Orgvue is a leading organizational design and planning software platform that leverages data visualization and modeling to build more adaptable, better-performing organizations. HR, finance, and business leaders use Orgvue for actionable insights to make faster workforce decisions in a constantly changing world. Orgvue is used by the world's largest enterprises and management consulting firms.

About the Role

This is a 12-month maternity cover position for a commercially minded Director, Account Manager. This hybrid 'player, coach' role involves managing individual accounts while leading a small team of Account Managers within the region. You will develop relationships with key contacts in Enterprise firms (CHROs, CFOs, COOs), identify opportunities, negotiate, upsell, and collaborate with delivery teams to deploy Orgvue’s organization modeling platform. As a team leader, you will drive regional growth, set account engagement strategy, and contribute to evolving Orgvue’s revenue and customer experience capabilities. You will be a critical part of regional and global leadership teams.

Responsibilities:

• Manage a $1-4 Million book of business across 6-10 accounts.
• Lead regional team of Account Managers, setting strategy, managing performance, and defining global processes.
• Maintain view of renewal and upsell opportunities, risks, and forecasts; report on metrics weekly.
• Retain accountability for regional performance against financial targets.
• Research existing accounts to assess business opportunities for upsell, renewal value, and services revenue.
• Collaborate with assigned account teams to create and maintain account plans, leveraging internal colleagues to meet account needs.
• Provide input to marketing and engagement campaigns targeting existing accounts.
• Manage customer account data, follow up on marketing lead activity, and capture outcomes.
• Utilize domain expertise and thought leadership to establish and grow relationships with influencers and decision-makers.
• Identify and facilitate appropriate coaching and content for customers based on their maturity, ambition, and business context.
• Lead solution discovery to understand client requirements, objectives, and priorities.
• Present the Orgvue platform, including team and/or consultative presentations.
• Work with existing clients to develop their communities and provide new introductions.
• Negotiate contracts with senior management and corporate counsel.
• Maintain a strong upsell, renewal, and services pipeline, forecasting through CRM.
• Meet agreed monthly/quarterly/annual performance objectives in both upsell activity and quota achievement.
• Collaborate with internal stakeholders in Customer Experience, Revenue, and R&D to communicate and escalate product challenges and opportunities.

Alliances Ecosystem & Co-Selling:

• Work closely with alliance managers and partner teams to assess joint pipeline and potential opportunities.
• Develop compelling joint value propositions to drive growth in project business and conversion opportunities.
• Develop joint account plans with strategic partners and identify opportunities to embed, enhance, and grow Orgvue usage.

Qualifications:

• Bachelor’s degree or equivalent experience required.
• 8+ years of experience in a customer-facing role, consistently exceeding targets.
• Demonstrated aptitude in managing and leveraging relationships to secure business and executive alignment.
• Extensive latitude for independent judgment; ability to travel and work without supervision on complex projects.
• Demonstrable knowledge and ability to speak to Orgvue business domains (HR technology, organization transformation, organization design, HR processes, workforce planning).
• Demonstrable knowledge of FSI, Healthcare, Energy, FMCG, TMT, or Retail verticals; business acumen to identify and articulate opportunities.
• Excellent verbal and written communication skills, including public speaking.
• Hybrid position: 1-2 days per week in the Philadelphia office (if located nearby).

Benefits:

• 5% matched 401k.
• Wellbeing: Sanctus Coaching, Headspace mindfulness app, Virtual fitness sessions, Wellbeing webinars, Annual Wellbeing day.
• 25 days paid vacation (plus 1 extra day per year of employment up to 30 days).
• Healthcare premiums 100% paid by employer for the majority of plans, including family, dental, and vision.
• Annual discretionary bonus.

Our Commitment to Diversity:

Orgvue promotes individualism and a diverse workforce. We are proud to be an equal opportunity employer.