Account Director - Enterprise (Life Sciences)

About SpotMe

SpotMe is a premier B2B event platform dedicated to enhancing the impact of enterprise events. We specialize in delivering CRM-connected, high-quality experiences across in-person, virtual, and hybrid formats, with a strong focus on the life sciences industry. Our product, Onomi, empowers medical and commercial teams to execute impactful congresses, symposia, advisory boards, and webinars, transforming events into a company's most effective engagement channel.

Why You're Needed

We are seeking experienced, self-driven talents in tech/services sales to join our dynamic team. With a resilient mindset, positive energy, and strong business acumen, you will thrive in a fast-paced environment. This role is crucial for driving revenue and usage growth across our largest Fortune 500 accounts, particularly within the life sciences sector following our Onomi launch, which is a top company objective. Your success here can lead to sales leadership opportunities.

The Role

Reporting directly to the VP of Account Management, you will serve as the primary point of contact for 7-15 key enterprise accounts, managing a total revenue of approximately $3M. Your focus will be on identifying and closing expansion, upgrade, and renewal opportunities, ensuring the long-term success and growth of our most valued partnerships.

Responsibilities

• [40%] Identify and close expansion, upgrade, and renewal opportunities.
• [10%] Perform account research, mapping, and planning: Capture intelligence on organization design, strategic priorities, Onomi share of wallet, competitor landscape, integration needs, usage patterns, investment cycles, and pricing benchmarks.
• [20%] Execute account retention and expansion plan: Integrate Onomi into centers of excellence, design operational procedures, coordinate implementation and integrations, evangelize across buying centers, and engage partners.
• [10%] Handle first-line account product, compliance, and administrative tasks.
• [5%] Report on sales activities: Maintain CRM updates, provide sales forecasts, and participate in pipeline calls.
• [15%] Build relationships with key account stakeholders: Engage new users, foster trust with champions and executive stakeholders (commercial excellence, medical, IT, procurement), communicate with economic buyers, influence technology usage guidelines, facilitate executive touchpoints, demonstrate ROI, and secure customer participation in advisory boards and industry events.

Objectives

• First Month: Onboard, gain product fluency, understand the industry, learn systems, meet customers, and grasp their buying centers and use cases. This includes completing SpotMe Academy certification, participating in project work, and conducting a mock scoping/demo call.
• After 3 Months: Complete initial account research and planning, initiate account plans with renewal strategies, budget insertion, and growth targets. Improve leading indicators (usage, opportunities) and unlock expansion levers for each account.
• After 12 Months: Execute account plans to achieve an aggregate 20% Year-over-Year revenue growth through services and software expansion.

What You Need to Be Great At

• Account Leadership: Proven experience managing large B2B SaaS or services/consulting accounts ($200K-$2M) in large companies (>500 employees), with a deep understanding of decision-making processes and buying centers.
• Industry Expertise with Business Orientation: SaaS experience selling into critical industries (pharma, financial services, professional services, tech) with a flair for spotting pain points, building business cases, and guiding customers to execution. Pharma HCP engagement expertise is a plus.
• Autonomy and Resourcefulness: Ability to make confident decisions, act proactively, and find creative solutions to challenges.
• Commercial Sharpness: Strong analytical skills for quick number crunching, strategic negotiation, understanding customer business drivers, and building robust business cases for executive audiences.

Benefits

• Opportunity to progress to sales leadership roles.
• Work with a leading B2B event platform in the high-growth life sciences sector.
• Manage a portfolio of Fortune 500 accounts.
• Competitive compensation and benefits package (details not specified in posting).

SpotMe is an equal opportunity employer committed to diversity and inclusion.