Location: New York, NY area (Hybrid, 2-days/week in office).
Department: Sales & Revenue Growth
We're looking for a Co-Head of Account Management to lead and scale Insightful's customer base across Latin America and EMEA. You will join a Co-Head who is running the business for Insightful for the U.S. You will operate from our NYC-based office, where all of our GTM and Product leadership sits.
In this role, you'll own net-new revenue growth across our hundreds LatAm and EMEA accounts. You'll set the expansion strategy for your regions, build and coach a team of account managers, and stay hands-on in the largest and most strategic deals. You'll work closely with Customer Success, Solutions Engineering, Product, and Marketing to identify expansion opportunities, build tailored growth plans, and run high-impact upsell and cross-sell motions across Insightful's Workforce Analytics, People Intelligence and Process Intelligence.
You've done this before. You've taken an account management business from about $5M to $15M, and you know what it takes in people, process, forecasting and executive relationships to do it again. You're fully bilingual in Spanish and English (Portuguese is a plus) and comfortable working across many markets, cultures and time zones from New York.
At Insightful, we move fast, stay curious, and reward results. If you're a data-driven, consultative leader who thrives on building value and scaling enterprise customers, this is your opportunity to make a measurable impact.
Responsibilities- Own the expansion topline number for LatAm and EMEA, and build the strategy, coverage model and operating rhythm to grow the regional book.
- Hire, lead, coach and develop a team of account managers across both regions.
- Partner with your fellow Co-Head to set global account management standards, compensation plans, playbooks and best practices.
- Personally lead or co-lead the largest and most strategic expansion opportunities, from discovery through close.
- Lead customers from initial focus area to proof of value to organization-wide scale.
- Build and maintain a robust regional growth pipeline, and own an accurate monthly and quarterly forecast.
- Drive consistent use of our sales process and the MEDDPICC qualification framework across the team.
- Build executive relationships with key customers, and act as a trusted advisor in English and Spanish.
- Develop a deep understanding of Insightful customer personas and regional market dynamics, and turn them into tailored growth plays.
- Partner with Solutions Engineering and Product to run successful POCs and meet customers' technical, data privacy and regulatory needs, including GDPR, EU data residency and local LatAm requirements.
- Work with cross-functional partners to improve operational efficiency while advocating for your customers and regions.
You are a great fit for this role if you have:- 5+ years of account management experience in enterprise and mid-market accounts (companies with 1,000+ employees), including people leadership.
- A proven track record of building an account management business from about $5M to $15M+ in ARR through expansion and upsell, not just renewals. Renewals are managed by our Customer Success team.
- Fully bilingual in Spanish and English (written and spoken). Portuguese is a strong plus.
- Experience selling into and managing customers across LatAm and/or EMEA.
- Experience hiring, coaching and scaling a team of quota-carrying account managers.
- Demonstrated strength in account mapping, multi-threading and executive stakeholder management in large organizations.
- Strong business acumen and the ability to build ROI-driven business cases.
- Deep familiarity with MEDDPICC, SPICED or other qualification frameworks, and with forecasting discipline.
- An AI-native mindset in your approach to the business.
- Excellent verbal, negotiation and presentation skills.
- Willingness to travel to LatAm and EMEA and to work across time zones.
- A bachelor's degree, ideally in Business Administration, Sales or a related field.
CompensationThe OTE range for the role is $350K - $400K depending on seniority.
