About The Position:As the
Director, Account Management, you build and run a high-performing sales team dedicated to expanding revenue within G-P's existing customer base. In this role, you own the sourced-expansion number and forecast, driving your sellers to capture growth that would not happen organically-including new products, new subsidiaries, account consolidation, and planned blocks of hires.
Reporting directly to the
VP, Global Customer Success, you will partner closely with the Director of Customer Success Managers, Partners & Alliances, New Business Sales leadership, Product Marketing, Finance, and RevOps/CS Ops to align strategy, establish rules of engagement, and accelerate net revenue retention.
What You Will Do:- Drive Revenue & Forecasting: Own the sourced-expansion number and pipeline/forecast reviews, reporting progress directly to the VP and Revenue leadership.
- Team Leadership & Development: Lead the strategic sellers, the staffing agency seller, and the Manager, Account Managers. Hire, coach, and build the team, mixing experienced sellers and converted CSMs while coaching them on account planning and executive selling in existing accounts.
- Territory & Account Strategy: Establish territory and account assignments for all sellers using whitespace in the base-specifically targeting single-country accounts, flat accounts, and subsidiaries not yet on G-P.
- Cross-Functional Alignment & Rules of Engagement: Establish and agree on rules of engagement and credit with CSMs, Partners, and the new business sales team. Partner with the CSM director on credit rules (ensuring opportunities exist in Salesforce prior to order, planned blocks of 5+ are logged 30 days ahead, and credit fields are completed).
- Customer Transitions: Bring sellers into wind-downs to effectively transition customers to Gia or a partner.
- Performance Ownership: Deliver on key team success metrics including sourced expansion against team targets, forecast accuracy, pipeline coverage, and seller ramp/attainment.
What We Are Looking For:Minimum Requirements:- 10+ years in enterprise B2B sales or account management.
- 5+ years of experience leading and managing sellers.
- A proven track record of growing revenue inside an existing customer base.
- Demonstrated experience building a new team, establishing territories, and setting quota plans.
- Strong forecasting discipline and pipeline management in Salesforce.
Preferred Qualifications:- Experience selling HR, payroll, or global services.
Compensation:The annual gross fixed pay range for this position is $137,200.00- $ 171,500.00, plus variable compensation (tied to the team's sourced-expansion number; final plan design with Finance and People).
Our ranges are established using objective market benchmarking data for this level of work. Final placement within the range is determined by gender-neutral criteria, including the candidate's relevant skills, experience, and specific qualifications for the role.
Actual compensation for this position may vary and will depend on multiple factors such as relevant qualifications, experience, education, and geographic location. For Full-Time Regular Employees, this position is also eligible for additional compensation as follows:
- Sales Roles: This position is eligible for a commission structure in addition to base salary.
- Non-Sales Roles: This position is eligible for an annual bonus which is paid dependent on various factors, including and without limitation, individual and company performance in addition to base salary.
Benefits G-P values its employees and offers excellent benefits and perks including generous paid parental leave, flexible time off, spending accounts, medical insurance, dental insurance, vision insurance, sabbatical after 5 years and more.
Individuals residing, or applying to work, in the
United States: California or Philadelphia,
Pennsylvania, please review the following additional information:
G-P will consider qualified applicants with arrest or conviction records in accordance with the California Fair Chance Act, Los Angeles City Fair Chance Act Ordinance, Los Angeles County Fair Chance Act Ordinance, and San Francisco Fair Chance Act Ordinance. Los Angeles applicants can review additional information regarding the Los Angeles City Fair Chance Act here: Fair Chance Initiative for Hiring Ordinance, and Philadelphia applicants can review information pertaining to Philadelphia's Fair Criminal Record Screening Standards Ordinance here: Fair Chance Poster. Any consideration of a candidate's background check with arrest or conviction records will include an individualized assessment based on the factors required by applicable law, including the candidate's specific record and the duties and requirements of the specific job.
