About the roleRillet is the AI-native ERP for modern finance teams, trusted by 750+ customers from fast-growing startups to public companies. As our customer base scales, expansion and retention will become increasingly important drivers of growth.
We're looking for our first Director of Account Management to build and own the commercial strategy for our existing customers. You'll establish our renewals and expansion motions, build and lead the AM team, and help drive Rillet's evolution into a multi-product platform. You'll also serve as a key voice of the customer, influencing pricing, packaging, and product strategy. This is a hands-on builder role for a commercial leader who has owned a number, built scalable processes, and thrives in high-growth environments.
What You'll Do- Build and lead Account Management: Own NRR and expansion ARR targets, hire and develop the AM team, establish coverage models and compensation plans, and define clear ownership across AM, CS, and Sales.
- Own renewals and expansion: Build predictable renewal forecasting, risk management, and escalation processes while driving strategic account planning, cross-sell, and upsell opportunities.
- Drive multi-product growth: Partner with Product and Product Marketing to launch new modules into the customer base, develop cross-sell strategies, and turn early adopters into advocates.
- Shape pricing and monetization: Work closely with the CEO, Product, and Finance to refine pricing and packaging using customer insights, expansion data, and willingness-to-pay analysis.
- Influence product strategy: Establish a structured customer feedback loop, quantify opportunities by ARR impact, and help prioritize the roadmap based on customer needs.
- Build executive relationships: Lead strategic customer engagement, including Executive Briefings and a Customer Advisory Board of CFOs and Controllers.
What You Bring- 10+ years in B2B SaaS, including 5+ years leading Account Management, renewals, or expansion teams.
- Proven success owning and exceeding NRR and expansion revenue targets.
- Experience building and scaling renewals or expansion motions from the ground up.
- Hands-on experience influencing pricing, packaging, and multi-product growth strategies.
- Experience selling to finance leaders; ERP, accounting, FP&A, or fintech experience strongly preferred.
- Strong commercial judgment, executive presence, and experience leading complex negotiations.
AI Fluency (Required)AI is central to how Rillet builds and operates. We're looking for leaders who actively leverage AI to improve efficiency, decision-making, and team performance.
- Use LLMs and AI agents for account research, meeting preparation, and strategic account planning.
- Build or implement AI-powered workflows for renewal risk, call analysis, and forecasting.
- Drive AI adoption across the team and measure its impact on productivity.
Be prepared to demonstrate how you're using AI in your work today.The expected base salary range for this role is $320,000 - $340,000in New York City and San Francisco. Final compensation within this range will depend on factors including skills, experience, qualifications, and the scope of the role. This role is also eligible for equity and benefits.
Life at Rillet- Grow with us. Take meaningful ownership, expand your scope, and make an impact as Rillet scales.
- Competitive pay and meaningful equity. Be rewarded for the value you help create.
- Benefits that support you. We offer competitive benefits designed to support your health, wellbeing, time away from work, family, and long-term financial goals.
- Better together. We value collaboration, connection, and spending meaningful time together as a team. We regularly create opportunities to connect through team meals, events, and company gatherings.
