About the opportunity:

We are so excited to be hiring a founding Enterprise Account Director to join our team. The Parabola customer base has evolved significantly over the last year and a half and we now have a sizable (and quickly growing) book of strategic customers investing significantly in our technology and the partnership with Parabola to deploy AI in a durable, scalable way.

The Enterprise Account Director will be responsible for the retention, growth and overall value story for our largest, most strategic customers book. The book will be up to 20 customers including current customers like On Running, Whoop, Skims, Ro, Flexport, Fabletics and more.

The long term success of these customers is the foundation for our growth. With our AI platform and the strategic guidance from our Automation Engineers we have helped these organizations automate many of the most critical 'run your business' processes across operations, supply chain and finance. They are coming to this person with the foundations and the EAD will be responsible for charting the path to maximum value creation.

This is a founding role, so you are not just running the playbook, you're helping build one. This is the fastest growing segment of our business, so having a dialed playbook that solidifies and expands the lifetime value our our customer is critical to Parabolas growth as we scale as a company.

About you:

The Enterprise Account Director is someone that has the instinct and the ability to go deep with customers. You're not afraid and actually relish in the opportunity to understand a workflow from start to finish. Why it matters to the business. Why it's challenging and complex today. And the value the business would get if it was automated.

You aren't just good at making plans or assessing a situation; you execute, drive urgency and effectively project manage internally and with the customer until an outcome is realized. And then you are identifying the next milestone and doing it again!

You have a knack for taking hundreds of those micro stories from end users and transforming them into a compelling value story that supports the executive initiatives.

You obsess over the details. You have extreme ownership over the outcomes your customer and the team is trying to accomplish with a customer. You've always been called proactive. You're able to identify risks and not just identify them but create a mitigation plan. You are an exceptional communicator internally and with the customer, distilling down the most important information to move the needle for the customer.

You are thoughtful, organized, gritty and are comfortable engaging both technical and non-technical stakeholders in large organizations. If this is you, we'd love to chat!

What you'll be doing

The Enterprise Account director will be the owner of the account strategy, health and expansion plan. You will own...

• Account Planning: Own the strategy for each account including current health status, path to next stage, whitespace mapping, and expansion potential. You'll work with department leads to identify blockers, reengage users for the Growth Automation Engineer to help drive utilization, and you'll surface new functional use cases and opportunities for growth. You'll evaluate how to more deeply engage with customers including a strategy for what can be automated and what should remain human.
• Commercial Strategy & Execution: Own the renewal, expansion strategy and execution for your book of accounts. Accurately forecast retention and expansion on a weekly basis for the month and next two quarters.
• Executive QBRs: Drive alignment with leadership on ROI, consistently realigning on their top initiatives and how they translate to Parabola mandates.
• New Function Expansion: Leverage your whitespacing map to break into new functions and teams. Cross-sell to new teams within our book of business by leading dialed discovery calls and demos with key stakeholders and end users, pitching relevant use cases that drive quantifiable business outcomes to drive expansion. You'll lead those intro calls and hand off scoping and co-building to Automation Engineering.
• Partnership with Automation Engineering: You have a kick-a** partner here. A core part of your role will be to nurture an effective partnership with your Automation Engineering counterparts. This person will own the hands-on-keyboard work (office hours, build support, new product release introductions).
• Voice of the Customer: You will represent our strategic customer needs and product requirements to our product and engineering team

What we think you'll need to do it:

• 5+ years of SaaS closing experience working as an Account Executive or Account Manager focused on retention & expansion, ideally in a fast-growing SaaS startup or modern tech company.
• Experience managing a high touch book of business of ~10-25 value accounts and skilled in navigating and closing complex, consultative renewals, upsells and cross-sells from prospecting to close.
• More important than years of experience, you're a fast learner and you excel in environments with ambiguous, challenging problems. We're happy to tailor scope, compensation, and title on experience!
• Experience learning new tools, processes and building things from scratch.
• Excited to work out of our NYC or San Francisco office 3-4 days a week.
• Commercially skilled, customer obsessed. Enough said?! You know how to think critically about expanding the value your customers see from the product which results in increasing the value of the customer to the organization. Customer experience is a priority.
• Cross-functional champion. Your teammates and customers sing your praises and are excited to support you because of the respect and partnership you've earned.
• A growth mindset. You are self-aware, constantly looking for ways to grow and a fast and self-motivated learner. You'll bring that excitement about growth to the company.
• Product pro. You strive to be an expert in your product and pride yourself in solving customer problems. You might even know your way around a spreadsheet.
• Pride in your craft. You are organized and thoughtful and have a strong work ethic. You care about your work and the humans you work with - internally and with customers.
• Build customer trust. Customers describe you as an extension of their team and could not imagine NOT working with you.
• You are you. You are unique. You bring something great and uniquely awesome to the team. You are proud of who you are and you care about fostering an environment that is inclusive and caring.

OTE Range: $225K-$285K

This OTE range represents the minimum and maximum for this role based in San Francisco or New York City. The OTE given for this position is dependent on multiple factors, including years of experience, interview performance and anticipated responsibilities of the role. Our OTE is one component of Parabola's competitive total package, which also includes equity and premium health and wellness benefits.