5-7 years of enterprise sales experience, particularly in market research or consumer insights.
Proven track record of driving contract expansion within complex organizations.
Strong consultative sales skills to align solutions with customer needs.
Expertise in managing renewals and upsell opportunities effectively.
High proficiency in Salesforce for deal tracking and pipeline management.
Excellent negotiation skills for structuring enterprise contracts.
Ability to navigate and manage relationships across multiple teams in large enterprises.
Responsibilities
Cultivate and retain relationships with senior stakeholders in assigned accounts.
Identify growth opportunities within existing organizations, including upselling and cross-selling.
Conduct in-depth discovery to align Zappi solutions with customer strategies.
Leverage consultative selling to develop strategic solutions and enterprise agreements.
Manage renewal bookings and collaborate with Customer Success to enhance retention rates.
Initiate renewal discussions early to maximize upsell opportunities.
Act as a strategic partner to advocate for customer success and satisfaction.
Benefits
Unlimited holidays with a minimum of 20 days off plus national holidays.
One company-paid mental health day every quarter for team-wide resets.
Flexible working arrangements, including remote options.
Support for setting up home offices as needed.
Access to wellbeing benefits and trained therapists.
Company-paid life, AD&D, and disability insurance.
Immediate access to health, dental, and vision insurance plans.
401k program with a 4% match after 90 days of employment.
Tailored personal development opportunities through training and mentorship.
Full Job Description
Senior Director, Account Management
Application Deadline: 26 November 2026
Department: Sales
Employment Type: Full Time
Location: Boston, MA
Reporting To: Mike D'Aloia
Compensation: $155K-$165K base salary, with a $260K-$275K OTE on a 60/40 base-to-variable split.
Description
We're now looking for a revenue-centric, consultative Senior Director, Account Manager to own and expand our existing enterprise customer relationships. The mission of our team is to drive the adoption of Zappi's agile research solutions, demonstrating the value of persistent audience insights to help customers make better business decisions. This role is focused on year-over-year growth, expansion of enterprise accounts, and maximizing customer lifetime value.
Responsibilities
Account Expansion & Growth
Cultivate and retain relationships with senior stakeholders within a set portfolio of accounts
Identify new areas of growth within an organization. Growth can be defined (but not limited to) increasing existing user base, upselling to premium solutions, driving adoption within new business units and users, and cross-selling new solutions to existing users.
Conduct in-depth discovery to understand customer innovation, advertising, and insights processes, ensuring Zappi solutions align with their strategic needs.
Leverage a consultative selling approach to develop strategic solutions and enterprise agreements that deliver value to Zappi and the customer.
Navigate complex enterprise organizations, working with multiple stakeholders including COEs, budget holders, senior marketers, and product leaders.
Renewals Management & Retention
Own and manage the renewal bookings target and partner with Customer Success to achieve high Gross Bookings Retention (GBR) and Net Bookings Retention (NBR).
Execute a structured renewals playbook, beginning renewal discussions at least 120 days in advance to maximize retention and upsell opportunities.
Maximize renewal to drive YOY growth and secure long term, upfront, and early commitments within the customer base.
Customer Engagement & Advocacy
Act as a strategic partner, driving long-term relationships and advocating for customers' success with Zappi.
Conduct multiple client-facing meetings per week, ensuring consistent engagement across all levels of the organization.
Collaborate cross-functionally with Customer Success, Professional Services, Solution Strategy, and Marketing to enhance customer satisfaction and adoption.
Provide clear forecasting, status updates, and strategic insights to internal teams to ensure renewal and expansion success.
Skills, Knowledge & Expertise
Significant enterprise selling experience, with a track record of driving contract expansion within complex organizations.
Experience in the market research or consumer insights industry or selling market research solutions.
Strong consultative sales skills, with the ability to align solutions to customer personas and business objectives.
Apply defined qualification principles to strengthen renewals and upsell opportunities, ensuring alignment with economic buyers, decision criteria, and procurement processes.
Demonstrated ability to drive YOY growth through account expansion and retention strategies.
Excellent negotiation skills, capable of structuring enterprise contracts that drive customer value and financial growth for Zappi.
Ability to manage relationships across multiple teams across complex large enterprise organizations with constantly changing priorities
Strong grasp of budget cycles, procurement processes, and brand-based buying centers.
High proficiency in forecasting, pipeline management, and Salesforce best practices.
Proactive approach, and ability to challenge industry norms and incumbents.
Willingness to travel for customer meetings and internal events, both in the US and internationally as needed.
AI Proficiency: Demonstrated ability and commitment to leverage company-defined AI solutions and tools throughout the sales and account management process to improve productivity, enhance customer engagement, identify growth opportunities, and drive better business outcomes.
Benefits
The salary range for this position is $155K-$165K base salary, with a $260K-$275K OTE on a 60/40 base-to-variable split.
Unlimited holidays - we want well rested and motivated teams so encourage people to take plenty of time off. We don't cap your allowance, but do set a minimum of at least 20 days per year plus national holidays
One company-paid mental health day of rest every quarter (these are pre-scheduled, so the entire company can take the same days off regularly to reset)
Flexible working arrangements, including remote (unless otherwise specified)
Thoughtfully designed offices to support both individual work and collaboration without interrupting others
Support setting up your home office, if appropriate
Wellbeing benefits and access to trained therapists / counselors
Company paid Life, AD&D, Short term & Long term disability
Immediate access to Zappi's Health, Dental and Vision Insurance Plan
Option to enter Zappi's 401k program after 90 days of employment, matched up to 4%
Tailored personal development through training allowances, coaching, mentorship and career frameworks
About Zappi
Zappi is a market research company that uses technology to help businesses make better decisions. The company's platform provides real-time insights into consumer behavior, allowing businesses to test and optimize their products and marketing campaigns. Zappi's customers include companies in the consumer goods, media, and technology industries. The company was founded in 2013 and is headquartered in London, UK.
