Managing Director, Enterprise Accounts

Job description

EMARKETER is a subsidiary of Axel Springer SE, a transatlantic media company headquartered in Berlin and New York. Axel Springer's guiding principles – first articulated as [The Essentials](https://www.axelspringer.com/en/inside/the-essentials-what-we-have-adapted-and-why) – remain a cornerstone of the company’s foundation today. [Learn more about Axel Springer](https://www.axelspringer.com/en/). ### **We are hiring a Managing Director to join our Enterprise Accounts team at EMARKETER.** ### **The Role and Team:** At EMARKETER, we’re passionate about our customers’ experience and ability to leverage our research and insight to make strategic decisions. As Managing Director of Enterprise Accounts, you will be responsible for managing a team of Account Managers and Account Directors to their fullest potential by coaching them to maximize growth opportunities in the largest and most strategic accounts in our business. You will report to the SVP of Global Account Management and work closely with the rest of the Account Management leadership team. This is a hybrid role based out of our New York City office, with regular in-office expectations. Applicants must be authorized to work in the United States without the need for visa sponsorship, now or in the future. Candidates must be within commuting distance of our New York City office. Relocation assistance is not available. ### **The Ideal Candidate Is:** - **A strategic thinker:** You and your team will be developing long-term strategies to maximize spend at our largest accounts and will often partner with cross-functional stakeholders, both internally and externally - **A dedicated coach:** You love to manage and develop people, driving high performance through predictable and consistent coaching and meeting cadences and performance reviews - **A skilled negotiator**: You and your team will be managing the largest, most complex accounts at EMARKETER and will frequently negotiate subscription contracts - **A results-driven leader**: You recognize that we’re all responsible for revenue; you’ll partner with sales operations and your peers to use data/metrics to measure your team’s actions and outcomes in qualitative and quantitative ways - **A growth-focused operator**: You constantly think about scalable ways to retain and grow spend in our client base - **A team player**: You welcome accountability for your/your team’s goals and metrics and will work with other sales and account management leadership to ensure the success of the department’s goals - **A confident communicator**: You can provide guidance on how to effectively tailor messaging to ideal end users to articulate value in meeting their business objectives, whether in person, on the phone, or via email; you can communicate with your direct reports, peers, and managers in clear, concise ways - **A promoter of inclusion**: Committed to fostering an inclusive culture and values a representative workplace that embraces diversity of thought and experience. ### **Key Responsibilities:** - 10+ years of Account Management or Sales experience, including 3+ years of people management and coaching experience within subscription, SaaS, or data-driven products - Manage a team of Account Managers and Account Directors who manage a diverse array of large corporate logos within the EMARKETER portfolio - Develop strategies to retain and grow the existing bookings within the team’s assigned accounts - Own responsibility for a book of business/accounts and a team upsell quota - Actively coach a team of Account Managers and Account Directors to their full potential leveraging high-performance team management strategies and tactics - Partner with Account Management leadership and sales operations to analyze customer satisfaction and health scores in order to categorize accounts (growth, risk, etc.) - Proactively address growth opportunities as well as customers at risk for churn; positively impact customer health - Work with direct reports to address customer objections, including renewal or upsell negotiations - Work with sales enablement to train team members on new programs or processes ### **Desired Skills & Experience:** - Track record of success as an individual contributor - Experience successfully managing a team to achieve/overachieve specific goals and metrics with similar growth and retention expectations - Experience with SaaS solutions, research, media, agencies, marketing & advertising, retail & ecommerce, or financial services companies - Experience with strategic account planning at very large and complex organizations ### **Salary & Benefits:** - **Base salary:** $160,000-$175,000 (dependent on skills, experience, and competencies) - **On-Target Earnings (OTE):** $245,000-$260,000 (base + uncapped commission) - Unlimited PTO, 10 paid holidays, and 16 weeks of parental leave - Comprehensive medical, dental, and vision insurance plans - Matched and vested 401k plan - Access to resources for financial planning guidance, family planning services, mental health reach-out, and Employee Assistance Programs (EAP) - Additional benefits include commuter benefits, phone reimbursement, gym membership discounts, and more Salary for the role is commensurate with experience and depends on a number of factors, including a candidate’s qualifications, skills, competencies and experience. US pay range $160,000—$175,000 USD **About EMARKETER** EMARKETER is the world's leading research company focused on digital transformation. We hire people who are passionate about providing business leaders with actionable data and insights in the areas of digital marketing and advertising, media, retail and ecommerce, financial services, healthcare, and more. Our clients, who rely on our content to make informed decisions, include top global brands within Fortune 1000 companies, as well as smaller firms striving to compete in a digital age. At EMARKETER, we pride ourselves on an inclusive work environment and continuously strive for diversity of thought, identity, and experience while encouraging growth and providing support to team members throughout the organization. EMARKETER is committed to corporate transparency through regular business updates and an always-open line of communication. **What We Value** Our people are the foundation of our success. Guided by our values, we: - **Serve Our Clients:** We prioritize their needs to deliver excellence in our products and services. - **Work as One Team:** We collaborate with trust, accountability, and transparency. - **Innovate and Adapt:** We foster curiosity, resilience, and fearless exploration of new ideas. - **Celebrate Diversity and Inclusion:** We embrace a diverse, inclusive environment where all voices are valued and respected. To learn more about what it’s like to work at EMARKETER check out our [careers page](https://www.emarketer.com/careers/) and [life page](https://www.linkedin.com/company/emarketer-inc/life/33872e1c-1370-485f-ba86-e31902442c55/). *If this sounds like a great job for you, please apply online and tell us a bit about why you're a good fit for the role.* *Please note that for all positions at EMARKETER, there is an exercise component specific to the role to reduce selection bias in our recruiting process and test how you apply knowledge.*