Director of Global Account Management

About Zone & Co.

Zone & Co is a leading SaaS company committed to freeing finance teams from the limitations of clunky, disparate systems and manual processes. Our rapidly growing portfolio of solutions is built on the Oracle NetSuite platform (the leading cloud-based ERP software platform) and offers advanced automation and integration solutions to a wide spectrum of business-critical functions, including complex billing & revenue recognition, to off-the-shelf advanced reporting, Payroll, AP automation, payments, reconciliations, approvals and more. 

Zone helps over 3,000 companies worldwide work smarter, faster, and more securely, whilst maximizing platform value. We do this with a growing innovation-minded team with employees, based across North America, Europe, and Asia Pacific. 

Our journey is exciting and we welcome talented individuals looking to grow alongside us. If this sounds interesting to you, we’d love to hear from you!

Learn more at www.zoneandco.com or follow us on LinkedIn: linkedin.com/company/zoneandco.

About the Role:

We are seeking an experienced and results-driven Director of Global Account Management to join our dynamic sales team. The ideal candidate will be responsible for managing and growing a portfolio of global accounts, driving revenue growth, and exceeding sales targets. This role requires a strategic thinker with excellent relationship-building skills and a proven track record of success in direct sales within a global account management framework.

Responsibilities:

Direct Sales Leadership:

• Develop and execute strategic account plans to drive revenue growth and meet or exceed assigned sales quotas within the designated customer base.
• Lead the entire sales process from prospecting and lead generation to contract negotiation and deal closure, ensuring a seamless and positive customer experience.
• Establish strong relationships with key stakeholders at the global account level, including C-suite executives, decision-makers, and influencers.

Account Management:

• Serve as the primary point of contact for assigned global accounts, understanding their business needs, challenges, and goals.
• Identify opportunities for upselling or cross-selling additional products or services to existing customers to maximize revenue and deepen relationships.
• Collaborate with internal cross-functional teams, including sales support, marketing, product management, and customer success, to address customer needs and drive account growth.

Sales Strategy and Execution:

• Develop and implement sales strategies and tactics to achieve revenue targets, leveraging market insights, competitive analysis, and industry trends.
• Conduct regular business reviews with customers to assess performance, gather feedback, and identify opportunities for improvement.
• Provide accurate sales forecasts, pipeline updates, and regular sales performance reports to management.

Market Intelligence and Analysis:

• Stay abreast of industry trends, competitive landscape, and customer developments to maintain a deep understanding of the market and effectively position the company's offerings.
• Analyze sales data and performance metrics to identify trends, opportunities, and areas for improvement in global account management.

Team Management:

• Manage a small AMO team, providing leadership, coaching, and mentorship to support their professional growth and development
• Set clear performance objectives and expectations for team members, regularly review performance and providing feedback to drive improvement.

Salesforce (SFDC) Management: 

• Oversee the utilization and maintenance of Salesforce (SFDC) as the primary CRM platform for tracking account activities, sales pipelines, and customer interactions.
• Provide guidance and training to team members on Salesforce (SFDC) best practices and processes to ensure accurate data entry and reporting.
• Generate reports and dashboards in Salesforce (SFDC) to track sales performance metrics, identify trends, and make data-driven decisions.
• Collaborate with Salesforce (SFDC) administrators to customize and optimize the platform to meet the specific needs of the global account management team.

Requirements

• Bachelor's degree in Business Administration, Sales, Marketing, or related field

• 7+ years of experience in direct sales roles, with a proven track record of success in global account management and exceeding sales quotas.
• Strong understanding of sales methodologies, negotiation techniques, and account management best practices.
• 5+ years of experience working with SalesForce at a proficient level, including demonstrated ability to utilize Salesforce features for sales pipeline management, reporting, and data analytics
• Excellent communication, presentation, and interpersonal skills, with the ability to effectively engage with customers at all levels of the organization.
• Strategic thinking and analytical skills, with the ability to develop and execute sales strategies tailored to individual customer needs and market dynamics.
• Experience managing remote employees in diverse timezones

Benefits

At Zone, our benefits are designed to enrich your life beyond the workplace. Recognizing that work is just a fraction of your overall life experience, we are dedicated to providing robust support. As a fully remote company, we prioritize flexibility and balance. Explore our comprehensive list of benefits at Zoneandco.com.

Zone and Co is an Equal Opportunity Employer committed to diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, age, national origin, disability, protected veteran status, gender identity, or any other factor protected by applicable federal, state, or local laws.