[Remote] Director of Mid-Market Accounts

Note: The job is a remote job and is open to candidates in USA. Platform Science is an open IoT platform dedicated to transforming the transportation industry. They are seeking a Director of Mid-Market Accounts to lead and mentor a team of Account Managers, oversee account strategy, and drive growth and retention for mid-market accounts.ResponsibilitiesDevelop and execute the overarching account strategy for Platform Science in the mid-market segment, aligning with company revenue goals and market opportunitiesIdentify and prioritize key strategic initiatives to drive retention, expansion, and new business within the mid-market account portfolioStay abreast of industry trends, competitive landscape, and client needs to proactively identify opportunities for Platform Science to enhance its offerings and market positionLead, manage, and mentor a team of 5-7 Account Managers, fostering a high-performance culture focused on client success, strategic thinking, and continuous improvementProvide strategic guidance and support to AMs on complex account planning, executive relationship management, commercial negotiations, and risk mitigationConduct regular performance reviews and provide constructive feedback, supporting the professional growth and career advancement of the AM teamFacilitate knowledge sharing and best practices across the global accounts team to elevate overall performance and consistencyCultivate and maintain executive-level relationships with key stakeholders within Platform Science's accounts, acting as a senior point of contact and trusted advisorServe as an escalation point for critical client issues, ensuring swift resolution and maintaining high levels of customer satisfactionRepresent Platform Science at executive business reviews and strategic client discussionsOversee the aggregate revenue performance of the mid-market account portfolio, ensuring the achievement of retention and growth targetsSupport AMs in complex contract renewals and negotiations, ensuring favorable terms for Platform Science and a smooth quote submission and approval process while preserving long-term client partnershipsIdentify and drive cross-sell and up-sell opportunities within the account base, working in conjunction with product and sales leadershipAct as a primary voice of the customer for the account segment, translating client needs and market insights into actionable feedback for product, engineering, and senior leadership teamsCollaborate closely with cross-functional teams including Product, Engineering, Sales, Marketing, Service Delivery and Finance to ensure seamless client experiences and coordinated account strategiesChampion the needs of the mid-market accounts team internally, ensuring they have the necessary resources and support to succeedEnsure accurate and reliable revenue forecasting for the entire global accounts portfolio, providing regular, insightful reports to senior leadershipImplement robust account health monitoring and risk mitigation strategies to proactively address potential churn and maximize retentionDevelop and enforce consistent reporting mechanisms for AMs to track performance, client health, and market insightsSkillsBachelor's degree in Business Administration, Marketing, Technology, or a related fieldA minimum of 8+ years of progressive leadership roles deeply engaged with customer accounts, with at least 3+ years in senior leadership roles leading teams engaged with customer accounts, preferably within the technology or SaaS sectorDemonstrable track record of leading teams that successfully retain and grow client portfolios, preferably within the technology or SaaS sectorExtensive experience in developing and executing account plans for clients, particularly within the transportation, logistics, or related industriesProven ability to build and maintain strong, influential relationships with C-suite executives and key decision-makers in global organizationsDirect leadership experience within the transportation, logistics, telematics, or supply chain technology sectorFormalized sales methodology training (e.g., Miller Heiman, Challenger Sale, MEDDIC, TAS)Expert proficiency with CRM systems, particularly Salesforce, for pipeline management, forecasting, and reportingBenefitsMedical, dental, and vision insuranceShort-term and long-term disability insurancesAD&D and life insurance401k planPaid vacation, sick leave and holidaysSix weeks of paid parental leaveA strong base salary, aggressive performance-based incentives tied to the overall performance of the mid-market account portfolioBonusEquityBenefitsCompany OverviewPlatform Science provides telematics and fleet management solutions to enhance operations and driver experiences. It was founded in 2015, and is headquartered in San Diego, California, USA, with a workforce of 1001-5000 employees. Its website is https://www.platformscience.com/.