Lead the Key Account Management team to drive revenue expansion within existing accounts while establishing scalable commercial systems and collaboration with Customer Success.
• Define and operationalize the interaction model between KAMs and CSMs to ensure clear ownership of expansion, renewals, and operational execution.
• Build repeatable expansion strategies within accounts through multi-threading, stakeholder mapping, and proactive opportunity identification.
• Establish structured pipeline generation standards and ensure KAMs consistently create new opportunities within their portfolios.
• Run weekly opportunity reviews focused on deep deal understanding, risk identification, and unblock strategies for stalled deals.
• Improve forecast accuracy by implementing clear qualification standards and commercial hygiene across Salesforce opportunities.
• Design and operationalize expansion playbooks to standardize best practices across the KAM team.
• Implement commercial dashboards and reporting frameworks that allow leadership to monitor pipeline health, expansion performance, and team execution.
• Coach and mentor KAMs on account strategy, opportunity management, and commercial rigor.
• Partner with Marketing, Product, and Customer Success to align expansion initiatives and drive adoption of new solutions within the customer base.
• Drive strong execution discipline by ensuring initiatives translate into measurable outcomes and consistent team behaviors.
• 5+ years of experience in Account Management, Customer Success, or Sales roles managing strategic or enterprise accounts.
• 2+ years of experience leading or mentoring revenue teams.
• Proven track record driving expansion revenue within existing customer portfolios.
• Strong experience managing pipelines, opportunity strategy, and revenue forecasting.
• Ability to design scalable commercial processes, playbooks, and operational frameworks.
• Experience working cross-functionally with Customer Success, Marketing, and Product teams.
• Strong analytical and data-driven decision-making skills, with experience using CRM systems (e.g., Salesforce) to manage pipeline and performance.
• Excellent communication and stakeholder management skills, particularly when coordinating multiple teams around client growth initiatives.
• Ability to balance strategic thinking with hands-on operational execution.
• High level of ownership, accountability, and focus on delivering measurable commercial results.
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