VP, Account Management

Stord

. Build and lead Stord's Account Management function from scratch .

Posted 10/7/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in building and leading Account Management functions, with a strong focus on renewal and expansion strategies, team development, and metrics-driven performance management. Proven ability to manage complex stakeholder relationships and drive growth in B2B environments.

Highest-signal resume keywords

Account Management LeadershipRenewal And Expansion QuotasCRM/Renewal ForecastingBook-Of-Business Health MetricsB2B Customer Success Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account ManagementCustomer SuccessRenewal SalesExpansion SalesTeam BuildingTerritory DesignCompensation DesignForecast AccuracyGross RetentionNet Revenue Retention

Soft Skills

Executive PresenceC-Suite Relationship ManagementMulti-Stakeholder Collaboration

Tools & Technologies

SalesforceCRM Software

Industry Keywords

Supply ChainLogisticsE-CommerceB2BInstalled Base Management

About the role

Key responsibilities & impact

Build and lead Stord's Account Management function from scratch
Hire and develop the AM team, defining headcount, vertical organizational structure, territory and book assignments, and onboarding
Take formal ownership of accounts post-go-live, with AMs involved at contract signature for a warm transition
Own the full renewal book, including forecast accuracy, on-time renewal execution, and gross retention
Set and track book-of-business health metrics, including gross retention, NRR, and expansion attach rate, reported by vertical
Own expansion revenue across traditional fulfillment and parcel expansion, including new facilities, channels, and domestic and international volume growth
Own add-on product sales across the Commerce Product Suite: Engage, Resolve, Protect, Unbox, and Renew
Build expansion playbooks for traditional fulfillment/parcel upsell and the Commerce Suite motion
Design Account Management compensation covering renewals and both types of expansion
Partner with Customer Experience on clean handoffs, shared account health visibility, and aligned escalation paths
Partner closely with Customer Experience, Solutions Consulting, and Marketing to drive retention and growth across the installed base
Report directly to the CRO
Prepare the function ahead of the January 2027 launch

Requirements

What you’ll need

Bachelor's degree or equivalent experience in business, sales, or a related field
10+ years in Account Management, Customer Success, or a hybrid renewal/expansion sales role
At least 5 years in a leadership capacity
Ideally experience at a B2B company with a complex, sticky solution and a large installed base
Direct experience building an AM or CSM function from scratch, including hiring, territory/book design, and compensation design
Track record owning both renewal and expansion quotas
Strong executive presence and C-suite relationship management in complex, multi-stakeholder environments
Strong command of CRM/renewal forecasting, such as Salesforce or equivalent
Knowledge of book-of-business health metrics including gross retention, NRR, and attach rate
Experience layering a software or product attach motion onto a services/logistics relationship
Familiarity with supply chain, logistics, or e-commerce verticals
Experience with vertical-organized teams
Background at a company managing a large installed base at significant scale