Senior Director, Account Management

Zappi

. Own and expand existing enterprise customer relationships .

Posted 10/26/2026full-timeRemote • Massachusetts • United StatesSenior💰 $155,000 - $165,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in enterprise sales, focusing on driving account expansion and retention through consultative selling and strategic relationship management. Proficient in utilizing Salesforce for pipeline management and forecasting while navigating complex organizational structures.

Highest-signal resume keywords

Enterprise Selling ExperienceConsultative Sales SkillsSalesforce ProficiencyNegotiation SkillsMarket Research Solutions

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account ExpansionContract StructuringForecastingPipeline ManagementUpsellingRenewal ManagementCustomer InsightsDiscovery ProcessesStrategic Solutions DevelopmentBudget Cycle Understanding

Soft Skills

Relationship ManagementProactive ApproachCollaborationAdaptabilityCommunication

Tools & Technologies

SalesforceAI SolutionsMarket Research Tools

Industry Keywords

Consumer InsightsEnterprise OrganizationsProcurement ProcessesBudget HoldersSenior Stakeholders

About the role

Key responsibilities & impact

Own and expand existing enterprise customer relationships
Drive adoption of Zappi's agile research solutions and demonstrate the value of persistent audience insights
Cultivate and retain relationships with senior stakeholders within a portfolio of accounts
Identify new growth areas, including increasing user bases, upselling premium solutions, driving adoption in new business units and users, and cross-selling solutions
Conduct in-depth discovery of customer innovation, advertising, and insights processes
Develop strategic solutions and enterprise agreements using a consultative selling approach
Navigate complex enterprise organizations and work with COEs, budget holders, senior marketers, and product leaders
Own and manage the renewal bookings target and partner with Customer Success to achieve high GBR and NBR
Execute renewals playbook beginning at least 120 days in advance
Secure long-term, upfront, and early renewal commitments
Act as a strategic partner and advocate for customer success with Zappi
Conduct multiple client-facing meetings per week
Collaborate with Customer Success, Professional Services, Solution Strategy, and Marketing
Provide forecasting, status updates, and strategic insights to internal teams

Requirements

What you’ll need

Significant enterprise selling experience, with a track record of driving contract expansion within complex organizations
Experience in the market research or consumer insights industry or selling market research solutions
Strong consultative sales skills, with the ability to align solutions to customer personas and business objectives
Apply defined qualification principles to strengthen renewals and upsell opportunities, ensuring alignment with economic buyers, decision criteria, and procurement processes
Maintain impeccable Salesforce hygiene, tracking deal timelines, forecast categories, and pipeline accuracy
Demonstrated ability to drive YOY growth through account expansion and retention strategies
Excellent negotiation skills, capable of structuring enterprise contracts that drive customer value and financial growth for Zappi
Ability to manage relationships across multiple teams across complex large enterprise organizations with constantly changing priorities
Strong grasp of budget cycles, procurement processes, and brand-based buying centers
High proficiency in forecasting, pipeline management, and Salesforce best practices
Proactive approach, and ability to challenge industry norms and incumbents
Willingness to travel for customer meetings and internal events, both in the US and internationally as needed
Demonstrated ability and commitment to leverage company-defined AI solutions and tools throughout the sales and account management process

Benefits

Comp & perks

Unlimited holidays, with a minimum of at least 20 days per year plus national holidays
One company-paid mental health day of rest every quarter
Flexible working arrangements, including remote
Thoughtfully designed offices supporting individual work and collaboration
Support setting up a home office, if appropriate
Wellbeing benefits and access to trained therapists / counselors
Company paid Life, AD&D, Short term & Long term disability
Immediate access to Zappi's Health, Dental and Vision Insurance Plan
Option to enter Zappi's 401k program after 90 days of employment, matched up to 4%
Tailored personal development through training allowances, coaching, mentorship and career frameworks