Note: The job is a remote job and is open to candidates in USA. Celigo is a modern Integration and Automation Platform (iPaaS) on a mission to simplify how companies integrate, automate, and optimize processes. As the VP of Account Management, you will own the strategy and performance of the Account Management organization, leading teams to ensure net revenue retention and customer satisfaction.
Responsibilities
- Directly manage three Account Manager teams (each led by a Regional Director or equivalent), spanning SMB, mid-market, and strategic segments
- Set the organizational vision, operating model, and team culture for Account Management at Celigo
- Hire, coach, and develop front-line managers and, in partnership with them, individual AMs across all three teams
- Build and sustain a culture that rewards Curiosity, moves with Velocity, and holds itself to Outcomes — not simply activity
- Design career pathing and enablement programs that develop each of the four attributes at every level of the AM org
- Carry the net revenue retention, expansion ARR, and renewal targets for the full AM portfolio
- Build and execute against a rigorous forecast — providing accurate pipeline visibility to the CRO and Finance on a weekly basis
- Identify and capitalize on expansion opportunities within existing accounts, partnering closely with Sales on upsell and cross-sell motions
- Decide and move with incomplete information — you find the 80% solution, ship it, and iterate rather than waiting for certainty
- Establish and track the leading indicators (usage, health scores, EBR completion, expansion pipeline) that predict retention and growth
- Partner with Finance and Revenue Operations to model territory capacity, quota design, and commission structures
- Build and continuously refine playbooks, methodologies, and operating rhythms that scale as Celigo grows
- Standardize account planning, QBR/EBR processes, and renewal workflows across all three teams
- Use data and analytics to surface trends, risks, and greenfield opportunities at portfolio, team, and account level — and act on what you find without waiting to be asked
- Own the AM tech stack (CRM hygiene, CS tooling, dashboards) in partnership with Revenue Operations
- Contribute to Celigo's global AM strategy; anticipate second-order effects of decisions before they surface as problems
- Maintain executive-level relationships with Celigo's most strategic and at-risk accounts
- Serve as the executive escalation point for complex commercial, technical, or relationship challenges
- Ensure customers realize measurable, documented business value from the Celigo platform
- Bring the voice of the customer into internal strategy conversations, from roadmap to packaging to pricing, investing beyond your immediate deliverable when you see a gap
- Collaborate with Sales leadership on account planning, territory design, and seamless handoffs from new-logo to AM
- Partner with Customer Success, Professional Services, and Support to deliver an integrated post-sale customer experience
- Work with Product and Engineering to channel customer feedback into roadmap discussions
- Align with Marketing and Enablement on installed-base demand gen, content strategy, and AM skill-building programs
Skills
- 7+ years in Account Management or Sales, with at least 5+ years in a people-management role, including managing managers
- Proven track record of owning net revenue retention, expansion ARR, and renewal targets in a B2B SaaS environment
- Experience leading multi-team AM or CS organizations (3+ teams / 20+ ICs) in a high-growth SaaS company
- Deep familiarity with the B2B SaaS customer lifecycle, from onboarding and adoption through renewal and expansion
- Demonstrated success in building processes, playbooks, and operating cadences that measurably improve team performance
- Experience managing deals that range from complex, multi-stakeholder buying committees
- Curiosity: You seek out new information before it's required — about customers, market shifts, and the competitive landscape — and make the teams around you smarter for it
- Vision: You see around corners — connecting your team's day-to-day renewal and expansion work to Celigo's long-term growth strategy — and shape priorities accordingly
- Owner's Mindset: You treat Celigo's revenue and retention problems as your own; you invest beyond your job description when you see a gap and measure yourself by outcomes, not activity
- Executive presence with the ability to influence at CxO level, both internally and with customers
- Strong analytical skills — comfortable building and interpreting retention, expansion, and health dashboards
- Excellent cross-functional collaborator who thrives in a matrixed, fast-moving environment
- Builder's mentality — energized by creating structure and playbooks, not just inheriting them
- Background in eCommerce, high-growth SaaS, or mid-market/enterprise customer segments is strongly preferred
- Experience in integration, automation, or complex technical software is a significant plus
Benefits
- Remote-first culture, built on trust, collaboration, and transparency
- A high-growth, inclusive work environment where innovation thrives and ideas are implemented
- Lightspeed learning opportunities to keep you at the leading edge of your field
- Exceptional coworkers who challenge and inspire you daily
- Three weeks of vacation (starting year one)
- Wellness days and holidays to recharge
- Parental leave and a generous benefits package
- Monthly tech stipend
- Recognition and career development opportunities
Company Overview
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