Director, Account Management
Job Description
Position Overview
Momentive Software is building its first dedicated Account Management team, and this role leads it. The Director, Sales – Account Management will hire, train, and lead a new team of Account Managers who own the health, retention, and growth of our existing client relationships. This is a zero-to-one role. You will define how Momentive manages accounts after the sale — from the team’s structure and duties to its process, tools, and targets — and then build the team that delivers it.
Position Summary
This role owns net revenue retention across Momentive’s client portfolio. You will design the Account Management function from the ground up: team structure, territories, quotas, and day-to-day duties. Then you will hire and coach the Account Managers who run it. You report to Josh Martin, SVP, Sales and work closely with Sales, Customer Success, Product, and Professional Services so clients renew, expand, and stay with Momentive.
A Day in the Life
- Build the Account Management team from the ground up: define team structure, territories, and hiring plan, then recruit and onboard the first Account Managers.
- Define the Account Manager role itself, including the core duties this team will own:
- Manage a portfolio of existing Momentive clients, serving as their main point of contact after the sale.
- Own renewals and retention for assigned accounts, working to catch churn risk before it happens.
- Find and close expansion opportunities — cross-sell and upsell across the Momentive product portfolio.
- Run regular account reviews with clients to track goals, surface risks, and show the value Momentive delivers.
- Partner with Customer Success and Support so clients get one connected experience, not a handoff.
- Keep Salesforce and related systems current with account plans, pipeline, and renewal dates.
- Track and report against net revenue retention (NRR), renewal rate, and expansion targets.
- Set quota, compensation recommendations, and success metrics for the Account Manager role, in partnership with Sales leadership and RevOps/Finance.
- Coach and develop Account Managers through pipeline reviews, call shadowing, and account planning sessions.
- Own the team’s forecast for retention, expansion, and renewal bookings, and report it monthly and quarterly to sales leadership.
- Partner across Sales, Customer Success, Product, Marketing, and Professional Services to close gaps in the client experience.
- Build the playbooks, templates, and enablement materials the Account Management team will use every day, including account plans, QBR decks, and renewal scripts.
- Bring the client’s voice into product and roadmap conversations, flagging themes you see across the portfolio.
- Stay current on the association and nonprofit technology landscape and the competitive dynamics that affect client retention.
We are looking for someone who brings
- Experience:
- 8+ years of B2B SaaS sales or account management experience, including at least 3 years leading a team.
- A track record of building a function, program, or team from scratch — not just running one that already exists.
- Direct experience owning retention and expansion revenue against net revenue retention (NRR) targets.
- Experience hiring, onboarding, and coaching account management or sales talent.
- Comfort operating in a private equity-backed environment with clear, near-term performance expectations.
- Experience working with executive-level client stakeholders and navigating multi-threaded accounts.
- Familiarity with the association, nonprofit, or membership technology space is a plus.
- Technical/Computer Skills:
- Salesforce, or a comparable CRM, used for forecasting, pipeline, and account management.
- Gong, Salesloft, or equivalent sales engagement and conversation intelligence tools.
- Microsoft Office 365, including Excel for reporting and quota modeling.
- Other Skills:
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