Director of Account Management
About the role
We are seeking a strategic, high-energy Director, Account Management to lead our team in deepening partnerships with multi-family owners and operators. This is a sales leadership role; CSMs and renewals are managed separately.
Responsibilities
Leadership & Talent Development
Coaching & Mentorship: Lead a team of AMs, providing hands-on coaching for complex negotiations, consultative discovery, and multi-product expansion plays.
Performance Management: Conduct regular 1:1s and pipeline reviews to ensure individual AMs are meeting or exceeding their quotas.
Scaling the Team: Recruit, hire, and onboard new Account Managers as we scale.
Strategic Account Growth
Architect the playbook for introducing new ApartmentIQ products to existing clients, ensuring the team aligns our suite with client business goals.
Executive Sponsorship: Act as the senior point of contact for "C-Suite" stakeholders at our largest multi-family accounts, stepping in to support high-stakes renewals or escalations.
Territory Optimization: Own the AM territory and account-assignment framework in partnership with Sales and CS leadership.
Operational Excellence
Forecasting & Reporting: Maintain an accurate team forecast in Salesforce, providing executive leadership with visibility into monthly and quarterly expansion and renewal trends.
Cross-Functional Advocacy: Serve as the "Voice of the Customer" to Product and Marketing teams, turning team-wide feedback into actionable product enhancements.
Field Leadership: Lead the team’s presence at national industry conferences and accompany AMs on high-value on-site business reviews (Travel up to 25%).
Qualifications
Experience: 7+ years in B2B SaaS Account Management or Sales, with 3+ years in a leadership or team-lead capacity.
Multifamily Expertise: Deep experience in Multifamily SaaS is required.
Proven Track Record: Demonstrated success in hitting team-wide quotas and managing high-growth expansion targets.
Subject Matter Expert: Previous experience selling competitive or market intelligence products is a significant plus.
Tech Stack Mastery: Advanced proficiency in Salesforce, Gong, Salesloft, and ZoomInfo to drive team productivity and data hygiene. Fluency with modern AI tooling (Claude, ChatGPT for workflow acceleration) is a plus.
Strategic Mindset: Ability to turn raw data into a narrative that helps AMs sell more effectively to sophisticated owners and operators.