Managing Director, Enterprise Accounts

About the Role and Team

At EMARKETER, we’re passionate about our customers’ experience and ability to leverage our research and insight to make strategic decisions. As Managing Director of Enterprise Accounts, you will manage a team of Account Managers and Account Directors, coaching them to maximize growth opportunities in the largest and most strategic accounts in our business. You will report to the SVP of Global Account Management and work closely with the rest of the Account Management leadership team. This is a hybrid role based out of our New York City office, with regular in-office expectations. Applicants must be authorized to work in the United States without the need for visa sponsorship, now or in the future, and must be within commuting distance of our New York City office. Relocation assistance is not available.

Ideal Candidate Profile

The ideal candidate is:

• A strategic thinker who develops long-term strategies to maximize spend at our largest accounts and partners with cross-functional stakeholders, both internally and externally
• A dedicated coach who drives high performance through predictable and consistent coaching, meeting cadences, and performance reviews
• A skilled negotiator who manages the largest, most complex accounts and frequently negotiates subscription contracts
• A results-driven leader who uses data and metrics to measure team actions and outcomes in qualitative and quantitative ways
• A growth-focused operator who constantly thinks about scalable ways to retain and grow spend in our client base
• A team player who welcomes accountability for team goals and collaborates with other sales and account management leadership
• A confident communicator who tailors messaging to articulate value and communicates clearly with direct reports, peers, and managers
• A promoter of inclusion committed to fostering an inclusive culture and valuing diversity of thought and experience

Responsibilities

• Manage a team of Account Managers and Account Directors who oversee a diverse array of large corporate accounts within the EMARKETER portfolio
• Develop strategies to retain and grow existing bookings within the team’s assigned accounts
• Own responsibility for a book of business/accounts and a team upsell quota
• Actively coach a team of Account Managers and Account Directors using high-performance management strategies
• Partner with Account Management leadership and sales operations to analyze customer satisfaction and health scores to categorize accounts (growth, risk, etc.)
• Proactively address growth opportunities and customers at risk for churn to positively impact customer health
• Work with direct reports to address customer objections, including renewal or upsell negotiations
• Collaborate with sales enablement to train team members on new programs or processes

Requirements

• Track record of success as an individual contributor
• Experience successfully managing a team to achieve or overachieve specific goals and metrics with similar growth and retention expectations
• Experience with SaaS solutions, research, media, agencies, marketing & advertising, retail & ecommerce, or financial services companies
• Experience with strategic account planning at very large and complex organizations

Pay

Base salary: $160,000–$175,000 (dependent on skills, experience, and competencies)

On-Target Earnings (OTE): $245,000–$260,000 (base + uncapped commission)

Benefits

• Unlimited PTO, 10 paid holidays, and 16 weeks of parental leave
• Comprehensive medical, dental, and vision insurance plans
• Matched and vested 401k plan
• Access to resources for financial planning guidance, family planning services, mental health support, and Employee Assistance Programs (EAP)
• Additional benefits including commuter benefits, phone reimbursement, and gym membership discounts

About EMARKETER

EMARKETER is the world's leading research company focused on digital transformation. We hire people passionate about providing business leaders with actionable data and insights in digital marketing and advertising, media, retail and ecommerce, financial services, healthcare, and more. Our clients include top global brands within Fortune 1000 companies, as well as smaller firms striving to compete in a digital age. We pride ourselves on an inclusive work environment and continuously strive for diversity of thought, identity, and experience while encouraging growth and providing support to team members throughout the organization.

Values

Our people are the foundation of our success. Guided by our values, we:

• Serve Our Clients: Prioritize their needs to deliver excellence in our products and services.
• Work as One Team: Collaborate with trust, accountability, and transparency.
• Innovate and Adapt: Foster curiosity, resilience, and fearless exploration of new ideas.
• Celebrate Diversity and Inclusion: Embrace a diverse, inclusive environment where all voices are valued and respected.