Vice President Strategic Accounts

About the role

Pactum is looking for a hands-on, commercially minded Vice President of Strategic Accounts to lead our most important customer relationships and build the function that drives customer growth and long-term value. You'll carry direct customer responsibility alongside your leadership responsibilities, engaging C-level procurement leaders, running executive business reviews, and personally influencing renewal and expansion outcomes across our most strategic accounts.

This role is based in the United States, preferably in Chicago, Boston, New York, or Connecticut.

Responsibilities

• Strategic account leadership: Own executive relationships across Pactum's most strategic accounts. Serve as executive sponsor for a portfolio of high-value customers, develop deep understanding of their objectives, and lead account planning that drives long-term retention and growth.
• Commercial growth: Drive expansion revenue, renewals, and upsell opportunities across the portfolio. Identify barriers to adoption and growth, support commercial negotiations, and build structured account plans with clear views of risk and opportunity at all times.
• Team leadership: Coach and develop a team of Strategic Accounts Managers, fostering a culture of accountability, customer obsession, and high performance. Improve team effectiveness through better prioritisation, tooling, and operating discipline rather than headcount.
• Customer advocacy: Build and execute customer advocacy initiatives across your portfolio, including references, case studies, and speaking opportunities. Ensure customer insights flow directly into go-to-market and product decisions.
• Cross-functional influence: Act as the voice of the customer cross-functionally, partnering with Product, Engineering, Sales, Alliances, and Marketing to strengthen Pactum's position within key customer ecosystems and influence roadmap priorities.
• Partnerships and industry presence: Serve as executive sponsor for key strategic partnerships. Represent Pactum at industry events, customer meetings, and partner engagements. Strengthen Pactum's reputation as the trusted AI partner in enterprise procurement.
• Scaling the function: Help establish the repeatable processes, metrics, and operating rhythms that enable the Strategic Accounts team to scale. You're not just executing the playbook, you're writing it.

Requirements

• 15+ years in procurement leadership, procurement consulting, with a proven track record in senior customer-facing leadership at a company still figuring out how to scale.
• Deep familiarity with enterprise procurement: how large organisations buy, expand, and make strategic technology decisions.
• A track record of growing accounts, not just retaining them, through structured expansion motions and executive engagement.
• Experience leading and developing customer-facing teams, with the ability to coach Directors operating as strategic advisors and commercial owners.
• Executive communication skills, written and verbal, with credibility in front of CPOs, CFOs, and VP-level stakeholders.
• Experience managing complex, multi-stakeholder relationships across geographies and business units simultaneously.
• Comfort building process in a high-growth startup environment where the playbook is still being written.
• Salesforce or equivalent CRM proficiency.
• High ownership, low ego. You chase outcomes, navigate ambiguity, and don't wait for permission.
• Willingness to travel to meet customers and work across international teams.

Nice to have

• Hands-on background as a procurement practitioner, either in industry or consulting.
• Experience in a Series B or C B2B SaaS company scaling its post-sales organisation.
• Familiarity with procurement technology ecosystems, including Coupa or SAP Ariba.
• Existing relationships within the enterprise procurement or supply chain community.

Why join us

• You want to own the outcomes that matter most at a company where the product is genuinely changing how global enterprises operate.
• You're energised by building, not just managing, and want to leave a function better than you found it.
• You thrive at the intersection of executive relationship management, commercial growth, and team leadership.
• You've seen how broken enterprise procurement is and you're ready to be part of fixing it.

Benefits

• Unlimited vacation time: We trust our people to take the time off they need to rest, recharge, and manage personal commitments.
• Paid sick leave: Take the time you need, worry-free.
• Company equity: Every Pactum employee receives stock options. When Pactum wins, you win.
• SPOT bonuses: We celebrate people who go above and beyond. Anyone at Pactum can nominate a colleague for a cash award tied to our values.
• Learning & development: We support your growth through seminars, workshops, coaching, and other resources.
• Flexible schedule: We care about impact—work in a way that sets you up to do your best work.
• Annual off-site retreats: Connect with the team in person.
• Home office setup: Provided for remote employees to help them do their best work.

Pay

The compensation range for this role is $350,000 - $400,000 year on-target earnings, with a 60/40 split between base and variable plus company equity.