Director of Insights leading multiple research engagements for Material. Collaborating with teams to translate data into actionable insights, mentoring junior researchers, and driving client relationships.
About the role
- Director of Strategic Accounts at SiteMinder driving revenue growth through team leadership and strategic client engagement. Focusing on SaaS and hotel technology in the Americas market.
Responsibilities
- Recruit, onboard, coach, and mentor a high-performing team of Account Managers, fostering a culture of ownership, strategic thinking, and client advocacy.
- Own and be accountable for the team's financial performance, with a focus on maximising Net New MRR.
- Directly oversee and drive the team's success in closing new business from a defined list of named accounts.
- Maximise revenue from the existing base through either the sale of new products/add-ons, and through hotel property expansion.
- Strategically negotiate price increases and favourable terms during all contract renewals.
- Maintain oversight of customer attrition (Churn MRR), ensuring the portfolio remains below the established target.
- Conduct regular 1:1s, performance reviews, and pipeline forecasting, ensuring the team consistently meets or exceeds their growth and retention quotas.
- Design and implement a highly focused strategy for pursuing and acquiring business from the list of named accounts, collaborating cross functionally to penetrate these strategic targets.
- Act as an executive point of escalation for priority clients and serve as the senior deal sponsor for critical named account acquisitions.
- Define the strategy, content, and executive participation for the QBR process, ensuring these sessions clearly demonstrate ROI, justify pricing, and drive MRR Expansion discussions.
- Act as the final escalation point for all high-value contract renewals, leveraging a deep understanding of value delivered to successfully negotiate price changes and contract term extensions that contribute to overall MRR.
- Serve as the primary liaison between the Account Management team and key internal stakeholders, to ensure alignment on go-to-market strategies.
Requirements
- Extensive progressive experience in B2B SaaS Sales, Account Management, and Revenue Leadership, at a Director-level or equivalent leadership role.
- Proven track record of consistently achieving and exceeding multi-million dollar revenue quotas (ARR/MRR) across both new logo acquisition and expansion revenue.
- Deep expertise in the Hotel Technology (Hotel Tech), Travel Tech, or closely related SaaS industry, with established professional networks in the US hospitality market.
- Demonstrable experience in designing and executing sophisticated Named Account/Target Account selling strategies.
- Expert-level command of negotiation, commercial contracting, and pricing strategy, specifically within a recurring revenue (MRR/ARR) model.
- Significant experience managing a highly complex sales cycle that involves C-suite engagement and multiple stakeholders.
- Exceptional ability to recruit, onboard, coach, and mentor a geographically dispersed, high-performing Account Management or Sales team.
- Proficiency in pipeline management, sales forecasting, and revenue operations tools to drive data-driven performance insights.
- Strong orientation toward process, accountability, and metric-based performance management (KPIs: Net Retention Rate, Expansion MRR, New Logo Acquisition).
- Demonstrated ability to function as a strategic cross-functional leader, capable of building alignment with Marketing, Product, and Finance teams.
Benefits
- Equity packages for you to share in SiteMinder's growth and successes
- Hybrid working model (3 days per week in the office)
- Private health insurance
- Mental health and well-being initiatives
- Referral bonus for bringing in new talent
- Paid birthday, study and volunteering days off every year
- Employee Resource Groups (ERG) to help you connect and get involved
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
No Education Requirement
Location requirements
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