Vice President, Key Accounts

Vice President, Key Accounts

Role:

The Vice President (VP) of Key Accounts is the single-threaded owner responsible for the vision, strategy, and hyper-growth of our most strategic and valuable customer relationships worldwide. This executive leader will build and scale an elite sales organization dedicated to maximizing the Lifetime Value (LTV) and executive alignment within a portfolio of the world's most iconic brands. This is not a traditional sales leadership role; it requires an architect's mindset to design the Go-To-Market strategy, a coach's passion for developing elite leaders, and a diplomat's skill for navigating the highest levels of customer and internal C-suite relationships. You are the ultimate accountable party for the success and long-term trajectory of the entire Key Accounts program.

Results: What You Will Achieve

• Program Architecture: Design, build, and execute a multi-year strategy and operational framework for the entire Key Accounts program, ensuring its alignment with corporate objectives.


• Predictable Hyper-Growth: Own and consistently exceed the revenue, growth, and P&L targets for the multi-hundred million dollar Key Accounts business, delivering accurate forecasting for the company's most complex revenue streams.


• World-Class Hiring and Team Building: Attract, hire, mentor, and lead a team of high-performing leaders (AVPs), fostering a culture of accountability, strategic thinking, and operational excellence.


• Executive Sponsorship & Influence: Serve as the primary executive sponsor for our most critical customer relationships, driving top-to-top alignment and acting as the ultimate escalation point and trusted advisor.


• Strategic GTM Innovation: Evolve the "sell to, sell through, and sell with" GTM model, pioneering new approaches to deep account penetration and leveraging the GSI ecosystem to create outsized value.

Relationships: Who You Will Impact

• Sales Leadership Team: Serve as a key member of the senior sales leadership team, acting as the definitive voice of the Key Accounts program and influencing overall GTM strategy.


• C-Suite & Board Level: Cultivate and maintain peer-level relationships with the most senior executives (CEO, CIO, Board Members) at our largest customers and strategic partners across the US.


• Key Accounts Team: Lead, inspire, and align the entire ecosystem of AVPs, Key Account Directors, and dedicated cross-functional teams toward a unified vision and strategy.


• Internal Collaboration: Partner with all cross functional peers across Product, Marketing, Finance, HR and Legal to champion the needs of our most strategic accounts and influence the corporate roadmap.

What You Bring to the Role

• Dynamic Leadership: 5+ years of experience as a 3rd line leader (or highly experienced second-line leader), with a demonstrated track record of leading leaders and scaling a sales organization.


• Business Unit Ownership: 15+ years of enterprise software sales experience, including proven success building and scaling a business unit in excess of $100M+ ARR with predictable, high-growth results.


• Key Accounts Program Experience: Deep expertise in creating and executing a key account program, with a history of managing multi-hundred million dollar portfolios.


• C-Suite Acumen: Unparalleled executive presence and a proven ability to negotiate multi-year, nine-figure contracts and build trusted-advisor relationships with C-level executives of Fortune 100 companies.


• Strategic & Operational Rigor: A master of value-selling methodologies (e.g., MEDDPICC) and a data-driven approach to building scalable, repeatable processes for forecasting, planning, and execution.

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