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Account Director (Europe - Remote) at SpotMe. . Location: Remote (Europe). Mission – Why we exist, what we do, and why we need you. . SpotMe is a leading B2B event platform that helps enterprises increase the impact of their events by delivering CRM-connected, high-quality experiences across in-person, virtual, hybrid events, and webinars. With a strong focus on life sciences, SpotMe powers Onomi: an HCP engagement product that enables medical and commercial teams to run impactful congresses, symposia, advisory boards, and webinars. Together, SpotMe and Onomi turn events into a company’s most effective engagement channel. . . This position is the ideal role for experienced talents in tech/services sales. With a self-driven resilient mindset, positive energy, and strong business acumen, you'll thrive in a fast paced environment. You will negotiate multi-year enterprise contracts, drive revenue and usage growth across our largest Fortune 500 accounts, and shape the long-term success of our most valued partnerships. Our top-performing Account Directors typically progress to sales leadership roles. . . The Account Director role is key in our sales team and reports directly to the VP of Account Management. Following our Onomi launch, life sciences expansion pipeline is the #1 company objective, and driving revenue growth within existing customers is a key component. . . As the account leader, you will be the primary point of contact for 7-15 key accounts with a total revenue of ~$3M and:. . . [40%] Identify and close expansion, upgrade and renewal opportunities.. . [20%] Account retention and expansion plan execution: inserting Onomi into centers of excellence and delivery units, designing operating procedures for flawless execution, coordinating implementation and key integrations, evangelizing buying centers, functions and geo/affiliates with workshops and webinars, and partner engagement, briefing and certification.. . [15%] Build relationships with key account stakeholders: engaging with new users, fostering trust-based relationships with champions and above-event stakeholders (commercial excellence, medical, IT, procurement), establishing open lines of communication with economic buyers, influencing HQ-prescribed technology usage guidelines, facilitating introductions and exec touchpoints at director/VP level with a meaningful briefing, demonstrating value in absolute ROI terms, and securing customer presence at customer advisory boards and 3rd-party events and roundtables.. . [10%] Perform account research, mapping and planning: capturing intelligence on organization design, strategic priorities, Onomi's share of wallet, other vendors' scope, and integration, usage and investments for each use case; understanding budget cycles; partner mapping; and creating pricing benchmarks against other solutions.. . [10%] Handle first-line account compliance, administrative and product inquiries.. . [5%] Report on sales activities: CRM updates, sales forecasts and pipeline calls.. . . Objectives - The problems you will solve. . In your first 1 month, you will: . . . Join our leadership team at live industry events: staff the booth at tradeshows and walk congresses with them. . Master our core sales plays: rehearse them, listen to past winning calls, and successfully conduct an expansion mock demo call that convinces the team you can do it alone. . Master our sales processes and systems (Salesforce, Google Suite, PowerPoint, Fathom) to be able to manage a sales lifecycle from customer request to contract expansion deals autonomously. . Get introduced to all customers in your portfolio and secure face time with 80% of them.. . . In your first 3 months, you will:. . . Close your first deal autonomously . . Identify 2 expansion levers for each account, with goals and steps documented in Salesforce. . Attend your first congress solo, with a pre-event target list, a floor contact log, and 100% follow-up. . Complete your account research and planning for every account in your portfolio, including renewal strategy and budget insertion. . . After the first 6 months, key indicators (usage and logo revenue) are trending up. . After 12 months, you will: . . . Have met 100% of your customer portfolio in person at least once and met 1-3 new influential stakeholders per account. . Have executed your account plans and achieved an aggregate 20% YoY revenue growth on your portfolio through services and/or software expansion. . . What you need to be great at:. . . Account leadership:. You are above all a true account leader in B2B SaaS or services/consulting - you have managed large accounts ($200K-$2M) in large companies (>500 employees) over time, and you are able to  truly understand the decision-making process and buying centers, and establish and nurture relationships with key people to expand scope and volume. You know what it means to operate a global, large-scale account in a first-class fashion.. . Industry expertise with business orientation:. You bring SaaS experience selling into critical industries - pharma, financial services, professional services, or tech - with demonstrated experience working with the most demanding customers. Above all, you have a flair for spotting pain points, helping customers form business cases, and guiding them towards execution. Pharma HCP engagement expertise, with all its nuances (medical, commercial, marketing), is a plus but not a must.. . Autonomy and resourcefulness:. You make decisions with confidence and don't wait to be told what to do. When you hit a wall, you find a way around it - you are scrappy, creative, and solution-oriented by nature. You move fast and act proactively, even when there is no immediate commercial upside.. . Commercial sharpness:. You run numbers quickly, think several steps ahead in negotiations, and understand what truly drives your customers' business. You can build a solid business case that holds up in front of a C-suite or procurement team, and you are comfortable making decisions and forming working hypotheses even when you don't have all the facts.. . . SpotMe recruits, compensates, and promotes regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, parental status, or veteran status.