Cosmic Partners

Compensation

Full Description

We are working exclusively with our client to find a Remote Director of Account Management. About: We’re partnering with a leading technical-assessment SaaS business that is redefining how engineering teams are built. Their platform enables organisations to screen, test, and skill-map both candidates and employees, ensuring smarter and fairer hiring decisions by evaluating real technical ability at scale. By powering more accurate skills analysis, they are driving digital transformation, enabling AI adoption, and shaping workforce intelligence for some of the world’s most innovative companies. With a new VP of Revenue accelerating enterprise logo acquisition, they now seek a Director of Account Management to lead retention, growth, and customer success across their expanding global client base. Key Highlights: • Director of Account Management role with real ownership and impact. • Business at £16m ARR, in turnaround mode – chance to shape strategy and execution. • Series B company with over £20m raised. • Directly reporting to the VP of Revenue who has scaled and exited after improving a revenue position over a number of years. • Enterprise-focused SaaS with ACVs from £100k to 7 figures – significant upsell and expansion potential. • Current GRR at 72% – clear mandate to lift retention to 85%+. • Global headcount of ~85, with 30 based in the UK – strong platform to influence and scale. • Clear upside: within 3 months, upsell opportunities can deliver chunky expansions when the right motion is in place. • Product with tangible ROI: saves TA & engineering time, reduces cost of bad hires, accelerates billable hours. • Strong enterprise use cases: digital transformation, AI talent discovery, workforce intelligence. • Lean global AM/CS team (6 people across UK, Ireland & Eastern Europe) – close collaboration and scope to grow. • No-nonsense, high-performing culture – suited to driven operators who thrive in fast-paced environments. • Compensation: $165k - $185k base + equity, pension, healthcare, dental, workspace budget allowance. The Role: • Own global AM/CS portfolio (~£15m ARR) and drive GRR from 72% to 85%+. • Deliver consistent upsell performance (target ~15% of book) and unlock chunky expansions in enterprise accounts. • Build strong C-level relationships (CIO, CTO, CHRO) and ensure teams engage at the right stakeholder level. • Lead and coach a lean global AM/CS team (currently 6 across UK, Ireland & Eastern Europe). • Recruit, retain, and develop elite talent capable of thriving in a resource-limited environment. • Reset expectations and raise performance standards across the team. • Implement a scalable account management playbook for renewals, expansion, and risk management. • Standardise reporting, forecasting, and pipeline management for renewals and upsell. • Partner with product and engineering to capture and act on customer feedback. • Define and track metrics for customer health, adoption, and enterprise value delivered. • Ensure smooth handovers from new business and alignment on upsell opportunities. • Act as a key member of the leadership team, contributing to GTM and overall company strategy. • Position the business as a trusted partner in digital transformation, AI adoption, and workforce intelligence. • Drive customer outcomes that shorten time-to-value, reduce cost of bad hires, and strengthen long-term partnerships. • Foster a no-nonsense, high-performance culture of accountability, resilience, and execution. Requirements: • Proven track record leading Account Management / Customer Success in B2B enterprise SaaS. • Demonstrated ability to increase retention rates (e.g. lifting GRR) and drive upsell/expansion within enterprise accounts. • Have leveraged a modern CS tech stack, they currently have Gainsight, Glyphic and Salesforce. • Strong enterprise sales skills - able to engage C-level stakeholders (CIO, CTO, CHRO) and coach teams to do the same. A track record of selling into technical personas is a must-have. • Used sales frameworks SPICCEDD or MEDDICC or similar. • Hands-on leadership experience managing lean, global teams (5–15 people). • History of personal excellence as an individual contributor before moving into leadership. • Commercially minded with strong objection handling, business acumen, and value articulation. • Comfortable operating in a turnaround / low-resource environment — thrives without heavy marketing or support. • Experience designing and implementing scalable account management playbooks, processes, and reporting. • Data-driven approach to customer health, forecasting, and pipeline management. • Excellent communicator — articulate, sophisticated, able to influence at all levels. • Values-driven leader: no-nonsense, high-performance, empathetic, and ego-free. Benefits: • $165k - $185k base + 25% OTE. • Fully remote working. • Private health and dental. • The tech you need for a suitable home office.