Shelf

Compensation

Full Description

About Shelf: There is no AI Strategy without a Data Strategy. Getting GenAI to work is mission critical for most companies but 90% of AI projects haven't deployed. Why? Poor data quality - it is the #1 obstacle companies have in getting GenAI projects into production. We've helped some of the best brands like Amazon, Mayo Clinic, AmFam, and Nespresso solve their data issues and deploy their AI strategy with Day 1 ROI. Simply put, Shelf unlocks AI readiness. We provide the core infrastructure that enables GenAI to be deployed at scale. We help companies deliver more accurate GenAI answers by eliminating bad data in documents and files before they go into an LLM and create bad answers. Shelf is partnered with Microsoft, Salesforce, Snowflake, Databricks, OpenAI and other big tech players who are bringing GenAI to the enterprise. Our mission is to empower humanity with better answers everywhere. Job Overview: We are seeking a Director of Account Management to lead our efforts in maximizing value and growth across our existing customer base. This leader will play a critical role in driving customer expansion, retention, and advocacy by partnering with Sales and Customer Success to identify new opportunities and ensure that customers realize full value from our offerings. The ideal candidate is a strategic thinker and a hands-on operator who thrives at the intersection of customer experience, revenue growth, and relationship management. You will work collaboratively with company leadership, Sales, and Customer Success personnel to set the vision and strategy for customer account growth, and serve as a trusted advisor to our top accounts. The Director of Account Management will be responsible for meeting regularly with decision makers and executive sponsors within our customer base to ensure that “no stone is left unturned”. You will be instrumental in ensuring that Shelf’s elite NDR metrics remain elite by making sure that our customers recognize the impact we have on their organization and understand the benefits that a deeper partnership with Shelf would provide. The goal is to amplify a best-in-class, impactful, and innovative GTM motion that takes Shelf from Series C to Series D and beyond. If you are a highly motivated and ambitious individual with a proven track record of success and a passion for enabling teams to perform at their highest level, we invite you to apply for this exciting opportunity. Key Responsibilities: Drive Customer Expansion: Identify and execute on opportunities to expand customer spend, including upsells, cross-sells, and renewals. Partner with Sales and other members of the Customer Success organization to align on account strategies that maximize lifetime value. Strategic Account Partnership: Serve as a senior point of contact for key customers, helping them develop and execute strategies to maximize the impact of our products and services on their business outcomes. Team Leadership: Partner w/ Customer Success leadership to coach and develop a high-performing team of Customer Success Managers focused on customer engagement, retention, and growth. Customer Strategy & Insights: Partner with Product, Marketing, and Customer Success to bring customer insights back into the business and influence roadmap priorities. Revenue Forecasting & Planning: Own the account growth forecast and ensure the company meets or exceeds quarterly and annual NDR targets. Executive Relationship Management: Build trusted relationships with executive stakeholders across the customer base and within the company to drive mutual success. Qualifications 10+ years of experience in Account Management, Customer Success, or related functions, including 5+ years in leadership roles. Proven track record of driving account expansion and retention in a SaaS or technology company. Exceptional communication and executive presence, with experience presenting to senior stakeholders. Strong analytical and strategic skills, with the ability to translate customer insights into actionable growth initiatives. Experience building and scaling account management teams and playbooks. Collaborative and cross-functional mindset, with strong alignment to Sales, Product, and Marketing. Leads by Example: You show up prepared, follow through on commitments, and set a high bar for operational excellence. Your discipline and personal drive model the behavior you expect from others. Strategic & Tactical Balance: Comfortable operating at both the strategic and tactical level. You can zoom out to craft strategy and frameworks, but also dive into the trenches to solve immediate problems and get things done. Management & Communication: Excellent communication and interpersonal skills, high emotional intelligence and a servant-leader mindset that focuses on making your colleagues better. Tough but Fair: Not afraid to hold people accountable, even when it’s uncomfortable. Self-Motivation & Drive: Self-motivated and outcome-driven, with a competitive drive to win and continuously improve. You set high standards for yourself and others, and take initiative to solve problems without waiting for direction. The ideal candidate thrives in a dynamic, sometimes ambiguous startup environment and maintains a sense of urgency in pursuing goals. Industry & Domain Knowledge: Deep understanding of SaaS business models and B2B sales motions (e.g. familiarity with both mid-market and enterprise sales cycles). What We’re Looking For: B2B SaaS Background with a Bachelor's degree Experienced manager who will roll up their sleeves and do whatever is necessary to help the team win Work extraordinary hours - NO 9 to 6 people need apply - save us both time. Ability to adapt and thrive in a fast-paced, cutting-edge AI product company Winning mindset with a track record of bringing out the best in other people. Experience in building and scaling the Account Management function in high-growth environments. What We Offer: $150K+ base plus variable life changing equity Comprehensive health and wellness packages Long hours, challenging work and the ability to impact the AI industry and the future economy of the world Location: Remote work in NYC Metro or SF Bay Area Preferred. Top candidates outside of these areas within the US will be considered. Travel to Stamford, CT, as needed. Why Shelf: Our Leadership Team has deep knowledge management and AI domain expertise and enterprise SaaS background to execute this plan We love our customers and our customers love us. Ask a Shelf customer why, and they’ll tell you it’s because of our innovative capabilities, rock-solid reliability, they truly enjoy working with our people, but most of all – it’s the improvements they see in their business KPIs. We have raised over $60 million in funding and our investors include Tiger Global, Insight Partners, Connecticut Innovations, and others We have high velocity growth powered by the most innovative product in our category, 3X growth for 3 years in a row We now have over 100 employees in multiple U.S. states and European countries, and we have ambitious hiring goals over the next few months Shelf Values: Quality - We’re united by our focus on world‑class Quality. Quality in all things – starting with everything that leaves your desk. Everything you touch – every email, report, campaign, and piece of code – should be outstanding. Your work product should blow people away. Having people look at what you’ve done and say, “Wow.” That’s the standard here. Remember that how you do anything is how you do everything. Focus on craftsmanship—your ability to make things better. Momentum - for us means that you should know that the things you’re responsible for are moving forward. When you look around and see something that’s stalled, get it moving again. We pride ourselves on “ball movement.” When your boss or team leaves you with something, they should return to see measurable progress. Small, continuous movement is our recipe for success. Constantly look for how to make the work around you move forward. We want you to initiate solutions, ideas, and progress. Don’t wait for it to come to you—reach out and create movement. All the time. Accountability - We expect every team member to feel that they are accountable for more than anyone might normally expect. Each of us should feel real responsibility for things even at the edge of our control. We consistently share and align on expectations, give each other open and respectful feedback, and use those two drivers to ensure that every agreement we make with one another is clear and complete. Hard Work - We’re here to do something difficult together. We care intensely about the mission and we expect that from our teammates. That care means that we work hard here. Hard work comes with long hours, extra effort…and real opportunity at Shelf. Your passion for creating and sustaining output is a part of our DNA. Support each other, cheer each other on, drive the mission forward. Great teams sustain intense effort together to win. Learning Agility - We’re innovating in one of the fastest‑moving spaces in history at a time of accelerating global change. That’s incredibly exciting and requires each of us to commit fully to learning each and every day so that we can be the best at what we do. None of us know everything. All of us can learn anything. Staying open and constantly curious is a key success driver at Shelf. It also requires humility. We prize people who are consistently humble and open to making mistakes and growing from them. Recognize also that learning itself is a skill…we need you to be really good at it. Keep dialing in your own understanding about how you learn best and push yourself to keep growing. Adapt and Thrive - Overcoming challenges lives deep in our DNA. We have a proud history of understanding and living the reality that obstacles are our opportunities…they’re the key to our success. Change is a constant in our business and fighting change is counterproductive. We need you to be good at being uncomfortable and understand that discomfort is the key to growth. Cultivate your own ability to adapt and know that struggling well is something you’ll share with every team you’re on at Shelf. Our company stories are about thriving through real difficulty…together. Win Together - We win or lose as a team. Always. Everything you do here is connected to the rest of the organization. Part of our shared team environment demands full honesty…real candor and directness with one another. We expect you to constantly be thinking about how to support your teammates and the company, always acting in service to our shared mission and what’s best for the organization as a whole.