Grovo is hiring a

Director of Account Management

New York, United States

About Grovo

Grovo is reimagining learning for today’s teams. The workplace learning company combines beautiful technology, engaging content, and hands-on advisory support to deliver a better way to learn at work. The heart of Grovo’s approach is microlearning -- bite-sized video lessons, exercises and real-world practice delivered in the right way, at the right time. From digital skills to leadership training, Grovo teaches employees the behaviors to be extraordinary at what they do, on a platform that learners and trainers love.

Founded in 2010, Grovo has delivered more than 9 million learning moments. Its own culture of learning has earned the company recognition as a "Best Place to Work" by Entrepreneur Magazine, Crain’s, and Internet Week. Headquartered in NYC, Grovo has raised venture financing from some of the world’s best investors, including Accel Partners, Greg Waldorf, Costanoa Venture Capital, SoftTech VC, and Vayner Capital. Learn more at www.grovo.com.

Grovo has always worked to create the right atmosphere for people to be at their best and the leadership team has focused on maintaining and living into the Standard of Performance.  Grovo values people who are smart, playful, disciplined, hard-working, authentic, direct, thoughtful, focused, confident and humble.

About the Role

Your Mission:

To lead our Account Management team in growing our ARR base by >35% YoY through renewing and expanding a portfolio of mid-market & enterprise clients.  Achieve 3x pipeline coverage and forecast monthly & quarterly ARR with <20% margin of error by developing a standardized approach to account planning, renewal plays and consistent pipeline generation.  In doing so, the Director of Account Management will focus on developing the team and hiring/promoting managers such that we’re well positioned to achieve 2017 & 2018 targets.  He or she will be a proactive, positive member of our leadership team and work closely with Marketing to continuously improve our understanding of our ideal customer and partner with our services organization to exceed our clients’ expectations in achieving their goals. This role reports to the Senior Director of Sales.

Your Challenges:

  • Exceed >135% net retention while driving high quality revenue and achieving >90% gross retention in line with quarterly targets
  • Refine and implement full account lifecycle management with standardized account planning, renewal plays and predictable pipeline generation such that we have 3x pipeline coverage and consistently achieve +/- 20% of our quarterly forecast by EOY1
  • Develop the team and achieve >75% individual quota attainment while promoting/hiring a manager of Mid-Market & a manager of Enterprise who live into our Standard of Performance by EOY2
  • Become a proactive, positive & cross functional member of our leadership team and develop close partnerships with the Marketing & Service teams to drive continuous improvement across the entire funnel

Ideal Candidate:

  • Has been consistently promoted at a top-tier company
  • Has experience building B2B account management organizations and has managed >$10M in business with consistent results
  • HR tech experience is a plus
  • Has closed many six figure deals and has experience selling into c-suite at Fortune 500 companies
  • Has a strong presence and is able to inspire/unite a team behind a vision
  • Embodies Grovo’s Standard of Performance, specifically:
    • Communication: communicates directly and honestly even when under pressure
    • Team-first: puts the team ahead of their own needs and fosters that value in others
    • Drive: is relentless in their effort to win
  • Is willing to live in NYC

Compensation and Benefits

Competitive base salary, stock options, free health benefits, commuter savings, full in-office gym and personal training sessions with in-house Health Director, free nutrition and ergonomics classes, standing desks, full event space with 110" screen, 360 degree views of Manhattan, nap rooms, access to our fully stocked kitchen, and the opportunity to work at NYC Tech Internet Week's 'Best Place to Work'.