Edtech.com's Summary

360Learning is hiring a Director, Key Account Management, North America. This role involves leading and coaching a team of Key Account Managers to drive renewals and expansions through proactive customer initiatives while overseeing accurate forecasting, account planning, and process improvements.

Highlights

Lead and coach a team of 4-6 Key Account Managers across Mid-Market and Enterprise segments.
Drive weekly and bi-monthly pipeline and account reviews to ensure forecasting accuracy and long-term vision.
Ensure precise reporting on business activities, account mapping, expansion, and renewals.
Provide hands-on coaching to improve team performance and sales efficiency.
Adapt key account management processes to market-specific challenges and define team territories and portfolios.
At least 5 years of leadership experience in sales or account management within the software or SaaS industry, preferably with HR solutions.
Proficient in account management methodologies and strong in data-driven performance monitoring using KPIs.
Compensation includes base salary, variable incentive pay, and company equity.
Comprehensive benefits including health insurance, RRSP matching, parental leave, professional development, and unlimited PTO.
Customer-focused mindset with strong communication, analytical, and team collaboration skills.

Director, Key Account Management, North America Full Description

As the Coach of our Key Account Management (KAM) team in North America, you will be responsible for executing and scaling our Key Account Management strategy to drive renewals and expansions through proactive customer initiatives. Reporting to the Chief Revenue Officer of North America, you will lead a team of 4-6 Key Account Managers spanning both the Mid-Market and Enterprise market segments.Within 1 month, you will:

Complete your onboarding

Within 3 months, you will:

Perform weekly renewal and expansion pipe reviews to ensure the accuracy of the forecast
Perform bi-monthly pipe creation and account mapping reviews to secure a long term vision
Ensure accurate reporting of all aspects of the business including activity, mapping, expansion and renewal pipe
Ensure accurate update of account plans
Provide hands-on coaching to upskill the team and increase performance efficiency (call preparation, call debriefings, presence during key calls to help accelerate closing, and showcase objection handling tactics)
Begin to achieve world class performance

Within 6 months, you will:

Be proactive in order to improve business processes: Identify specificities of both market segments in terms of product needs and commercial practices, propose adaptation of the general KAM processes to address market-specific challenges
Define territories and optimal portfolios for the team
Understand our standard hiring practices and get involved in the recruitment process of future KAM candidates
Drive the onboarding of new KAM employees as needed
Meet and exceed all quarterly sales and renewal quotas

The Skill Set

Top performer in the software and/or SaaS industry (experience in HR solutions is a real plus)
At least 5 years of experience in successful leadership of a sales or account management team
Mastery of the playbook of AM methodology
Robust skills in the management of a sales team
True enthusiasm for hands-on work and team coaching
Strong analytical and organizational skills, data and result driven: conception and meticulous follow-up of KPIs to measure performance and propose relevant improvements
Experience in (very) fast growing environments as start-up / scale-up who require agility and responsiveness
A strong desire to learn and develop your skills
Strong active listening skills, team player mindset, situational intelligence and lots of energy
Strong written and verbal communication skills
Strong understanding of HR technology including technical integrations, advanced functionality
A customer-first mindset
Enthusiasm for our working environment explained here: https://bit.ly/Convexity_360L

What We Offer

Compensation: Pay structure includes base salary, variable incentive pay, and company equity ð
Benefits/Perks: Comprehensive health insurance starting your first day of employment ð¥ RRSP contribution matching ð¦ Generous parental leave ð¶ Professional development opportunities through our own platform ð
Balance: We offer unlimited days of annual PTO ð´ 5 days for sick leave ð¤ Holiday time in accordance with the Ontario Holiday Calendar ð We are a remote-first organization and promote flexible work hours ð
Diversity, Equity, and Inclusion: We have 6 active ERGs including Mental Health, Environmental/Sustainability, Women, Parents, LGBTQIA2S+, and Ethnic Diversity. Each group has at least one executive team member serving as a member of the group, bringing greater awareness to each groupâs activities and providing a quick path to impact ð¤
Corporate Social Responsibility: Review our CSR Charter:360learning.com/blog/corporate-social-responsibility-charter ððð
Culture: A framework that will help you make an impact - envision our way of working and our Convexity Culture:https://bit.ly/Convexity_360L & find out more about the teams, product and processeshttps://bit.ly/42H1ggC ðð©ð»âð»ð

Interview Process

Call with our Talent Acquisition Manager
Interview with your future Coach
Case study interview with your future Coach, a member of our Sales Operations team, and a future peer
Interview with one of the 360Learning Executives
References & Offer!

Who We Are

360Learning enables companies to upskill from within by turning their experts into champions for employee, customer, and partner growth. With our LMS for collaborative learning, Learning & Development teams can accelerate upskilling with the help of internal experts instead of slow top-down training. 360Learning is the easiest way to onboard and upskill employees, train customer-facing teams, and enable customers and partnersâall from one place.

360Learning powers the future of work at 1,700 organizations. Founded in 2013, 360Learning has raised $240 million with 400+ team members across North America and EMEA.

Learning Includes Everyone.

In concert with our culture, 360Learning believes learning includes everyone and that means embracing the strengths of diversity, connectedness, and inclusion. Through conscientious efforts, our global footprint celebrates cultures, perspectives, and experiences from all over the world to support our platform that is built for all regardless of race, ethnicity, gender identity or expression, sexual orientation, religion, age, neurodiversity, disability status, citizenship, veteran status or any other aspect which makes an individual unique or protected by laws and regulations in the locations where we operate. Thus, 360Learning is proud to be an equal opportunity workplace, and we commit to continue this throughout our processes for recruitment, compensation, benefits, performance, promotion, and all other conditions and terms of employment. We want to learn from and with you!

Original Job Description

Complete your onboarding

Within 3 months, you will:

Perform weekly renewal and expansion pipe reviews to ensure the accuracy of the forecast
Perform bi-monthly pipe creation and account mapping reviews to secure a long term vision
Ensure accurate reporting of all aspects of the business including activity, mapping, expansion and renewal pipe
Ensure accurate update of account plans
Provide hands-on coaching to upskill the team and increase performance efficiency (call preparation, call debriefings, presence during key calls to help accelerate closing, and showcase objection handling tactics)
Begin to achieve world class performance

Within 6 months, you will:

Be proactive in order to improve business processes: Identify specificities of both market segments in terms of product needs and commercial practices, propose adaptation of the general KAM processes to address market-specific challenges
Define territories and optimal portfolios for the team
Understand our standard hiring practices and get involved in the recruitment process of future KAM candidates
Drive the onboarding of new KAM employees as needed
Meet and exceed all quarterly sales and renewal quotas

The Skill Set

Top performer in the software and/or SaaS industry (experience in HR solutions is a real plus)
At least 5 years of experience in successful leadership of a sales or account management team
Mastery of the playbook of AM methodology
Robust skills in the management of a sales team
True enthusiasm for hands-on work and team coaching
Strong analytical and organizational skills, data and result driven: conception and meticulous follow-up of KPIs to measure performance and propose relevant improvements
Experience in (very) fast growing environments as start-up / scale-up who require agility and responsiveness
A strong desire to learn and develop your skills
Strong active listening skills, team player mindset, situational intelligence and lots of energy
Strong written and verbal communication skills
Strong understanding of HR technology including technical integrations, advanced functionality
A customer-first mindset
Enthusiasm for our working environment explained here: https://bit.ly/Convexity_360L

What We Offer

Compensation: Pay structure includes base salary, variable incentive pay, and company equity ð
Benefits/Perks: Comprehensive health insurance starting your first day of employment ð¥ RRSP contribution matching ð¦ Generous parental leave ð¶ Professional development opportunities through our own platform ð
Balance: We offer unlimited days of annual PTO ð´ 5 days for sick leave ð¤ Holiday time in accordance with the Ontario Holiday Calendar ð We are a remote-first organization and promote flexible work hours ð
Diversity, Equity, and Inclusion: We have 6 active ERGs including Mental Health, Environmental/Sustainability, Women, Parents, LGBTQIA2S+, and Ethnic Diversity. Each group has at least one executive team member serving as a member of the group, bringing greater awareness to each groupâs activities and providing a quick path to impact ð¤
Corporate Social Responsibility: Review our CSR Charter:360learning.com/blog/corporate-social-responsibility-charter ððð
Culture: A framework that will help you make an impact - envision our way of working and our Convexity Culture:https://bit.ly/Convexity_360L & find out more about the teams, product and processeshttps://bit.ly/42H1ggC ðð©ð»âð»ð

Interview Process

Call with our Talent Acquisition Manager
Interview with your future Coach
Case study interview with your future Coach, a member of our Sales Operations team, and a future peer
Interview with one of the 360Learning Executives
References & Offer!

Who We Are

360Learning powers the future of work at 1,700 organizations. Founded in 2013, 360Learning has raised $240 million with 400+ team members across North America and EMEA.

Learning Includes Everyone.

Let me find your next job.

Thanks - you're signed up.

Director, Key Account Management, North America

Edtech.com's Summary

Director, Key Account Management, North America Full Description

Customer Success Account Specialist

Director, Customer Success

Customer Success Manager- Public Safety

Scaled Account Manager

Distribution Account Manager