Director, Client Management

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As a Director of Client Management, you will lead a team of strategic account directors and managers responsible for maximizing revenue growth and retention within Avionté’s largest staffing firm customers. You will guide your team in fostering executive-level relationships, driving platform adoption, and executing expansion strategies to achieve ambitious ARR targets. Your leadership will ensure consistent customer engagement, risk mitigation, and collaboration across internal teams to enhance Avionté’s market position. 

This is what you'll do: 

Leadership & Team Development 

  • Coach and mentor a team of account directors and managers, ensuring they effectively engage C-suite stakeholders and drive strategic account growth. 

  • Set and manage performance expectations, providing regular feedback, development opportunities, and structured career growth paths. 

  • Foster a data-driven, customer-centric sales culture focused on consultative value selling, revenue expansion, and long-term partnership building. 

  • Partner with internal teams (Sales, Product, Marketing, Customer Success) to ensure alignment on customer strategies and initiatives. 

Revenue Growth & Retention 

  • Own overall ARR growth and retention goals for the Client Management team, ensuring team members meet or exceed individual quotas. 

  • Develop and implement account expansion strategies, identifying opportunities for upsells, cross-sells, and new product adoption. 

  • Monitor account health, proactively addressing risks to maintain a strong Gross Revenue Retention (GRR). 

  • Oversee high-value contract negotiations, renewals, and multi-year deal structuring to maximize long-term revenue. 

Executive Relationship Management 

  • Support team members in navigating complex, multi-stakeholder sales cycles, ensuring executive engagement at key staffing firms. 

  • Lead by example in building trusted relationships with CEOs, CFOs, COOs, and other senior leaders in the industry. 

  • Provide strategic oversight on quarterly business reviews (QBRs), ensuring customers receive actionable insights to optimize their use of Avionté’s platform. 

Strategic Collaboration & Market Influence 

  • Work closely with Product, Marketing, and Customer Success to align account management strategies with Avionté’s business objectives. 

  • Synthesize customer feedback and competitive intelligence to influence product roadmaps and go-to-market strategies. 

  • Partner with finance and legal teams to refine pricing models and contract structures that drive growth and customer satisfaction. 

This is what you'll need:

  • 7+ years of experience in enterprise account management, sales leadership, or customer success, with at least 3 years managing high-performing teams. 

  • Proven track record of leading teams that exceed revenue targets and drive strong NRR growth. 

  • Expertise in the staffing/recruiting industry and HR/payroll technology solutions. 

  • Strong executive presence and ability to develop high-impact relationships with C-suite stakeholders. 

  • Proficiency in CRM tools (Salesforce preferred) and account planning frameworks. 

  • Excellent strategic thinking, negotiation, and communication skills. 

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