- Salary
- $100k – $150k
- Location
- Dublin, United States
- Department
- IT
- Seniority
- Manager
- Source
- Keka
Description
About Dash
Dash is a software engineering and AI partner to healthcare, medtech and enterprise companies. We design, build and support the software behind connected devices, clinical and enterprise integrations, data platforms and AI agents, combining US-based client leadership with a global engineering team. Most of our growth comes from long-term relationships with clients who keep bringing us their next program.
About the role
Dash's growth over the next five years comes first from the clients we already serve. We have a portfolio of long-standing strategic accounts, including the largest in our history, and a deliberate plan to grow them, alongside winning new enterprise clients through the relationships we already have.
We are hiring an Account Management Leader to own that growth: to build the account management function, lead the team, take direct responsibility for our most important client relationships, and turn those relationships into a referral network that brings in new enterprise accounts. This is a build role, not an inherit role.
What you'll own
Portfolio growth
- Own retention and growth of a portfolio of strategic enterprise accounts that represents the majority of company revenue, including direct ownership of our largest multi-million-dollar, multi-program account.
- Build and run a 12-month plan for every strategic account covering stakeholders, whitespace, initiative roadmap, revenue targets and risks.
- Lead renewals, SOW extensions, expansions and multi-year agreements, and negotiate commercial terms with procurement and executive sponsors.
- Run executive governance through quarterly business reviews, sponsor meetings and relationship mapping, so every key account has more than one senior relationship.
New enterprise accounts
- Build a referral network across existing clients, former client executives, partners and industry contacts that produces a steady flow of qualified introductions.
- Convert those introductions into new enterprise accounts, leading the pursuit from first meeting through proposal and contract.
Building the function
- Design and implement the account management operating model: account tiering, health scoring, governance cadence, client feedback, opportunity tracking and reporting.
- Hire, develop and lead account managers, starting with an Indiana-based account manager for our healthcare and medtech clients.
- Lead and coach an offshore business-development and analyst team that supports account research and opportunity development.
- Work with leadership to put in place an incentive model that rewards account growth and multi-year contracted value.
Partnership and forecasting
- Partner with delivery leadership on client satisfaction, delivery health and escalations.
- Own the account revenue forecast and report pipeline, renewals, risks and growth to the leadership team.
- Keep CRM data complete and current in HubSpot.
Your first 90 days
- Take over our largest account using a prepared handover pack, and meet every executive sponsor in it within 30 days.
- Review every strategic account plan and present your own view of next year's revenue by account.
- Finalize the account management operating model and governance cadence with our account management advisor.
- Map the referral network across our existing clients and agree the first new-account targets with leadership.
What success looks like in year one
- Revenue across the strategic portfolio grown through renewals, expansions and multi-year agreements.
- A working referral network across existing clients and partners, producing a steady flow of qualified introductions.
- Four new enterprise accounts closed.
- Every strategic account with a documented account plan, a named executive sponsor and a quarterly review.
- A reliable quarterly account revenue forecast.
- Account managers hired, onboarded and productive.
- Consistently high client satisfaction across the portfolio.
What you bring
Above everything, we look for critical thinking and hunger. We want people who question assumptions, think problems through to the root, and are driven to win, to grow and to raise the bar for everyone around them.
Must have
- 8+ years in account management, client partnership or delivery-led sales at a software engineering, IT services or digital product firm.
- A track record of personally growing at least one client account from under $1M to over $5M in annual revenue, and the ability to walk us through exactly how you did it.
- 3+ years leading account managers or client partners, including hiring and coaching them.
- Experience winning new enterprise accounts through referrals and executive relationships.
- Experience owning a portfolio of $10M or more in annual services revenue.
- Fluency with services commercial models (time-and-materials, fixed price, managed services, staff augmentation) and with MSAs, SOWs and renewals.
- Executive presence with VP and C-level buyers, and the commercial judgment to turn down bad revenue.
- Experience working with onshore and offshore delivery teams.
Nice to have
- Experience in healthcare, medtech or other regulated industries (FDA, ISO 13485, IEC 62304).
- Experience with enterprise software clients, including environment, health and safety (EHS) or sustainability software.
- Experience selling AI, data and automation services.
- Experience building an account management function from the ground up.
- Working knowledge of HubSpot.
How we'll assess
- Account walk-through: describe one account you grew from under $1M to over $5M, covering the starting point, the relationships, the programs you opened, the setbacks and the numbers.
- Case exercise: build a 12-month growth plan for a client account from a data pack we provide, and present it to our leadership team.
- Leadership interviews, including our CEO.
- References.
What we offer
- A mandate to build the account management function, with direct influence on how Dash grows over the next five years.
- Support from an experienced account management advisor throughout your first year.
- Competitive pay and incentive structure.
- Health, dental and vision insurance.
- Paid time off.
Dash is an equal opportunity employer. We welcome applicants of all backgrounds and do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status or any other legally protected characteristic.
Skills
HubSpotFDAProcurement