Director - Account Management

📌 Core Information

🔹 Job Title: Director - Account Management

🔹 Company: Hevo Data

🔹 Location: Bengaluru, India

🔹 Job Type: Full time

🔹 Category: Software Development

🔹 Date Posted: April 8, 2025

🔹 Experience Level: 10+ years

🔹 Remote Status: On-site

🚀 Job Overview

Key aspects of this role include:

• Driving revenue growth and customer retention through strategic account management
• Leading a team responsible for managing key accounts and identifying upsell opportunities
• Maximizing the value of Hevo’s data integration solutions for clients
• Collaborating with cross-functional teams to ensure customer success and business growth

ASSUMPTION: This role requires a balance of strategic thinking, strong communication skills, and a deep understanding of data integration and analytics to drive success.

📋 Key Responsibilities

✅ Own and drive expansion revenue through upsell and cross-sell strategies for existing customers

✅ Identify and capitalize on opportunities to sell premium features, enterprise packages, and additional integrations

✅ Develop strategic account plans to increase revenue from key accounts

✅ Collaborate with the sales team to ensure a seamless transition from new customer acquisition to account management

✅ Lead contract negotiations, renewals, and pricing discussions to maximize deal value

✅ Build and nurture long-term relationships with enterprise clients, ensuring they maximize the value of Hevo’s platform

✅ Monitor customer adoption, engagement, and satisfaction metrics to proactively address risks

✅ Partner with the Customer Success team to enhance onboarding and ongoing support processes

✅ Implement data-driven retention strategies to reduce churn and improve customer lifetime value (CLTV)

✅ Conduct quarterly business reviews (QBRs) with customers to align Hevo’s solutions with their evolving needs

✅ Develop and execute go-to-market strategies to expand Hevo’s presence in key industry verticals

✅ Analyze market trends, customer feedback, and competitive insights to enhance Hevo’s offerings

✅ Work closely with product and engineering teams to influence the roadmap based on customer needs

✅ Develop playbooks and frameworks for account management best practices

✅ Build, mentor, and lead a high-performing account management team

✅ Define KPIs and performance metrics to track team success and improve efficiency

✅ Foster collaboration between sales, marketing, customer success, and product teams to drive customer value

ASSUMPTION: This role requires a high level of autonomy and the ability to balance multiple priorities and stakeholders.

🎯 Required Qualifications

Education: Bachelor's degree in Business, Marketing, or a related field (MBA preferred)

Experience: 10+ years of experience in account management, customer success, or enterprise sales, preferably in B2B SaaS

Required Skills:

• Proven track record of upselling, cross-selling, and revenue expansion within existing accounts
• Strong understanding of data integration, analytics, and cloud technologies
• Experience working with C-level executives and decision-makers in mid to large enterprises
• Ability to analyze customer data and drive actionable insights for retention and growth
• Excellent negotiation, relationship-building, and strategic planning skills
• Prior experience leading and scaling account management teams in a high-growth environment

Preferred Skills:

• Experience with Salesforce or similar CRM platforms
• Familiarity with data visualization tools (e.g., Tableau, Power BI)
• Knowledge of SQL or other query languages

ASSUMPTION: Candidates with experience in data-driven decision-making and a strong understanding of data integration will be most successful in this role.

💰 Compensation & Benefits

Salary Range: INR 30,00,000 - 45,00,000 per annum (Based on industry standards for a Director-level role in Bengaluru)

Benefits:

• Health, dental, and vision insurance
• 401(k) matching
• Flexible work hours
• Generous PTO and holiday policy
• Employee stock options
• Professional development opportunities

Working Hours: Full-time position with standard office hours (Monday - Friday, 9:00 AM - 6:00 PM IST)

ASSUMPTION: The salary range provided is an estimate based on market research and may vary depending on the candidate's experience and qualifications.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development, specifically focused on data integration and analytics

Company Size: 201-500 employees (Mid-sized company with a startup-like culture)

Founded: 2017, with headquarters in San Francisco, California, and offices in Bengaluru, India

Company Description:

• Hevo is an Automated Unified Data Platform that helps companies understand their users and customers better by combining data from multiple disparate data sources and applications
• Hevo enables companies to build a 360-degree view of their customers, improving data-driven decision-making and business outcomes
• With over 2000 customers across various industry verticals, Hevo is experiencing rapid growth and expansion

Company Specialties:

• Data Warehousing
• ETL
• Data Pipelines
• Data Integration
• iPaaS
• Support for popular data warehouses like Amazon Redshift, Google BigQuery, and Snowflake

Company Website: hevodata.com

ASSUMPTION: Hevo's focus on data integration and analytics makes it an attractive option for candidates interested in the data space, while its mid-sized structure offers the benefits of a startup environment with the stability of an established company.

📊 Role Analysis

Career Level: Director-level role, reporting directly to the Chief Revenue Officer (CRO)

Reporting Structure: This role will lead and manage a team of account managers, with the potential to grow the team as the company expands

Work Arrangement: On-site, with the possibility of hybrid work arrangements in the future

Growth Opportunities:

• As Hevo continues to grow, there will be opportunities for the Director of Account Management to expand their team and take on more responsibilities
• With a strong performance, this role could lead to a promotion to a Vice President (VP) or Chief of Staff position
• Hevo's focus on employee development and internal mobility provides ample opportunities for career growth

ASSUMPTION: This role offers significant growth potential, both in terms of team expansion and career progression within the company.

🌍 Location & Work Environment

Office Type: Modern, collaborative office space with state-of-the-art facilities

Office Location(s): 1390 Market St, Suite 200, San Francisco, California 94102, US (Headquarters) and Bengaluru, India (Primary office for this role)

Geographic Context:

• Bengaluru, India, is known for its thriving tech industry, with a large talent pool and numerous opportunities for professional growth
• The city offers a high quality of life, with a moderate cost of living compared to other major Indian cities
• Bengaluru has a diverse culture, with a mix of traditional and modern influences, providing ample opportunities for recreation and entertainment

Work Schedule: Standard office hours (Monday - Friday, 9:00 AM - 6:00 PM IST) with the possibility of flexible work arrangements

ASSUMPTION: The Bengaluru office provides a dynamic and collaborative work environment, with ample opportunities for professional growth and development.

💼 Interview & Application Insights

Typical Process:

• Initial phone or video screen to assess cultural fit and basic qualifications
• In-depth behavioral and technical interviews with cross-functional stakeholders
• Final interview with the CRO to discuss the role, team dynamics, and long-term vision
• Background check and offer extension

Key Assessment Areas:

• Strategic thinking and problem-solving skills
• Communication and presentation skills
• Data analysis and interpretation abilities
• Leadership and team management capabilities
• Understanding of data integration, analytics, and cloud technologies

Application Tips:

• Highlight your experience with account management, customer success, or enterprise sales in a B2B SaaS environment
• Demonstrate your ability to drive revenue growth and customer retention through strategic account management
• Showcase your strong negotiation, relationship-building, and strategic planning skills
• Tailor your resume and cover letter to emphasize your relevant experience and qualifications for this role

ATS Keywords: Account Management, Customer Success, Enterprise Sales, Upselling, Cross-Selling, Revenue Expansion, Data Integration, Analytics, Cloud Technologies, Negotiation, Relationship Building, Strategic Planning, Team Leadership, Market Growth, Customer Retention, Data Analysis

ASSUMPTION: Hevo's interview process is designed to assess candidates' strategic thinking, communication skills, and technical expertise, with a focus on cultural fit and long-term potential.

🛠️ Tools & Technologies

• Salesforce or similar CRM platforms
• Data visualization tools (e.g., Tableau, Power BI)
• SQL or other query languages
• Microsoft Office Suite (Word, Excel, PowerPoint)
• Project management tools (e.g., Asana, Jira)

ASSUMPTION: Familiarity with these tools is not required but would be beneficial for candidates applying for this role.

👔 Cultural Fit Considerations

Company Values:

• Customer-centricity
• Transparency and open communication
• Continuous learning and improvement
• Collaboration and teamwork
• Innovation and creativity

Work Style:

• Dynamic and fast-paced environment
• Strong emphasis on data-driven decision-making
• Collaborative and cross-functional teamwork
• Focus on results and impact
• Opportunities for professional growth and development

Self-Assessment Questions:

• Do you thrive in a dynamic, fast-paced environment, and are you comfortable with ambiguity?
• Are you passionate about data integration and analytics, and do you enjoy working with data to drive business outcomes?
• Do you have strong communication and presentation skills, and are you comfortable working with C-level executives?
• Are you a strategic thinker with a proven track record of driving revenue growth and customer retention?
• Do you enjoy leading and mentoring teams, and are you committed to fostering a collaborative and inclusive work environment?

ASSUMPTION: Hevo values candidates who are passionate about data, comfortable with ambiguity, and committed to driving results through strategic thinking and strong communication skills.

⚠️ Potential Challenges

• Managing a high-performing team in a fast-paced, dynamic environment
• Balancing multiple priorities and stakeholders, including customers, internal teams, and senior leadership
• Adapting to a rapidly changing market and competitive landscape
• Developing and implementing data-driven strategies to drive revenue growth and customer retention

ASSUMPTION: These challenges are inherent in a high-growth, dynamic environment and can be overcome with strong leadership, strategic thinking, and a commitment to continuous learning and improvement.

📈 Similar Roles Comparison

• Compared to other account management roles, this position offers a higher level of autonomy and responsibility, with the opportunity to lead a team and drive strategic growth
• In the data integration and analytics space, Hevo's focus on customer-centricity and data-driven decision-making sets it apart from competitors
• Career-wise, this role provides significant growth potential, with the opportunity to take on more responsibilities and advance to a VP or Chief of Staff position

ASSUMPTION: This role offers unique opportunities for growth and development, with a focus on strategic thinking, data-driven decision-making, and strong leadership.

📝 Sample Projects

• Developing and implementing a strategic account plan to increase revenue from a key enterprise client by 20%
• Conducting a data analysis to identify upsell opportunities and driving a 15% increase in revenue from existing accounts
• Leading a team to develop and execute a go-to-market strategy for a new data integration product, resulting in a 30% increase in market share within the first year

ASSUMPTION: These sample projects demonstrate the strategic thinking, data analysis, and leadership skills required for success in this role.

❓ Key Questions to Ask During Interview

• How does Hevo differentiate itself from other data integration and analytics platforms in the market?
• What are the key priorities for this role in the first 30, 60, and 90 days?
• How does Hevo support the professional growth and development of its employees?
• What are the most significant challenges facing the account management team, and how can this role address them?
• How does Hevo approach collaboration and communication between different teams and stakeholders?

ASSUMPTION: These questions are designed to assess the company's strategic vision, team dynamics, and commitment to employee growth and development.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your relevant experience and qualifications for this role
• Prepare examples of your past successes in driving revenue growth and customer retention through strategic account management
• Prepare for behavioral and technical interviews by practicing common interview questions and brushing up on your data analysis skills
• Follow up with the hiring manager one week after submitting your application to express your interest and reiterate your qualifications

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.