VP of Account Management

📌 Core Information

🔹 Job Title: VP of Account Management

🔹 Company: Afresh

🔹 Location: Remote (AR, CA, CO, FL, GA, IL, KY, MA, MI, MT, MO, NV, NJ, NY, NC, OR, PA, TX, WA, WI) or SF, Austin

🔹 Job Type: Full-Time

🔹 Category: Software Development

🔹 Date Posted: April 18, 2025

🔹 Experience Level: 10+ years

🔹 Remote Status: Remote OK (up to 75% travel)

🚀 Job Overview

Key aspects of this role include:

• Building and managing a team of Account Executives
• Driving growth and customer value through strategic account management
• Collaborating cross-functionally to prioritize customer needs
• Establishing Afresh as a trusted advisor and strategic partner
• Managing complex customer relationships and expansion cycles

ASSUMPTION: This role requires a high level of strategic thinking, sales expertise, and leadership to drive success in a fast-paced startup environment.

📋 Key Responsibilities

✅ Build and manage a team of Account Executives to drive customer growth and value

✅ Establish and maintain strong relationships with C-level executives across multiple customers

✅ Identify and address customer pain points, and map solutions to meet those needs

✅ Balance trade-offs across multiple customers to achieve win-win scenarios

✅ Manage renewal and expansion opportunities within the existing customer base

✅ Collaborate with Product, Operations, and Engineering teams to prioritize customer needs

✅ Develop processes to efficiently scale Afresh's account management efforts

ASSUMPTION: This role involves a high degree of autonomy and requires strong leadership, communication, and problem-solving skills.

🎯 Required Qualifications

Education: BA/BS degree required

Experience: 12+ years of field sales experience focused on generating new business within enterprise accounts, with an emphasis on supply chain and retail/grocery related technology. 4+ years of experience building and leading a team of Account Managers.

Required Skills:

• Proven ability to establish deeper relationships with C-level executives
• History of understanding customer pain points and mapping solutions to meet those needs
• Excellent verbal and written communication, presentation, and relationship management skills
• Ability to thrive in a fast-paced startup environment
• Pro-active, strategic thinker with a growth mindset

Preferred Skills:

• Experience managing a quota of $10M+ in renewal and expansion opportunities
• Ability to balance trade-offs across multiple customers

ASSUMPTION: Candidates with a strong background in enterprise sales, account management, and team leadership are encouraged to apply.

💰 Compensation & Benefits

Salary Range: $180,000 - $250,000 (based on 10+ years of experience in field sales and account management)

Benefits:

• Health, dental, and vision insurance
• 401(k) plan with company match
• Unlimited PTO
• Parental leave
• Professional development opportunities

Working Hours: Full-time (40 hours/week) with up to 75% travel

ASSUMPTION: The salary range provided is an estimate based on industry standards for similar roles with comparable experience levels. Actual compensation may vary based on qualifications and negotiations.

📌 Applicant Insights

🔍 Company Context

Industry: Afresh operates in the software development industry, focusing on AI-powered solutions for the grocery retail sector. The company is well-positioned to capitalize on the growing demand for fresh, sustainable food options.

Company Size: Afresh is a mid-sized company with 51-200 employees. This size allows for a more agile and innovative work environment, with ample opportunities for growth and impact.

Founded: Afresh was founded in 2017, making it a relatively young company with a strong focus on innovation and disruption.

Company Description:

• Afresh is on a mission to eliminate food waste and make fresh food accessible to all
• The company's first AI-powered solution optimizes ordering, forecasting, and store operations for fresh food departments in brick-and-mortar grocers
• Afresh has helped partners prevent 34 million pounds of food waste and has placed $1.6 billion in produce orders across the US

Company Specialties:

• Grocery
• AI
• Machine Learning
• Enterprise Software
• Forecasting
• SaaS
• Artificial Intelligence
• Produce
• Meat
• Seafood
• Baked Goods
• Store Operations
• Supply Chain
• Merchandising
• Grocery Retail
• Fresh Food
• Deep Technology

Company Website: https://www.afresh.com

ASSUMPTION: Afresh's focus on sustainability and social impact makes it an attractive employer for candidates seeking to make a positive difference in the world.

📊 Role Analysis

Career Level: This role is suitable for experienced sales professionals looking to take on a leadership position and drive growth within a dynamic startup environment.

Reporting Structure: The VP of Account Management will report directly to the CEO and will have full autonomy over the account management team.

Work Arrangement: This role offers a remote work arrangement with up to 75% travel, allowing for flexibility while maintaining a strong connection to the company's headquarters and customers.

Growth Opportunities:

• As Afresh continues to grow, there will be opportunities for the VP of Account Management to expand their team and take on additional responsibilities
• The company's focus on innovation and disruption creates ample opportunities for professional development and career advancement
• Afresh's success is closely tied to the success of its employees, providing strong incentives for growth and achievement

ASSUMPTION: The VP of Account Management will play a critical role in Afresh's continued success and will have significant opportunities to grow and make an impact within the company.

🌍 Location & Work Environment

Office Type: Afresh has a physical office in San Francisco, California, but this role can be performed remotely from one of the approved states or from the SF, Austin location.

Office Location(s): 33 New Montgomery St, San Francisco, California 94105, US

Geographic Context:

• Afresh's headquarters is located in the heart of San Francisco, providing easy access to public transportation, dining, and entertainment options
• The approved remote locations offer a mix of urban and suburban environments, allowing for a diverse range of living and working arrangements
• Afresh's customer base is primarily located in the United States, with a focus on regional and national grocery retailers

Work Schedule: Full-time (40 hours/week) with up to 75% travel

ASSUMPTION: The remote work arrangement and approved locations provide flexibility for employees while maintaining a strong connection to the company's headquarters and customers.

💼 Interview & Application Insights

Typical Process:

• Phone or video screen with the Hiring Manager
• On-site or virtual interview with the CEO and other team members
• Case study or presentation preparation and delivery
• Final decision and offer

Key Assessment Areas:

• Sales and account management experience
• Leadership and team management skills
• Strategic thinking and problem-solving abilities
• Communication and presentation skills
• Alignment with Afresh's mission and values

Application Tips:

• Tailor your resume and cover letter to highlight your relevant sales and account management experience, as well as your leadership and strategic thinking skills
• Prepare for behavioral and situational interview questions that focus on your ability to manage complex customer relationships and drive growth
• Research Afresh's mission, values, and customer base to demonstrate your alignment with the company's goals and objectives

ATS Keywords: Account Management, Enterprise Sales, Customer Relationships, Strategic Thinking, Team Leadership, Sales Strategy, Customer Value Delivery, Cross-Functional Collaboration, Mentoring, Problem Solving, Growth Focus, C Level Engagement, Quota Management

ASSUMPTION: The interview process will focus on assessing the candidate's sales and leadership skills, as well as their ability to thrive in a fast-paced startup environment.

🛠️ Tools & Technologies

• CRM software (e.g., Salesforce, HubSpot)
• Project management tools (e.g., Asana, Trello)
• Communication and collaboration platforms (e.g., Slack, Microsoft Teams)
• Presentation software (e.g., PowerPoint, Google Slides)

ASSUMPTION: The VP of Account Management will be expected to leverage industry-standard sales and project management tools to drive success in their role.

👔 Cultural Fit Considerations

Company Values:

• Proactivity: Afresh values employees who take initiative and drive results
• Kindness: Afresh fosters a collaborative and supportive work environment
• Candor: Afresh encourages open and honest communication among employees
• Humility: Afresh values employees who are approachable and willing to learn from others

Work Style:

• Afresh values a fast-paced and dynamic work environment
• The company encourages employees to take ownership of their roles and drive results
• Afresh fosters a culture of continuous learning and improvement

Self-Assessment Questions:

• Do you thrive in a fast-paced, dynamic work environment?
• Are you comfortable managing complex customer relationships and driving growth?
• Do you possess strong leadership and team management skills?
• Are you able to balance trade-offs and achieve win-win scenarios?
• Do you align with Afresh's mission and values?

ASSUMPTION: Candidates who are proactive, kind, candid, and humble, and who thrive in a fast-paced, dynamic work environment will be well-suited to Afresh's company culture.

⚠️ Potential Challenges

• The VP of Account Management will need to balance the needs and priorities of multiple customers, which may require difficult trade-offs and decision-making
• The role may require up to 75% travel, which could be challenging for candidates with personal or family commitments
• The fast-paced startup environment may be overwhelming for candidates who prefer a more stable and predictable work environment
• The VP of Account Management will need to manage a team of Account Executives, which may present unique challenges and opportunities for growth

ASSUMPTION: The VP of Account Management will need to be adaptable, resilient, and able to thrive in a fast-paced, dynamic work environment to overcome these potential challenges.

📈 Similar Roles Comparison

• VP of Account Management roles in other industries may have different customer bases and priorities, but the core responsibilities and required qualifications will be similar
• Afresh's focus on sustainability and social impact sets it apart from other companies in the software development industry
• Candidates with experience in enterprise sales and account management within the grocery retail sector may have an advantage in this role

ASSUMPTION: The VP of Account Management role at Afresh offers a unique opportunity to drive growth and make a positive impact in the grocery retail sector, while also capitalizing on the company's focus on sustainability and social impact.

📝 Sample Projects

• Developing and implementing a strategic account management plan for a Fortune 100 customer
• Identifying and addressing customer pain points to drive renewal and expansion opportunities
• Coaching and mentoring a team of Account Executives to achieve quota and drive customer growth

ASSUMPTION: The VP of Account Management will be expected to take on a variety of projects and initiatives to drive success in their role, with a focus on strategic thinking, problem-solving, and leadership.

❓ Key Questions to Ask During Interview

• How does Afresh prioritize customer needs and ensure that they are appropriately addressed?
• What are the key challenges and opportunities for growth within Afresh's customer base?
• How does Afresh support the professional development and growth of its employees?
• What is the company's long-term vision for its account management team and the role of the VP of Account Management in achieving that vision?
• How does Afresh balance the needs and priorities of multiple customers to achieve win-win scenarios?

ASSUMPTION: Candidates should use the interview process to assess their fit with Afresh's company culture, as well as their ability to drive success in the VP of Account Management role.

📌 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 sales and account management experience, as well as your leadership and strategic thinking skills
• Prepare for behavioral and situational interview questions that focus on your ability to manage complex customer relationships and drive growth
• Research Afresh's mission, values, and customer base to demonstrate your alignment with the company's goals and objectives
• Follow up with the Hiring Manager within one week of submitting your application to express your interest in the role

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