Account Director; Europe Job Cardiff area,Wales UK,Sales

Spot Me is a leading B2B event platform that helps enterprises increase the impact of their events by delivering CRM-connected, high-quality experiences across in-person, virtual, hybrid events, and webinars
With a strong focus on life sciences, Spot Me powers Onomi: an HCP engagement product that enables medical and commercial teams to run impactful congresses, symposia, advisory boards, and webinars
Together, Spot Me and Onomi turn events into a company’s most effective engagement channel
This position is the ideal role for experienced talents in tech/services sales
With a self-driven resilient mindset, positive energy, and strong business acumen, you’ll thrive in a fast paced environment
You will negotiate multi-year enterprise contracts, drive revenue and usage growth across our largest Fortune 500 accounts, and shape the long-term success of our most valued partnerships
Our top-performing Account Directors typically progress to sales leadership roles
The Account Director role is key in our sales team and reports directly to the VP of Account Management
Following our Onomi launch, life sciences expansion pipeline is the #1 company objective, and driving revenue growth within existing customers is a key component
As the account leader, you will be the primary point of contact for 7-15 key accounts with a total revenue of ~$3M and:
[40%] Identify and close expansion, upgrade and renewal opportunities
[20%] Account retention and expansion plan execution: inserting Onomi into centers of excellence and delivery units, designing operating procedures for flawless execution, coordinating implementation and key integrations, evangelizing buying centers, functions and geo/affiliates with workshops and webinars, and partner engagement, briefing and certification
[15%] Build relationships with key account stakeholders: engaging with new users, fostering trust-based relationships with champions and above-event stakeholders (commercial excellence, medical, IT, procurement), establishing open lines of communication with economic buyers, influencing HQ-prescribed technology usage guidelines, facilitating introductions and exec touchpoints at director/VP level with a meaningful briefing, demonstrating value in absolute ROI terms, and securing customer presence at customer advisory boards and 3rd-party events and round tables
[10%] Perform account research, mapping and planning: capturing intelligence on organization design, strategic priorities, Onomi’s share of wallet, other vendors’ scope, and integration, usage and investments for each use case; understanding budget cycles; partner mapping; and creating pricing benchmarks against other solutions
[10%] Handle first-line account compliance, administrative and product inquiries
[5%] Report on sales activities: CRM updates, sales forecasts and pipeline calls
Objectives
- The problems you will solve:
In your first 1 month, you will:
Join our leadership team at live industry events: staff the booth at trade shows and walk congresses with them
Master our core sales plays: rehearse them, listen to past winning calls, and successfully conduct an expansion mock demo call that convinces the team you can do it alone
Master our sales processes and systems (Salesforce, Google Suite, PowerPoint, Fathom) to be able to manage a sales lifecycle from customer request to contract expansion deals autonomously
Get introduced to all customers in your portfolio and secure face time with 80% of them
In your first 3 months, you will:
Close your first deal autonomously
Identify 2 expansion levers for each account, with goals and steps documented in Salesforce
Attend your first congress solo, with a pre-event target list, a floor contact log, and 100% follow-up
Complete your account research and…