Sr Director, Account Management

Salary Range: $ To $ Annually

Since 2012, Rightsline has been making work easier for rights and royalties professionals with our innovative rights and royalties management software, allowing our customers to maximize their portfolios without having to max out their daily to-do-lists.

Our fully integrated and configurable platform provides customers with comprehensive access to all their rights and royalties, across all markets and platforms, instantly. Departments can communicate, collaborate, and cohesively take action without worrying about mistakes; and in-app reports and timely alerts ensure our customers never miss an opportunity to do more.

Reporting to the Chief Revenue Officer (CRO), the Sr. Director, Account Management will lead Rightsline’s revenue expansion organization across Strategic and Enterprise customers. This leader owns commercial growth within the existing customer base, including upsells, cross-sells, multi-product expansion, migrations, and Net Revenue Retention (NRR), while building and mentoring a high-performing Account Management team.

Drive sustainable growth and customer value through repeatable account expansion strategies, executive relationships, and strong cross-functional execution. Success will be measured primarily by Net Revenue Retention (NRR), supported by expansion ARR, multi-product attach rate, renewal performance, forecast accuracy, and executive engagement.

• Own all commercial outcomes within the existing customer base, including upsells, cross-sells, multi-product expansion, and migrations.
• Deliver NRR targets through structured expansion plays including whitespace mapping, discovery, and multi-product attach strategies.
• Develop and scale Account Management playbooks covering account planning, negotiation frameworks, and renewal workflows.

• Strengthen executive relationships with key customer stakeholders and serve as an escalation point for commercial risk.
• Collaborate closely with Customer Success to align renewals and customer outcomes with commercial expansion opportunities.

• Partner with Product, Revenue Operations, and Marketing to drive expansion campaigns, product adoption pathways, and industry-specific plays.
• Build, lead, and mentor a high-performing Account Management organization focused on Strategic and Enterprise customer segments.

• Net Revenue Retention (NRR) — primary metric
• Expansion Annual Recurring Revenue (ARR) from upsells and cross-sells
• Multi-product attach rate
• Gross Revenue Retention (GRR) / renewal rate, in partnership with Customer Success — secondary metric
• Forecast accuracy and pipeline discipline
• Executive relationship depth and engagement coverage

• 10+ years of progressive Account Management or commercial leadership experience in B2B SaaS.
• Proven track record of owning NRR and expanding accounts through structured growth frameworks.
• Deep experience navigating enterprise deals, multi-product selling, and complex negotiations.
• Ability to build and scale high-performing Account Management teams across segments to $100M+ ARR.
• Experience working closely with Customer Success, Product, Marketing, and Revenue Operations in high-growth environments.
• Ability to thrive in metrics-driven, execution-focused environments.
• Availability for regular travel (20–30%).

• Experience working in a private equity-backed B2B SaaS business.
• Competitive compensation and health and dental benefits.
• 401(k) / RRSP match program.

At Rightsline, we look for these qualities in every hire, and we hold ourselves to them every day.