Director of Account Management

Director of Account Management

Founded in 2012, Mirakl has been at the forefront of marketplace innovation, empowering every business to compete in the platform economy. Today, Mirakl's operating system combines an enterprise marketplace solution (Mirakl Platform) that enables retailers and B2B organizations to launch, scale, and operate marketplaces and dropship, AI-powered multichannel selling (Mirakl Connect), retail media (Mirakl Ads) and an agentic commerce infrastructure (Mirakl Nexus).

With dual headquarters in Boston and Paris, Mirakl helps a global ecosystem of 450+ marketplaces (B2C and B2B) and a network of over 100k third-party marketplace sellers. Brands like Macy's, Decathlon, Carrefour, Asos, and Airbus Helicopters use Mirakl to grow their businesses in new and remarkable ways.

Our Values:

Working at Mirakl means accelerating your career alongside ambitious, passionate, and supportive colleagues. We're proud of the diversity of backgrounds, perspectives, and experiences that make our teams unique. Our 5 values guide how we collaborate:

• Work Hard Together: Teamwork and collaboration are the foundation of our success
• Get Things Done: We prioritize action and efficiency for impactful results
• Go Above & Beyond: We tackle challenges proactively and always aim for excellence
• Succeed Through Expertise: Knowledge sharing and continuous learning are core to our culture
• Satisfy & Empower Clients: We're committed to our clients' success

This is a hybrid role with an expectation of 3 days in our Boston office and 2 work from home days per week.

You'll be part of our North America Account Management team led by Nicole Tiberia, SVP, Sales Americas. The team consists of 2 other Account Managers within a larger, robust sales organization with strong global collaboration.

Your Impact:

• Lead, coach, and develop a team of Account Managers responsible for renewals, upsell, and cross-sell execution, building a high-performance culture centered on accountability, collaboration, and customer value while owning team attainment against renewal, expansion, and net revenue retention goals, including managing their own quota in a player/coach role
• Establish the operating cadence, inspection framework, and commercial discipline required to manage a predictable renewals and growth business, including rigorous forecasting, pipeline management, and renewal visibility to ensure leadership has clear insight into upcoming risk and opportunities
• Act as an executive sponsor and escalation point for high-risk renewals and complex commercial negotiations, supporting your team in developing win-win strategies that maximize contract value while protecting customer relationships
• Partner with Customer Success, Sales, Finance, Rev Ops, Operations, and Legal to identify commercial risk early, build mitigation plans, reduce churn, and align on account strategies that expand customer adoption across Mirakl's broader portfolio
• Build repeatable processes, playbooks, and best practices for complex renewals and multi-product expansion while hiring, onboarding, and mentoring top talent to create clear development paths for future leaders

What You'll Bring to the Role:

Experience:

• 8+ years of experience in SaaS account management, renewals, customer sales, or related enterprise commercial roles
• 3+ years of people management experience leading high-performing account management, renewals, or post-sales commercial teams
• Demonstrated success managing and coaching teams through complex, multi-year enterprise renewals and expansion deals
• Strong track record of achieving or exceeding retention, upsell, cross-sell, and net revenue goals
• Bachelor's degree required

Skills:

• Negotiating value-based commercial agreements with CXO-level stakeholders
• Navigating complex customer organizations and aligning cross-functional teams
• Financial, operational, and analytical acumen with the ability to use data to drive decisions
• Coaching and developing talent across different performance levels
• Ability to manage a player/coach role
• Executive presence and communication to influence internally and externally
• Proficient in MEDDPICC and Challenger methodology

Below you will find the reasonably estimated annual On-Target Earnings (OTE) range for this role. OTE reflects total target compensation, reflective of base salary and variable compensation (e.g., commission or bonus). Your starting compensation within this range will be based on your relevant skills, experience, and education, with any future adjustments…