Director of Account Management

At Pave, we're building the industry’s leading compensation platform, combining the world's largest real‑time compensation dataset with deep expertise in AI and machine learning. Our platform is perfecting the art and science of pay to give 8,500+ companies unparalleled confidence in every compensation decision.

Top tier companies like OpenAI, McDonald’s, Instacart, Atlassian, Synopsys, Stripe, Databricks, and Waymo use Pave, transforming every pay decision into a competitive advantage. $190+ billion in total compensation spend is managed in our workflows, and 70% of Forbes AI 50 use Pave to benchmark compensation.

The future of pay is real‑time & predictive, and we’re making it happen right now. We’ve raised $160M in funding from leading investors like Andreessen Horowitz, Index Ventures, Y C, Bessemer Venture Partners, and Craft Ventures.

At Pave, our Account Management team is the engine behind customer retention and growth. We work with some of the most innovative companies in the world—helping them build smarter compensation programs, make data‑driven decisions, and get the most out of the Pave platform. Our AMs aren't just relationship managers; they're trusted advisors who understand their customers' business deeply and bring real commercial value to every interaction.

As we scale, we're looking for a Director of Account Management to lead this team, raise the bar on what great looks like, and own the retention and expansion outcomes that sit at the heart of Pave's growth story.

• Own the number. Take full accountability for GDR and NDR across Pave's core customer base, actively managing the health of the book and driving the team toward 90%+ GDR and 110%+ NDR targets.
• Lead and develop a high‑performing AM team. Coach, mentor, and performance manage a team of Account Managers—building the culture, habits, and skills needed to retain and grow customers at every stage of the lifecycle.
• Build scalable AM processes. Design and implement account coverage models, renewal forecasting frameworks, and customer health scoring that give the team a clear, repeatable playbook for managing their book of business.
• Drive expansion and advocacy. Partner with Sales to identify and convert expansion opportunities, and turn your most satisfied customers into active Pave champions—references, case studies, and pipeline contributors.
• Develop a scaled motion for the long‑tail. Establish an efficient, low‑touch coverage model for down‑market and pre‑ICP customers that preserves retention without over‑indexing resources.
• Champion the voice of the customer internally. Synthesize AM feedback, escalations, and product gaps into actionable input for R&D, ensuring the roadmap reflects what matters most to Pave's customer base.
• Partner cross‑functionally. Serve as the primary CS stakeholder in Sales, Marketing, and R&D partnerships— from smooth handoffs at close, to sourcing customer stories for marketing, to representing CS in company‑wide planning.

• 7+ years of post‑sales experience in B2B SaaS, with at least 3 years in an AM leadership role owning a team and retention/expansion metrics.
• A demonstrated track record of improving NDR and GDR at a company with a comparable ACV and ARR profile—you've owned the number and hit it.
• Strong commercial instincts—you’re comfortable leading renewal negotiations, navigating executive‑level relationships, and coaching your team to do the same.
• Experience building and scaling AM processes from the ground up, including coverage models, health scoring, and forecasting—you don't just manage, you build.
• A proven ability to recruit, develop, and performance manage high‑performing AM teams—you know how to raise the floor and the ceiling.
• Deep cross‑functional credibility—you've worked closely with Sales, Product, and Marketing and know how to get things done across organizational lines.
• Strong communication and executive presence—you represent the customer at the leadership table and can hold your own in front of a VP or C‑suite stakeholder, both internally and externally.
• Experience at a high‑growth startup is strongly preferred—you're…