VP, Account Management

Position description:

The VP, Account Management leads and develops Odessa's Account Management function while holding direct executive accountability for the customer success, retention, and growth of a strategic portfolio of key client accounts. As both a client-facing revenue leader and people leader, this role owns portfolio-level financial outcomes, including renewal rates, expansion revenue, and account profitability, and is measured on the long-term value realized across the portfolio.

This role coaches and develops a team of Account Managers, establishes account management best practices, and builds strong cross-functional interlocks across Sales, Delivery, Product, and Finance to drive retention and expansion. Serving as executive sponsor and primary relationship owner for the portfolio, this individual may also directly own and manage select strategic accounts alongside those managed by the team. The VP, Account Management maintains executive-level relationships across assigned accounts, applies financial and commercial acumen to identify and close expansion opportunities, and proactively resolves customer challenges to protect and grow recurring revenue.

The ideal candidate combines proven enterprise account management expertise, strong financial and commercial acumen, and exceptional leadership capabilities. They balance consultative selling, strategic relationship management, and team development, and thrive in an autonomous yet highly collaborative environment built on strong internal interlocks.

Primary Responsibilities:

• Leadership & Team Management

• Lead, mentor, and develop a team of Account Managers, fostering a high-performance, customer-centric culture.

• Establish account management strategies, processes, and best practices to drive customer retention, satisfaction, and revenue growth.

• Set team goals, monitor performance metrics, and provide ongoing coaching and professional development.

• Partner with executive leadership to develop customer success and account growth strategies.

• Build strong cross-functional interlocks across Sales, Delivery, Product, and Finance to ensure aligned execution and shared accountability for customer outcomes.

• Provide executive-level reporting and portfolio insights to senior leadership.

• Strategic Account Management

• Hold full accountability for revenue, customer retention, net revenue retention, and strategic growth across an assigned portfolio of strategic accounts.

• Build strong relationships with executive sponsors and stakeholders across customer organizations.

• Identify and pursue expansion opportunities within existing accounts through consultative selling and value-based discussions.

• Develop strategic account plans that align customer business objectives and financial goals with Odessa solutions, with clear retention and growth targets for each account.

• Organize and lead Executive Business Reviews and other strategic engagements with senior customer stakeholders.

• Represent Odessa at key industry conferences and events to strengthen customer relationships and market presence.

• Serve as the executive escalation point and trusted advisor for key accounts.

• Customer Success & Business Growth

• Manage complex enterprise accounts with multiple delivery workstreams and ongoing support activities.

• Prepare, negotiate, and oversee contracts for enhancements, products, and professional services.

• Advocate for customers internally while balancing business priorities and company objectives.

• Anticipate customer needs and orchestrate internal interlocks across Delivery, Product, and Finance to resolve challenges and act on growth opportunities.

• Utilize technical, domain, and platform expertise to align customer expectations and distinguish between product enhancements and support issues.

• Collaborate closely with Delivery Managers to ensure successful outcomes and customer satisfaction.

• Partner with geographically dispersed services and development teams to maintain visibility into project timelines and delivery status.

• Partner with Finance on billing structures, invoicing, pricing, and commercial negotiations, applying financial acumen to safeguard account profitability.

• Maintain accurate customer activity, opportunities, forecasts, and account strategies within Salesforce and other CRM tools.

Experience & Qualifications:

• Bachelor’s degree in Business, Finance, Technology, or a related field.

• 10+ years of experience in Account Management, Customer Success, Enterprise Sales, or Strategic Client Management within Financial Services, FinTech, Banking, or Enterprise Software.

• 7+ years of leadership experience managing customer-facing teams.

• Proven success growing revenue, retaining strategic accounts, and building executive-level client relationships.

• Experience managing complex enterprise software or professional services engagements.

• Direct experience with software product implementations and familiarity with the software development lifecycle.

• Strong expertise in account planning, forecasting, opportunity management, and CRM platforms (e.g., Salesforce).

• Demonstrated ability to negotiate commercial agreements and drive account expansion.

• Excellent executive communication, presentation, and stakeholder management skills.

• Willingness to travel up to 25% to support customer relationships and business needs.

Preferred Qualifications:

• Experience in leasing, asset finance, commercial lending, banking technology, or ERP solutions.

• Strong financial and commercial acumen with the ability to identify growth opportunities.

• Proven ability to influence cross-functional stakeholders and navigate complex enterprise organizations.