Account Director - Strategic Accounts

Job Title

Account Director (Strategic Customers)

Reports to

Strategic Customer Growth Lead

Location/work pattern

Hybrid working pattern including regular trips to the Manchester office (full week for initial training then up to twice per month)

9.00 – 5.30 Mon-Fri

Salary

Negotiable

What we do

Vypr is a Manchester-based SaaS company backed by Private Equity and Venture Capital. Our cutting-edge product intelligence platform delivers dependable consumer data, empowering manufacturers and retailers to understand customer preferences and streamline the development process, resulting in superior products brought to market more quickly.

As a rapidly scaling business with ambitious growth targets, we have demonstrated strong product-market fit and are poised for accelerated expansion. By leveraging advanced new technologies, we are reinventing our product intelligence platform with limitless future possibilities, from personalization to AI-enhanced insights.

The Customer Growth Team at Vypr is dedicated to driving exceptional customer value via the effective delivery of both support (client success) and account management (renewal and expansion). These teams work closely together, to ensure clients realize maximum value from Vypr's market-leading product intelligence platform. Our team builds enduring relationships with key stakeholders to ensure our customers achieve their business objectives while uncovering and converting upsell opportunities to drive revenue growth. We're looking for someone to be part of thisdynamic, results-oriented team committed to driving customer retention, expansion and Life-time-value.

Things that you will do.

• Own the customer relationship overall. You will liaise with the economic buyer to drive overall commercial engagement
• Understand the customers’ business objectives and translate them into the right contract that both meets the customer needs and delivers value to Vypr
• Lead and run customer Quarterly Business Reviews with the customer (also attended by the Customer Success Manager) to demonstrate success and leverage commercial opportunities
• Ensure the customer contract is fully delivered
• Work closely with the Customer Success Manager to deliver value to both the customer and Vypr
• Prepare create and negotiate the commercial renewal agreement to ensure an increasing TCV
• Create Account plans for specific accounts (as agreed with your line manager)
• P&L responsibility for your book of business
• You will convert revenue opportunities identified by the Customer Success Manager
• You will create new revenue growth opportunities yourself by networking within the customer’s business, leveraging our growth levers (new teams, new product functionality, new markets and expansion within parent/subsidiary companies.)
• Support accurate forecasting and pipeline visibility for renewals and expansion opportunities
• Network and engage customers in strategic commercial conversations that highlight business outcomes and support renewal and expansion decisions
• Identify opportunities to align customer business priorities with Vypr’s commercial offerings (without providing insight-generation support)
• Develop customer relationships to ensure Vypr plays a pivotal role in their insight mix and that Vypr remains Front of Mind
• Update internal systems & CRM daily to ensure the business can make data-driven decisions based on your customer data

What you will be responsible for

This role contributes to our ‘Customer’ pillar within our Visions, Objectives & Strategies. This involves making Vypr ‘Easy to Love and Hard to Leave’. Deliverables include:

• Increasing adoption of Vypr within customers (NRR of112%)
• Managing churn to be <9%
• Making Vypr stickier (Logo Churn <9%)
• Maintaining our strong customer experience (NPS >+50)

What you are good at

• You will use your proven experience of growing commercial contracts in Enterprise customers to significantly increase your book of business’s ACV
• From experience of working as an Account Manager in B2B SaaS, bringing up to date insight into how the role operates within the industry
• Understanding customer objectives and translating how Vypr can be used to achieve them
• Expert in managing large, complex customer portfolios
• Creating and closing commercial opportunities
• Building and leveraging networks
• Delivering against targets
• Highly numerate with good commercial acumen
• Problem solving
• Confident, enthusiastic and hardworking
• Great Excel skills to enable data manipulation and visualisation
• Effectively using a CRM system to manage customer interactions and feedback
• Excellent presenter
• Self-starter

What is important to you

Agile – You use your business acumen to find wins for the customer that create value for Vypr

Caring – You will happily support the wider team to ensure we hit team targets

Driven – You will take accountability for your own objectives and targets, taking action to ensure that they are achieved.

Candid – You will contribute to team discussions and make recommendations to refine best-in-class team processes

What we offer

• Hybrid working
• Company paid medical cashplan
• Enhanced annual leave
• Work from anywhere up to 4 weeks a year
• Access to a global benefits and reward platform
• Access to well-being support, including an Employee Assistance Programmes
• Life Assurance
• Day off on your birthday
• Volunteering day
• Enhanced parental leave

What next?

Our Talent Selection process focusses on creating a mutual, fair and transparent dialogue that helps you and us to establish whether the role could be a rewarding career fit. We will create space to discuss your ambitions and our growth plans as well as context of the role, give you the opportunity to engage with your potential Line Manager and Team Members, showcase your skills in a live task and to visit our Manchester HQ.