Director of Account Management (Scottsdale, AZ)

About Files.com

Files.com is an enterprise secure file transfer & automation app with over 4,000 paying business customers, including Target, Canonical, UPS, Leica, DirecTV, GoPro, Marriott, and more.

Files.com was bootstrapped by our founder and has been profitable since its founding in 2010. We raised $46.5 million of growth equity from Silicon Valley-based Riverwood Capital to accelerate our growth.

Location: Scottsdale, AZ (Old Town) 

The Director of Account Management will manage our Account Managers. We expect this person to come into the organization and go through the same steps an Account Manager will. This includes a ramp period so the focus can be training. The ideal person will demonstrate their sales ability temporarily as an IC before managing the team. B2B sales experience is required and software experience is strongly preferred. We sell remotely using a team approach.

World Class Pay and Benefits:

Competitive Base + Variable: Uncapped commission with incentives.

In-House Training: We’ll provide the solution training you’ll need.

Big Company Benefits: Big Company Benefits: You'll get full  Health/Dental/Vision Insurance coverage (plus 75% of Spouse/Family coverage too),  401(k) with generous matching, 11 Company Holidays per year, and  20 PTO/Vacation days, plus we give employees off for Winter Break at the end of the year!

Awesome Office Atmosphere

Our Scottsdale office is located in the heart of Old Town Scottsdale. We have a gorgeous spacious office with huge windows (☀️), free snacks, drinks, and craft coffee (☕️). 

Our Old Town location gives you direct access to the most amazing lunch and happy hour spots. 

In this role, you will be: 

• Responsible for training Account Managers to ensure we meet and exceed company goals
• Review client interactions to find opportunities for further training
• Ensuring your team is pursuing uplift opportunities from product / package expansion, migrations from acquired products to the Files.com platform, and price increases 
• Strengthening the team on qualifying, discovering, progressing, closing, and forecasting upsell opportunities
• Partnering with the VP of Sales to identify ways in which we can further improve the team and pricess
• Strengthening relationships with our clients to win business  

You'll be successful if: 

• You are able to first demonstrate the sales abilities and then manage this critical team
• You can understand a deeply technical product commonly sold to IT.
• You have a competitive spirit and bring an action-oriented attitude to the team.  
• You take a consultative approach to selling, fully discovering a customer or prospect’s needs, determining the best products, and conveying to the customer that you understand their needs and how our solutions will meet those needs.
• You are able to skillfully negotiate with prospects and customers to maximize company revenue, even when it gets challenging. 
• You have a track record of carrying and achieving quota and experience managing a sales team. 

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