Director, Account Management

Buildout is a family of CRE software products and services that help the best brokers to find, win, market, and transact properties to maximize their deal efforts and maximize wins. Our core belief is that successful commercial real estate is broker-led, but tech-enabled. That we play a critical role in maximizing the brokers time to focus on what they do best. As a result, Buildout has become the not-so-secret weapon for more than 150,000+ brokers and investors. Ultimately, we exist to serve the entire CRE industry and because of that unwavering focus, all the best brokers use Buildout. Learn more about who we are, what we do, and why we’re changing the face of CRE tech on our website: https://buildout.com/. 

We’re looking for a galvanizing Director of Account Management to lead our team of Account Managers in driving retention and through upsell/cross-sell initiatives, revenue growth within our book of midsize accounts. In this role, you will coach and lead your team to develop strategic account plans, create deep relationships within their accounts, leverage technology to scale their activities, and drive value for those accounts such that they trust Buildout and invest in more solutions from our company. Reporting to the Vice President of Sales, you’ll be a valued leader in the Revenue organization, helping to drive customer strategy and product innovation.

Strategy and Leadership

• With the Vice President of Sales, develop and execute the overall MidMarket Account Management strategy.

• Develop and execute an upsell/cross-sell strategy that aligns with overall company growth objectives.

• Build scalable playbooks and sales motions for identifying, qualifying, and closing expansion opportunities within accounts.

Revenue Growth & Client Expansion

• Establish clear upsell/cross-sell goals and KPIs for the team.

• Guide Account Managers in proactively uncovering client needs and matching them to the right solutions.

• Work with leadership to design account segmentation models that prioritize expansion potential.

• Monitor pipeline activity, forecast accurately, and ensure consistent attainment of growth targets.

Operational Excellence

• Implement consistent pipeline reviews, deal coaching, and account planning sessions with the team.

• Partner with RevOps to design reporting dashboards that measure upsell/cross-sell performance.

• Be a constant student of the CRE landscape, our customer’s businesses, competing and complementary technology and

People:

• Hire, coach and maximize a team of AMs with incredible listening, communication, dot-connection, and time management skills

• Proactively manage capacity within your team, maintaining the right net headcount expenditures across the year, without compromising revenues, having gaps in account coverage, or impactfully disrupting the customer’s experience

• Obsessive about talent - you have a knack for finding, attracting, directing, motivating, and retaining top talent, and you’re maniacal about what “good” looks like, only exceptional talent will do.

• A dot connector - you take disparate pieces of information to weave them into a cohesive insight, which you can then turn into a strategic plan

• “No” is just the starting line - you never give up on a client or a deal, you push through obstacles and see friction as a new opportunity to solve a problem

• Process oriented and technology obsessed – you are keen on having established processes and steps in place in order to achieve a desired end goal, and you take every advantage you can of the technology available to you to scale your team’s impact

• Drives results – you focus and prioritize the work that will impact business outcomes, and you’re allergic to not hitting your numbers

• Innovative - An experimenter and tinkerer, unafraid of trying new things and pushing for aggressive outcomes

• 4+ years of sales and/or account management experience, in a quota carrying capacity

• 2+ years of experience managing Account Managers or similar post-sale customer-facing roles

• Proven ability to drive results, with a track record of meeting and exceeding revenue targets and/or account growth targets

• A hands-on and deep understanding of B2B SaaS deal flows, relationship building, and pricing mechanisms

We know there are great candidates who won’t check all of these boxes, and we also know you might bring important skills that we haven’t considered. If that’s you, don’t hesitate to apply and tell us about yourself.

Location: We are HQ’d in Chicago, but operate remotely. As such, this is a remote role open across most of the US.

Compensation: The targeted compensation range for this position is $110,000 - $125,000 base salary with $180,000 - $200,000 OTE

Reporting To: Matt Carroll, VP of Sales

This program includes:

• Impactful insurance and benefit options, including 100% coverage of employee dental and vision insurance premiums, HSA seed, company-paid STD, LTD,  life insurance, and telemedicine, and a wellness benefit of $400/year.

• Policies that support a healthy work/life harmony, including Flexible PTO, 14 paid company holidays, paid parental leave, and give back days

• 401(k) with 4% company match and immediate vesting

• A fully remote work culture with a monthly remote work reimbursement ($600/year) to support our distributed team and an annual, in-person company kickoff

• Challenging problems to solve with a committed and supportive team who are invested in your growth and development

• A wonderfully quirky culture where you’re encouraged to bring your whole self to work

Buildout is proud to be an Equal Opportunity Employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, marital status, order of protection status, citizenship status, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. 

If you need a reasonable accommodation for any part of the employment process, please contact us by email at [email protected] and let us know the nature of your request and your contact information and we will consider your request. 

Below, you will be asked to complete identity information for the Equal Employment Opportunity Commission (EEOC). It is required by law that we ask these questions using the format provided by the EEOC. However, we want you to know that at Buildout, we understand that gender is not binary and welcome people of all identities.

For more information about our privacy practices please visit our Privacy Policy. By submitting your application, California residents consent to Buildout processing your personal information for the purpose of assessing your candidacy for this position in accordance of our Privacy Notice for Prospective California Employees.