◽About the position:
We're looking for an experienced leader who is passionate about the opportunity to build and scale our key account management team as we grow Bunny Studio.
The Head of Key Account Management will report directly to the CEO and work closely with Sales leadership, Product Managers, and stakeholders to improve commercial performance, sales productivity, and efficiency.
◽Compensation: Experience and location-dependent.
🔶 Location: This position is available for Latam and Europe residents.
◽What you'll need:
- Sales work-related experience with the US market as a target, selling software products.
- 5+ years of work-related experience in Sales Strategy, Sales Operations, Sales, or equivalent roles.
- 3+ years of work-related experience in leading operational teams, managing people, and achieving results within a complex matrix organization.
- 2+ years of business development leadership experience.
- Ability to manage and develop team members and get results through people.
- Experience in hiring and training people.
- Demonstrated ability to forecast sales and build sales plans.
- Deep knowledge of sales strategies, systems, data, and processes.
- Ability to understand customers' needs and requirements and translate these into profitable solutions for customers and the company.
- Understanding of CRM fundamentals.
- Skills for framing business questions with data, translating business needs into strategies, and implementing tactics and process improvements.
- Excellent English written and verbal communication skills and proven ability to negotiate, influence, and gain consensus with senior stakeholders.
- Prior experience with a fast-growth enterprise software or technology company.
- Experience working with large unstructured data sets and synthesizing them into business insights (e.g., using SQL, Excel, Hubspot).
- You know how to work independently and are rigorous and organized.
- You have self-motivation and want to grow a small business unit.
- Working knowledge of SaaS collaboration tools is a big plus: Slack, Confluence, Zapier, Trello, Aritable, Zoom, and G Suite.
- Willingness to work in an environment that strives for honest and open communication at all times, and you're not afraid to engage in difficult conversations.
- You share our values (listed below) and work per those values.
- Experience and an existing network in the market would be a plus.
- An understanding of programmatic media would be a plus.
- Industry and product knowledge would be an additional advantage.
- Experience working remotely is considered an additional advantage.
- Access to high-speed and stable internet is a must.
◽What you'll do and how you'll make an impact:
- Be a key business partner for the CEO, executive team, and Sales Leaders and identify, prioritize and deliver impactful initiatives to improve our commercial performance and client relationships.
- Support the Key Account Management team in managing an extensive client portfolio of media and advertising agencies.
- Provide a strategic point of view on key business priorities and challenge the status quo.
- Manage QBRs.
- Drive uptake of the platform from our clients and assist them in creating their creative plans.
- Engage personally in the acquisition of key prospects.
- Identify business expansion opportunities, analyze market potential, and target new businesses of the highest value.
- Build effective ways of working with our global techs teams, such as Product, Engineering, and Inbound Sales, to progress our international priorities.
- Drive insights, target setting, planning, and operating cadences to develop and execute commercial strategies.
- Own improvements on lead generation, lead prioritization, and top-of-funnel enhancements.
- Own the implementation of sales systems, scaled processes, and data governance initiatives.
- Developing strong industry networks and representing Bunny Studio in-market and at events.
- Manage and scale an enterprise sales team.
- Develop and motivate a talented team of individual contributors within a dynamic, fast-paced matrix organization.
- Establish a collaboration and execution excellence culture, ensuring the team consistently operates at the highest standards.
◽KPIs:
1. Sales growth from current key accounts.
2. Sales growth from new key accounts.
3. Retention and churn rates from key accounts.
4. GMV growth from original API and streaming accounts.
5. Acquisition growth of new accounts managed.
6. Growth in the number of accounts buying multiple services.
◽Challenges:
- Learning and understanding our Product.
- Scaling the key account management team.
- Acquiring new key accounts.
- Understanding our target customers.
- Training new key account managers.
◽Leadership traits we value:
- Superior communicator: delivering constant, clear, and purposeful communication.
- Be decisive: solve blockers and overcome operational obstacles independently.
- A multiplier: Being able to multiply and communicate the company's vision and strategy to team members, even in cases of disagreement.
- Flexible: adapting to different realities, working under pressure, and thriving.
- Inspirational: Inspiring team members to want to achieve and perform at their maximum potential.
- Scientific: be scientific in the way you approach problems and understand why, for Bunny Studio, experimentation is the only way forward.
- Humility: being able to actively listen, teach others, continuously be on the lookout to learn, and be honest.
