VP, Sales & Account Management, North America

USA - Boston or East Coast

About us

At Aptitude we love complexity.

Every business is made up of millions of little details that make them different from anyone else on the planet. Finding the joy in this complexity can be the difference between the mundane and the magnificent – which is why we commit to getting to know every single business we work with inside and out.

Immersing ourselves in the intricacies of finance digitization, subscription management, compliance, and revenue management gives us the power to make a real impact. Once we understand how an organization works, we can implement solutions that provide the clarity, confidence, and control they need to drive growth and achieve their ambitions.

Aptitude are currently serving over 75 CFOs whose organizations generate a combined revenue of over $1 Trillion.

We are growing our team with smart, motivated, passionate people who share our three core values – being one think ahead, being the guru and being the difference. We are proud of the team we’re building, and believe diverse experiences and perspectives build stronger teams and better products.

Headquartered in London, we have five office locations around the world with clients across four continents

What you'll do

The VP Sales and Account Management’s main responsibility is to drive account growth (upsell/cross sell/renewals) and grow the client base (net new logos) through closing high value enterprise deals directly and indirectly with partners, in line with Aptitude Software’s Ideal Client Profile to meet or exceed your revenue targets.

You must be commercially focused, and able to coach and mentor your team members to be commercially minded, risk adverse, be a trusted member of the Aptitude team and be outcome and value focused in line with the strategy and focus of Aptitude (Finance Digitalization and Revenue Management & Subscription Management).

The VP Sales & Account Management will be responsible for the following teams to lead to achieve your revenue targets:

Sales team

You will be an enthusiastic and creative leader with the ability to inspire others and lead through Aptitude Software’s values. You will be responsible for leveraging your leadership skills and experience to scale your partner and Sales team and know how to coach success. You’re on the expert-level when it comes to Sales and partner training (Value Selling) and you will effectively strengthen and improve internal talent.

Business Development Representatives

You are responsible for leading the Business Development Representative team to ensure they support the Sales and Account Management team with their quarterly Sales and Account Management campaigns. You are responsible for ensuring the Sales and Account Management team proactively develop their business development campaign plans in conjunction with Field Marketing, so that they are programmatic, outcome focused, and executed in partnership with Field Marketing to support the business development of their territory. The campaigns need to be in line with Aptitude’s business focus and Field Marketing plan, and you must ensure the Sales and Account Management team are managing and supporting the campaigns in line with the Business Development Representative (‘BDR’) program.

Account Management team

You will be responsible for ensuring the North American Account Management team delivers incremental recurring revenue via the account base (renewals and expansion). You will be responsible for ensuring the team works alongside client success and pro-actively owns the commercial relationships of our clients.

What we're looking for

Our ideal candidate will have the following skills & experience:

  • Strong understanding of Aptitude’s product offerings, differentiators and clearly articulates the value of our software and services – ability to unveil and create value and develop your team to this standard.
  • Ensure your team is maximizing the Sales profitability, growth and account penetration within the assigned territory using a variety of proactive and creative structured inbound/outbound methods – in line with outcome and actionable focused plans.
  • Excellent mentoring, coaching and people management skills to own the coaching and development of your team.
  • Ability to consistently establish Sales and Account Management best practice, repeatable processes and effectively promote wider adoption across the business.
  • Ability to oversee and support multiple Sales cycles at a time across your Sales and Account Management team, while maintaining meticulous attention to detail and quality output for prospects.
  • Ability to leverage client knowledge and client life cycle awareness to support Sales, solution consulting, project shaping, project scoping, sizing and contract arrangements.
  • Monitor performance of Sales and Account Management team against metrics and take continuous action to achieve targets to improve performance.
  • Leader in guiding the team through the development of new business and to define a strategic plan and execution of all new Sales and accounts, to attain revenue targets.
  • Ability to work collaboratively and resolve conflict across different functional areas as well as with external partners and stakeholders.
  • Lead the design, build and execution of regional programs that create compelling joint value propositions and successful go-to-market strategies with teams from our strategic partners.
  • Ability to act as a trusted advisor at all levels of the client’s organization (up to C-level) and internally at Aptitude Software.
  • Ability to not only manage client relationships but also effectively manage escalations and senior client, prospect and partner relationships.
  • Ability to continuously refine Aptitude Software’s Sales and Account Management function in line with growth
  • Lead the Account Management program development, management and continuous improvement to deliver clear commercial outcomes such as tangible net new revenue and profit growth.
  • Ability to influence the adoption and continued use of Aptitude Software products and services through strong relationships – be regarded as a trusted advisor
  • Strong negotiation and commercial skills with a problem-solving attitude.
  • A strong communicator with excellent writing and presentation skills.
  • ‘Right first time’ mindset.

How to apply

Please click on the ‘Apply now’ button below, including your CV/resume and any other relevant information that will help us get to know you better.

VP, Sales & Account Management, North America

USA - Boston or East Coast

Apply now