Vice President, Account Management

Own Revenue Outcomes

• Carry the net revenue retention, expansion ARR, and renewal targets for the full AM portfolio
• Build and execute against a rigorous forecast — providing accurate pipeline visibility to the CRO and Finance on a weekly basis
• Identify and capitalize on expansion opportunities within existing accounts, partnering closely with Sales on upsell and cross-sell motions
• Decide and move with incomplete information — you find the 80% solution, ship it, and iterate rather than waiting for certainty
• Establish and track the leading indicators (usage, health scores, EBR completion, expansion pipeline) that predict retention and growth
• Partner with Finance and Revenue Operations to model territory capacity, quota design, and commission structures

Define How We Operate

• Build and continuously refine playbooks, methodologies, and operating rhythms that scale as Celigo grows
• Standardize account planning, QBR/EBR processes, and renewal workflows across all three teams
• Use data and analytics to surface trends, risks, and greenfield opportunities at portfolio, team, and account level — and act on what you find without waiting to be asked
• Own the AM tech stack (CRM hygiene, CS tooling, dashboards) in partnership with Revenue Operations
• Contribute to Celigo's global AM strategy; anticipate second-order effects of decisions before they surface as problems

Champion the Customer

• Maintain executive-level relationships with Celigo's most strategic and at-risk accounts
• Serve as the executive escalation point for complex commercial, technical, or relationship challenges
• Ensure customers realize measurable, documented business value from the Celigo platform
• Bring the voice of the customer into internal strategy conversations, from roadmap to packaging to pricing, investing beyond your immediate deliverable when you see a gap

Partner Cross-Functionally

• Collaborate with Sales leadership on account planning, territory design, and seamless handoffs from new-logo to AM
• Partner with Customer Success, Professional Services, and Support to deliver an integrated post-sale customer experience
• Work with Product and Engineering to channel customer feedback into roadmap discussions
• Align with Marketing and Enablement on installed-base demand gen, content strategy, and AM skill-building programs

Who are we looking for?

Experience & Background

• 7+ years in Account Management, Customer Success, or Sales — with at least 5+ years in a people-management role, including managing managers
• Proven track record of owning net revenue retention, expansion ARR, and renewal targets in a B2B SaaS environment
• Experience leading multi-team AM or CS organizations (3+ teams / 20+ ICs) in a high-growth SaaS company
• Deep familiarity with the B2B SaaS customer lifecycle — from onboarding and adoption through renewal and expansion
• Demonstrated success in building processes, playbooks, and operating cadences that measurably improve team performance
• Experience managing deals that range from complex, multi-stakeholder buying committees
• Background in eCommerce, high-growth SaaS, or mid-market/enterprise customer segments is strongly preferred
• Experience in integration, automation, or complex technical software is a significant plus
• Curiosity: You seek out new information before it's required — about customers, market shifts, and the competitive landscape — and make the teams around you smarter for it
• Vision: You see around corners — connecting your team's day-to-day renewal and expansion work to Celigo's long-term growth strategy — and shape priorities accordingly
• Owner's Mindset: You treat Celigo's revenue and retention problems as your own; you invest beyond your job description when you see a gap and measure yourself by outcomes, not activity

Additional Leadership Skills

• Executive presence with the ability to influence at CxO level, both internally and with customers
• Strong analytical skills — comfortable building and interpreting retention, expansion, and health dashboards
• Excellent cross-functional collaborator who thrives in a matrixed, fast-moving environment
• Builder's mentality — energized by creating structure and playbooks, not just inheriting them

Celigo reasonably expects to pay a base salary between $100,000 and $200,000 per year for this position. Actual starting base pay will be determined by skills, experience, geographic location, and other non-discriminatory factors permitted by law. Total compensation may also include variable incentives, benefits, or other perks as outlined in any formal employment offer made.

Celigo is proud to be

• A 2025 Gartner Customers’ Choice for iPaaS. The only vendor to receive this award.
• Celigo is a Visionary in the Gartner Magic Quadrant for iPaaS for the second consecutive year
• Celigo is ranked #1 iPaaS on G2 for multiple quarters and named a Leader in both B2B/EDI and API Management.
• Celigo is a leading intelligent automation platform that puts the power of automation in the hands of every team, unifying workflows from the predictable to the fully agentic in a single platform.

Here you'll experience

• Remote-first culture, built on trust, collaboration, and transparency
• A high-growth, inclusive work environment where innovation thrives and ideas are implemented
• Lightspeed learning opportunities to keep you at the leading edge of your field
• Exceptional coworkers who challenge and inspire you daily
• Competitive compensation and benefits, including:
  • Three weeks of vacation (starting year one)
  • Wellness days and holidays to recharge
  • Parental leave and a generous benefits package
  • Monthly tech stipend
  • Recognition and career development opportunities

Diversity, Equity, Inclusion, and Accessibility

As a company, one of the values we hold most dear is fostering a safe, collaborative environment to bring out the best in us, so we created our Taking a Stand Initiative. Our TAS initiative is a volunteer committee open to all Celigans, with representation from underrepresented voices within our company. We believe, unequivocally, that everyone deserves to be in a place where they feel welcome as they are. Learn more about Taking a Stand.

Celigo is proud to be an equal-opportunity workplace. We are committed to equal employment opportunities regardless of race, color, ancestry, national origin, religion, creed, age, disability, sex, gender, sexual orientation, gender identity, gender expression, medical condition, genetic information, marital status, military and veteran status, or any other characteristic protected by applicable law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.