INIT Innovations in Transportation, Inc. · 1 week ago
Director of Account Management
Chesapeake, VA
Full-time
Onsite
Director/Executive
10+ years expINIT Innovations in Transportation, Inc. is seeking a Director of Account Management to lead and manage their Account and Proposal Managers. The role involves overseeing customer relationships, driving account growth and retention, and collaborating with cross-functional teams to align account strategies with corporate growth priorities.
Information Technology
Responsibilities
Own performance of the Account Managers and Proposal Managers, Accounts, including revenue, retention, forecast accuracy, and proposal quality
Set team KPIs, quotas, and performance expectations aligned with revenue and retention goals
Set clear expectations, inspect execution, and take corrective action when standards are missed
Conduct one-on-ones, pipeline reviews, and quarterly performance evaluations
Hold AMs and PrMAs accountable for account plans, QBR quality, pipeline hygiene, and follow-through
Provide senior-level oversight and escalation support for customer relationships. Personally own executive relationships for INIT’s most critical accounts
Step in early on at-risk accounts and drive recovery plans
Oversee regular QBRs, executive business reviews, and long-term partnership planning. Ensure customers see INIT as a long-term strategic partner, not a vendor
Drive renewals, support agreements, hardware refreshes, and expansions across INIT’s portfolio
Guide AMs in identifying upsell opportunities
Oversee pricing strategy that balance competitiveness, margin, and long-term value
Enforce accurate forecasting, pipeline visibility, and Salesforce discipline
Standardize reporting, account plans, Quarterly Business Review templates, and renewal processes
Provide recurring reporting to senior leadership on revenue, retention, and account health
Break down internal friction that slows execution for customers. Collaborate closely with Project Management, Engineering, Support, and Product
Align account strategy tightly with corporate growth priorities
Represent INIT at customer meetings, industry conferences, and technical forums
Qualification
Required
Bachelor's degree in Business, Engineering, or related field (MBA preferred)
10+ years in account management, client success, or transit technology
5+ years managing sales, account management, or customer success teams
Proven success in customer retention, revenue growth, and complex B2B environments
Strong financial and contractual acumen
Proficiency in Salesforce and Microsoft 365
Company
INIT Innovations in Transportation, Inc.
INIT Innovations in Transportation, Inc.
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
Andy Singh
COO - Eastern Region
Eric Linxweiler
Chief Operating Officer
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