Director Account Management

About Us:

At Botrista, we are transforming beverage culture with intuitive drink-making technology guided by Nature herself. By allowing restaurants to easily expand menus without added complexity, we're driving incremental growth with the push of a button.

Awarded as one of the Best California Startups in 2023, our beverage solution has created a new industry category, universally applicable to any cuisine, demographic and business. Our machines are being rapidly deployed around the country for customers to experience & enjoy.

We deliver a world of flavors at your fingertips by sourcing top-tier ingredients from around the globe. Thanks to valuable data collected through our integrated CloudBar system, we easily guide our partners through their drink menu innovation.

Each drink is crafted by nature, and perfected by innovation - we'd love to have you be a part of it.

Position Summary:

Botrista is seeking a Regional Director, Account Management to manage Account Managers within our organization and own the senior relationship at key enterprise accounts. This role will be based in the Los Angeles area. The successful candidate will have a strong history of managing high achieving professionals, exquisite attention to detail, a great ability to manage customer relationships, and is comfortable in the dynamic environment of a startup. In this role you will oversee the enhancement of Customer Success playbooks, where your testing/results will create repeatable models. You will be responsible for the brand relationship in a given region plus managing a set of Account Managers..

Responsibilities:

• Own key relationships with top customers. This consists of creating and executing the Quarterly Business Reviews and weekly touch bases. You will also be leading discussions around marketing programs.
• Grow Cups Sold Per day ("CSD") at key customers. Responsible for the revenue that is coming from your key accounts and you own the CSD number.
• Own the overall success of the Botrista new installations and customer onboarding
• Manage the regional Account Management team, which consists of a set of Account Management professionals attached to a set of live locations. Ensure that this team is exceeding their goals
• Act as a key channel to inform product development and build/improve repeatable processes
• Oversee the generation and presentation of weekly reports on customer interactions, metrics, and performance - offering solutions or requesting support with roadblocks to improve metrics. This candidate must have a great analytical mindset and use data to drive decisions.
• Develop strategic plans to Manage and resolve customer issues, escalating when necessary, and working cross-functionally with internal teams to ensure timely and effective resolution
• Monitor customer engagement and usage of our products/services, identifying opportunities for upselling, cross-selling, and renewal
• Collaborate with sales, marketing, and ops teams to develop and execute onboarding, adoption, and retention strategies

Requirements

Minimum Qualifications:

• Bachelor's degree or equivalent work experience
• 5-7 years in a customer facing or business experience; sales, customer success, marketing or account management experience
• 1-2 years of management experience
• Passion for delivering exceptional customer experiences and advocating for the customer's needs
• Proven track record of managing and growing customer accounts, achieving targets for renewal, upsell, and cross-sell
• Strong communication skills, with the demonstrated ability to articulate complex ideas and influence stakeholders at all levels
• Excellent problem-solving and analytical skills, with the ability to identify patterns and trends in data to inform decision-making
• Strong project management skills, with the ability to prioritize and manage multiple tasks and projects simultaneously
• Ability to travel: 50%+

Preferred Qualifications:

• Food and Beverage knowledge and experience
• Experience working in a hardware or technology-focused company is a plus
• B2B Marketing Experience, Enterprise sales experience
• Proficiency with digital marketing, social media strategy, field marketing and print/point of purchase

Salary Range:

$120,000 - $160,000

Plus bonus and stock options

Benefits
• Fully company-paid Medical and 99% company-paid Dental and Vision Insurance
• 15 days Paid Time Off, 7 sick days, 14 holidays, Wellness Benefits, Cell Phone and Internet reimbursement, 401K
• Beautiful new SF office with outdoor rooftop workspace
• Free beverages with our Bot, snacks, and Wednesday lunches