Director of Account Management

Are you ready to embark on an extraordinary adventure? Look no further, because Ei, the innovative tech company that loves to find a better way, is seeking a Sales Leader to join our growing team. If you live in Texas or Louisiana and you're ready to make an impact on the downstream refining and petrochemical industry, then buckle up and read on!

About Ei
Ei isn't your ordinary tech company. We're more like the Gandalf of the industry, wielding innovation to find a better way for our customers in the industrial and construction world. For over a decade, we've been making magic happen, helping our customers unlock new possibilities. But that's not all! Our recent creation, Ei Everywhere, has taken the enterprise world by storm, leaving our competitors scratching their heads. We're revolutionizing everything from CAD drawings to reality capture and integrating plant data systems like it's nobody's business. Join us and be part of something truly remarkable!

Why Ei is Different
While other industries were stuck in the Stone Age, we were busy rewriting the future. We're the mavericks of "Digitalization" and "Industry 4.0" tools, shaking up the heavy industries. Big players like Phillips 66, Shell, HF Sinclair, Exxon, Lyondell, INEOS and more have finally caught on to the digital wave and want a piece of the action. We're the tech heroes they never knew they needed.

Why This Role
This role will be the overall owner, managing the execution and improvement of Ei’s overall account management process for existing accounts. The overarching goal of this position is:

• Ensure our account base is effectively managed by our account management team and the account management team is supported effectively by Ei.
• Act as liasion between Account Management and other Ei teams. This includes Customer Success to review “Account Health” reports and ensure accounts are being followed up on the appropriate cadence, as well as collaborate with the SDR team to set meetings at existing customers.
• Increase our stickiness within clients, keep competitors out and de-risk churn.
• Cross-sell and upsell Ei’s services across our clients to maximize the benefits we provide to our clients and therefore the overall value of our existing clients are getting from working with us.

How Success Will Be Measured
The metrics indicated below will be used to measure the success of this role. The KPIs below will be measured for existing accounts. Net-New Sales will remain with the VP Sales, but you will collaborate and support those opportunities as they touch existing accounts.

• Annual Sales
• Forecasting Accuracy
• Average Customer LTV and Retention
• Speed and Depth of Facility-Level and Corporate-Level Growth
• Number of referrals generated from existing accounts
• Number of sites where we have SLT champion/support/buy-in

Here are the secret ingredients that make up our next great Sales Leader:

COLLABORATIVE AND PATIENT LEADER WHO “LEADS FROM THE FRONT”
In our team, collaboration is key. Your positive energy and ability to foster a collaborative environment will create a winning culture. You are patient and able to continually reinforce and coach to our sales process to level the team up. You know how hold team members to a high standard while also earning their trust from a place of collaboration and garnering buy-in.

SALES ACUMEN AND PROCESS FOCUS
Do you have experience using a stage-based sales process to lead meeting prep and deal reviews? Do believe in sales process and do you know how to spot risks in a deal? Do you know how to lead a customer through developing a grounded business case that sells? Our process is largely built on a problem-centric and challenger-oriented sales philosophy with MEDDICC as the qualification framework. You will be critical in ensuring team is aligned and executes on our process successfully!

ORGANIZED AND DISCIPLINED
Are you highly organized? Do you have a personal process for managing your time well? Do you have a little bit of “project manager” in you to stay on top of every detail? Organization and discipline are critical to this role to make sure we stay proactive and focused on our goals. You aren’t intimidated by the goal of keeping an accurate CRM and are always optimizing to make sure we are reporting accurately and prioritizing our time well.

TECHNICAL ACUMEN + CONTINUOUS LEARNER
We work “on the ground floor” with users and your team will often be identifying and building out new use cases with our customers. You have a natural curiousity to “go deep” and really understand a customer’s current process, how it would work in Ei, and why that matters! You can “put a product hat” and interface with our product team. You are coachable, humble and never rest on your laurels. Instead, you embrace the opportunity to learn and grow.

Other Important Traits

High Integrity and Credible
As a Sales Leader, your ethical compass will be your guiding star. You'll build long-lasting relationships with clients and team members through trust and integrity. Your reputation as a trustworthy ally will be your secret weapon.

Knows Downstream Plant Life
Do you have deep knowledge of different plant departments and how they all work together? Can you hold your own in a conversation with a highly technical manager? We need someone who can navigate the intricacies of a plant org chart and move effectively “up and down” the hierarchy, from training operators on our tool all the way to sharing our ROI a plant manager!

Willing to Get Down and Dirty (in a Plant, That Is)
We need someone who's not afraid to roll up their sleeves and immerse themselves in the trenches. You'll dive headfirst into the nitty-gritty details from deal reviews to forecasts to onsite visits to new use cases, your detail-oriented approach will help you equip the team and grow our customer relationships faster than ever!

Why Join Ei?
At Ei, we're not just about work—we're about creating an environment where you can thrive, grow, and have a blast while doing it. Here are some of the perks and benefits that make joining our team an adventure worth taking:

• Health Insurance. We care about your well-being, which is why we offer comprehensive health insurance coverage. Stay healthy and worry-free as you conquer new sales territories.
• Stipends. We believe in supporting your professional growth and development. That's why we offer stipends for training, conferences, and workshops. Sharpen your skills and become a force to be reckoned with.
• Commission-Based Bonuses. We're all about celebrating success together. As a Sales Leader, you'll have the opportunity to earn commission-based bonuses that reflect your outstanding achievements. The more you conquer, the more you'll be rewarded.
• Friendly and Lighthearted Work Environment. Our team is like a tight-knit group of nerds. We foster a friendly, collaborative, and supportive atmosphere where you can be yourself and thrive. Your colleagues will be your partners in crime as you tackle sales challenges and celebrate victories.
• Flexible Schedule. We understand that life is an adventure outside of work too. Enjoy the freedom to manage your schedule and maintain a healthy work-life balance. Need time to recharge or pursue your passions? We've got your back.
• Generous Time Off and Holiday Schedule. Everyone needs a break now and then. We offer generous vacation and personal time off so you can recharge, explore the world, or simply relax. We also observe major holidays, ensuring you have time to celebrate with loved ones.
• Remote Work. We embrace the modern era of flexible work arrangements. As an Account Executive, you'll have the opportunity to work remotely, harnessing the power of technology to conquer new territories from the comfort of your own adventure headquarters.

Core Roles and Responsibilities
In addition to the management of the overall account management process, this role includes the following responsibilities:

• Drive a culture of sales process, proactivity, and team spirit by leading from the front. See the Ei Sales Team Vision document for more info.
• Help the account management team stay organized and focused on their goals. Recommend streamlining, automating or eliminating activities as you see fit.
• Developing and refreshing monthly/quarterly account goals for all Key Accounts, including identification and responsibility to execute on Key Next Steps Activities.
• Ensure we are visiting all existing customer accounts and key contacts at those accounts at an agreed upon frequency.
• Drive accountability with supporting teams within Ei as it relates to Ei’s account management goals. This includes Projects, Product, SDRs, SalesOps, and Customer Success.
• Work with our existing customers to earn referrals to “sister sites” and “sites across the road” from existing champions and users.
• Drive a culture of discipline, organization, and adoption of our CRM and other sales tools to drive efficiency, collaboration and learning.
• Develop and implement your own “sales management cadence” with the team including 1:1s, coaching calls, and deal reviews.
• Complete weekly/monthly/quarterly sales reports in an agreed-upon format with Ei Leadership.
• Make tactical improvements and recommendations to our Account Growth Process to improve our efficiency and scalability.

Join us at Ei, where innovation, growth, and a supportive community collide. Are you ready to embrace the adventure of a lifetime? Attach your cover letter and resume to this ad and let us know why you're the perfect candidate to join our tribe!

Estimated OTE $200-250K and estimated 30-50% travel required