销售总监，全球客户管理
Director of Sales, Global Account Management
Sanity.io http://Sanity.io 是一个现代、灵活的内容操作系统，它取代了传统的刚性内容管理系统，使 PUMA、Spotify、Figma、Riot Games 和 Skims 等公司能够为其客户提供出色的数字体验。
作为销售总监、全球客户管理负责人，你将建立并领导我们不断增长的售后扩展计划，与现有客户合作。这个高影响力的角色专注于通过续约、升级销售和深入的客户合作来推动收入。你将与解决方案架构师、销售和产品团队紧密合作，确保我们为企业的客户持续创造长期价值。这个职位适合一位有战略眼光的领导者，他了解如何在一个以产品为主导、以开发者为先的业务中推动客户增长，并善于为规模化实施结构。
你将负责：
这个职位决定了我们最重要的客户能与我们共同成长多少。你将建立并领导我们的全球现有客户客户经理团队。你将负责招聘、入职和职业发展，打造一支高绩效的全球团队，实现并超越目标。任务是在战略客户内部实现扩展，赢得决定 Sanity 在组织内发展程度的开发者、产品和高管利益相关者。你的核心指标是 GRR 和 NRR，它们将衡量你在业务扩展到下一阶段时的成功。
日常工作中，你将与销售人员一起绘制客户组织结构，发现真正的痛点和使用场景，并制定定制化的解决方案，让 Sanity 成为团队工作方式的核心。你将定义我们如何对客户进行细分，如何分阶段推进客户生命周期，并在每个阶段进行有效接触，从而实现增长的复利效应，而不是单个交易的偶然发生。建立销售管道是一门艺术也是一门科学，你具备这方面的技能，并知道如何有效地将这些经验传授给你的团队。
你将与产品、市场和解决方案的领导者密切合作，将从客户那里获得的经验带回产品路线图优先级中，并确保售后旅程产生应有的价值。你还将构建所有这些背后的机制：用于预测、销售管道跟踪和扩展报告的指南、工具和系统，让团队在不失去严谨性的前提下持续增长。
你将通过数据进行领导，跟踪扩展指标、使用趋势和升级销售转化率，然后根据这些数据采取行动。你也将负责续约，跨部门协作以保护客户留存并降低流失率。
查看英文原文
Sanity.io http://Sanity.io is a modern, flexible content operating system that replaces rigid legacy content management systems so companies like PUMA, Spotify, Figma, Riot Games, and Skims can create amazing digital experiences for their customers.
As the Director of Sales, Global Account Management, you'll build and lead our growing post-sale expansion motion with existing customers. This high-impact role focuses on driving revenue through renewals, upsells, and deep customer partnerships. You'll collaborate closely with Solution Architects, Sales, and Product teams to ensure we're unlocking long-term value for our enterprise customers. This role is ideal for a strategic leader who understands how to drive account growth within a product-led, developer-first business and thrives in implementing structure for scale.
WHAT YOU WOULD DO:
This is the role that decides how much our biggest customers grow with us. You will build and lead our existing-customer Account Executive team worldwide. You will own hiring, onboarding, and career development for a high performing global team that meets and exceeds goals. The mandate is expansion inside strategic accounts, winning over the developer, product, and executive stakeholders who decide how far Sanity spreads within an organization. Your northstar metrics of GRR and NRR will be the measure of your success as we scale the business to the next level.
Day to day, you will work alongside sellers to map customer orgs, surface the real pain points and use cases, and shape tailored solutions that make Sanity central to how teams work. You will define how we segment accounts, stage the customer lifecycle, and engage at each stage so growth compounds instead of arriving one deal at a time. Building a pipeline is an art and a science that you are skilled at and know how to effectively pass that expertise along to your team.
You will partner closely with Product, Marketing, and Solutions leaders, carrying what you learn in accounts back into roadmap priorities and making sure the post-sale journey earns its keep. And you will build the machinery behind all of it: the playbooks, tools, and systems for forecasting, pipeline tracking, and expansion reporting that let the team grow without losing rigor.
You will lead with data, tracking expansion metrics, usage trends, and upsell conversion, then acting on what they show you. You will own renewals as well, working across functions to protect retention and keep churn low. Do this well and you build a customer base that grows faster the longer it stays, and a team known for making that happen.
ABOUT YOU:
- 10+ years in enterprise sales or account management, including 4+ years in management and 2+ years in second-line leadership: managing managers who lead teams, in addition to individual contributors. You have carried a number yourself, then built and led the front-line managers who own it, and held the results of the full org beneath you.
- Committed to building teams and coaching talent, and to setting the bar for how the whole function treats customers. You know what it takes to develop and shape a team into one of the strongest in the industry.
- Track record of owning an expansion and renewal number at portfolio scale, and building the systems and team that hit it quarter after quarter rather than closing deals one at a time.
- Strong discipline in systematically building pipelines both vertically and horizontally.
- History of growing enterprise revenue against sophisticated, technical buying committees, with the CTOs, engineering leaders, and product leaders who decide how deep a platform goes inside their org.
- Deep command of post-sale motions, and a point of view on how to structure enterprise expansion that you can turn into a repeatable play for a team.
- A strategic, structured operator who can define account segmentation, lifecycle stages, and reporting systems from a blank page.
- Strong communicator and org-mapper. You know how to find champions and turn them into advocates who make the case for you when you are not in the room.
- Proven cross functional leader working across Solutions, Product, and Customer Solutions in a fast-paced, global environment.
Bonus Points:
- Preference for candidates in the San Francisco Bay Area
- Experience in developer tools, headless CMS, composable platforms, or digital experience infrastructure.
- Technical fluency with modern software development workflows.
WHAT WE CAN OFFER
- A highly-skilled, inspiring, and supportive team
- Positive, flexible, and trust-based work environment that encourages long-term professional and personal growth
- A global, multi-culturally diverse group of colleagues and customers
- Comprehensive health plans and perks
- A healthy work-life balance that accommodates individual and family needs
- Competitive salary, commissions, bonus, and stock options program
WHO WE ARE
Sanity.io http://Sanity.io is a modern, flexible content operating system that replaces rigid legacy content management systems. One of our big differentiators is treating content as data, so it can be stored in a single source of truth, but seamlessly adapted and personalized for any channel without extra effort. Forward-thinking companies choose Sanity because they can create tailored content authoring experiences, customized workflows, and content models that reflect their business.
Backed by Netlify, Vercel, the founders of Twitter and Medium, Heroku's ex-CEO, and leading VCs like ICONIQ Growth, Threshold Ventures, and Lead Edge Capital, Sanity is at the epicenter of the modern digital product development stack.
You can only build a great company with a great culture. Read about our values https://www.sanity.io/blog/our-sanity-values and join us in building a diverse and inclusive team.
Sanity.io http://Sanity.io pledges to be an organization that reflects the globally diverse audience that our product serves. We believe that in addition to hiring the best talent, a diversity of perspectives, ideas, and cultures leads to the creation of better products and services. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, or gender identity.
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