About the position
Zencity is re-inventing the way governments hear from, understand, and engage with their residents. Our community input & insights platform and community survey solution use advanced NLP and ML algorithms to help government organizations make data-driven decisions. Our global team of urban enthusiasts and data geeks works with over 300 cities—from Los Angeles, to New York, to Tel Aviv. If you’re passionate about joining a growing and dynamic company focused on leveraging data and tech to work on real-world challenges and radically improve life in cities—your place is with us! As a Key Account Director, you will serve as a strategic partner to our most high-potential, high-value accounts. You will manage a small portfolio of the most influential and complex customers we serve—some of the largest cities in the country—focusing on multi-year growth, account penetration, and unlocking new revenue streams. This role is designed for a senior-level account leader who can blend strategic planning, consultative selling, and cross-functional collaboration to grow relationships exponentially.
Responsibilities
- Own and grow relationships with senior city leadership across multiple departments.
- Act as a trusted advisor to city decision-makers, guiding them through strategic planning and demonstrating Zencity’s value over the long term.
- Lead executive business reviews and set the vision for long-term partnerships.
- Develop and maintain multi-year account plans tailored to each city's unique structure, needs, and strategic goals.
- Drive deep penetration across departments, functions, and agencies to uncover and close upsell and cross-sell opportunities.
- Partner with Customer Success and Sales Development to ensure proactive, coordinated growth strategies.
- Lead commercial discussions with a focus on complex renewals, upsells, expansions, and high-value negotiations.
- Identify and pursue 'whale' opportunities—untapped, high-revenue initiatives within existing customers.
- Consistently exceed revenue targets through strategic account expansion.
- Champion the voice of the customer across the organization.
- Influence internal roadmap and service delivery based on customer insights and strategic needs.
- Mentor and support other account team members in driving best practices and account excellence.
Requirements
- 5+ years of experience in senior-level account management, customer success, or enterprise sales in SaaS.
- Proven success managing high-value, complex accounts and expanding relationships across large organizations.
- Expertise in creating and executing long-term strategic account plans.
- Track record of delivering multi-million-dollar growth through both renewals and net-new revenue within existing accounts.
- Comfortable engaging with executive stakeholders, navigating city government hierarchies, and managing multi-threaded relationships.
- Proficiency in MEDDICC/MEDDPICC frameworks is required.
- GovTech experience is strongly preferred.
- Experience with Salesforce, Planhat, and enterprise sales and account management tools.
- Excellent communication, negotiation, and executive presentation skills.
- Passion for public service, civic innovation, and helping governments better serve their communities.
- Willingness to travel ~40% to meet with key customers for strategic planning sessions, on-site relationship building, and executive business reviews.
