VP, Sales - Account Management

Coveo is seeking a VP of Account Management to lead their Enterprise Account Management organization. The role focuses on driving customer value realization and sustainable growth by establishing strategic vision and managing a team of Enterprise Account Managers.

Responsibilities:

• Define and execute the strategic vision for the Account Management organization, ensuring alignment with Coveo's customer retention, expansion, and growth objectives
• Lead, coach, and develop a distributed team of Enterprise Account Managers, fostering a high-performance culture centered on accountability, collaboration, and continuous growth
• Build a disciplined expansion motion across the customer base, including strategic account planning, whitespace identification, executive alignment, business case development and expansion pipeline creation
• Build trusted executive relationships with key customers, acting as an executive sponsor for strategic accounts and supporting critical customer engagements
• Partner closely with Sales, Scaled Customer Success, Technical Success, Professional Services, Product, Marketing, and Finance to deliver a seamless customer experience and maximize long-term customer value
• Drive forecasting accuracy, operational excellence, and business planning while leveraging data to identify growth opportunities, mitigate risks, and improve customer outcomes
• Scale the Account Management organization by evolving processes, talent, and operating models that support Coveo's continued growth
• Stay close to the work by actively engaging in strategic customer conversations, coaching AMs on complex opportunities and personally supporting high impact renewals, expansions and escalations

Requirements:

• Extensive leadership experience managing Enterprise Account Management or Enterprise Sales teams within a B2B software or software-as-a-service (SaaS) environment
• Demonstrated success leading leaders or high-performing teams across multiple locations while developing talent and building scalable organizations
• Strong executive presence with the ability to influence C-level stakeholders internally and externally while navigating complex customer environments
• Strategic business acumen with experience managing forecasts, business performance, and cross-functional initiatives that drive customer retention and expansion
• Experience leading enterprise account organizations through periods of rapid growth or organizational transformation
• Strong technical curiosity and the ability to quickly understand and communicate the value of AI, enterprise search, relevance, commerce, service and customer experience technologies
• Experience building data-driven account management strategies using customer health, adoption, and commercial insights
• Experience operating in environments where leaders must balance strategic thinking with hands-on execution, cross-functional influence and a builder mindset
• A collaborative leadership style that inspires trust, empowers teams, and elevates cross-functional partnerships across the organization