Head of Sales, Strategic Accounts

About this role

Mapbox is the leading real-time location platform for a new generation of location-aware businesses. Mapbox is the only platform that equips organizations with the full set of tools to power the navigation of people, packages, and vehicles everywhere. More than 4 million registered developers have chosen Mapbox because of the platform’s flexibility, security and privacy compliance. Organizations use Mapbox applications, data, SDKs and APIs to create customized and immersive experiences that delight their customers. 

WHAT YOU'LL DO

As the Head of Sales of Strategic Accounts, you will lead and scale a high-performing team of 8 Account Executives dedicated to Mapbox’s most strategic global enterprise partnerships. This is a Director-level leadership role for a seasoned sales leader who balances organizational strategy with the agility to navigate complex enterprise environments. You will be responsible for defining the commercial roadmap, driving portfolio-wide retention and expansion, and cultivating a high-performance culture. As a player-coach, you will act as a senior advocate, orchestrating internal resources to solve complex customer challenges while personally steering our most high-stakes enterprise negotiations.

-  Lead, develop, and scale a team of 8 Account Executives, setting clear expectations, establishing rigorous operating rhythms, coaching toward exceptional performance, and developing talent and career paths across the team.

- Own the overall commercial strategy for the Strategic Accounts business, establishing priorities, account coverage, growth strategies, and operating mechanisms that drive retention, expansion, and sustainable recurring revenue.

- Coach the team on strategic account planning and enterprise selling, helping Account Executives navigate complex organizations, build multi-threaded relationships, identify expansion opportunities, and develop sophisticated commercial strategies.

- Personally engage in the most strategic and complex customer opportunities, partnering directly with Account Executives on executive relationships, account strategy, negotiations, competitive situations, and critical deals.

- Own executive relationships with key customers, building trusted relationships with C-suite and VP-level stakeholders and positioning Mapbox as a strategic technology partner.

- Lead the commercial strategy for high-stakes, multi-year renewals and complex expansion negotiations, ensuring strong deal structure, pricing, usage commitments, and long-term customer value.

- Develop and execute comprehensive strategic account strategies that connect each customer's business priorities, technology strategy, and product roadmap to opportunities for Mapbox.

- Drive a culture of proactive customer value realization, ensuring the team understands customer usage, product adoption, business priorities, competitive dynamics, and emerging risks and opportunities.

- Identify and develop meaningful expansion opportunities by understanding where Mapbox can solve additional customer problems and increase adoption across Maps, Search, Navigation, Movement, Atlas, and emerging products.

- Lead executive business reviews and strategic customer conversations focused on business outcomes, roadmap alignment, adoption, and long-term partnership opportunities.

- Orchestrate cross-functional teams across Solutions Architecture, TPM, Customer Success, Product, Engineering, Finance, and Legal to solve complex customer needs and deliver successful outcomes.

- Create accountability across the organization, ensuring customer priorities, commercial commitments, risks, and growth opportunities have clear owners and follow-through.

- Maintain strong forecasting and operational discipline across the team, providing leadership with clear visibility into renewals, expansion, pipeline, risks, and overall business performance.

- Navigate competitive situations and coach the team on positioning Mapbox effectively against alternatives such as Google, HERE, ESRI, and internally built solutions.

- Bring customer and market insights back into Mapbox, influencing Product, Engineering, and senior leadership by representing the needs and opportunities of our most important customers.

- Serve as a senior voice of the customer internally, helping Mapbox understand where our largest customers and markets are headed and how we can grow alongside them.

- Set the standard for strategic enterprise selling, modeling the executive presence, commercial judgment, customer orientation, and deal leadership you expect from the team.

WHAT WE BELIEVE ARE IMPORTANT TRAITS FOR THIS ROLE

-  10+ years of experience in enterprise sales, strategic account management, or customer growth, including at least 5+ years experience leading and developing high-performing sales teams.

- Proven people leader and coach with a track record of hiring, developing, retaining, and motivating Account Executives and building teams that consistently deliver against ambitious goals.

- Proven success owning and growing a portfolio of large, complex, high-value enterprise customers, both through direct selling and by leading teams responsible for those relationships.

- Demonstrated ability to retain and expand significant recurring revenue through strategic account planning, executive engagement, sophisticated commercial negotiations, and disciplined sales execution.

- A player-coach mindset: you enjoy developing people and leading through others, but are equally comfortable stepping into the details of a complex account, executive conversation, negotiation, or critical deal when the situation calls for it.

- Strong track record of creating multi-threaded account strategies and navigating complex customer organizations with multiple decision-makers and competing priorities.

- Ability to move beyond transactional selling and understand a customer's broader business strategy, identifying where Mapbox

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