Director of Account Management

WHAT WE DO Rillet serves accounting and finance teams, the financial brains of their companies. Our job is to help them run the numbers with impossible speed, accuracy, and insight. Rillet is the Agentic ERP built for modern finance teams. We help companies automate the most critical parts of finance, from closing the books and recognizing revenue to consolidating entities and reporting to investors. More than 600 companies run on Rillet, including Mercor, Scribe, and Function Health, and we partner with leading accounting firms including EY and KPMG. We’re building in one of the largest software markets in the world, with the momentum to match. Rillet has raised more than $200M, is valued at $1B, and is backed by Sequoia, a16z, ICONIQ, Bain Capital Ventures, Oak HC/FT, and other leading investors. We’re using that backing to build the financial infrastructure for the next generation of companies and help every business run its numbers at the speed of AI. WHO WE ARE Rillet’s pace is not for everyone. Intelligence is table stakes. To succeed here, you need extreme speed, agency, and flexibility. The people who thrive at Rillet do not wait for assignments. They internalize the mission, design a strategy, and bring back results that are better, faster, and more creative than a manager could have asked for. Our work revolves around our customers. The people who succeed here are energized by delivering what matters most, even when it was not part of the original plan. Rillet is built on deep accounting expertise, and it takes people from many disciplines to build a category-defining company. You do not need to be an accountant to thrive here. You do need to care deeply about the problems we solve and the impact our customers can create. Together, we combine the precision of accounting with the speed, creativity, and ambition of AI-native software to power the financial core of the world’s fastest-growing companies while redefining what finance teams should expect from their software. About the role Rillet is the AI-native ERP for modern finance teams, trusted by 750+ customers from fast-growing startups to public companies. As our customer base scales, expansion and retention will become increasingly important drivers of growth. We're looking for our first Director of Account Management to build and own the commercial strategy for our existing customers. You'll establish our renewals and expansion motions, build and lead the AM team, and help drive Rillet's evolution into a multi-product platform. You'll also serve as a key voice of the customer, influencing pricing, packaging, and product strategy. This is a hands-on builder role for a commercial leader who has owned a number, built scalable processes, and thrives in high-growth environments. What You'll Do - Build and lead Account Management: Own NRR and expansion ARR targets, hire and develop the AM team, establish coverage models and compensation plans, and define clear ownership across AM, CS, and Sales. - Own renewals and expansion: Build predictable renewal forecasting, risk management, and escalation processes while driving strategic account planning, cross-sell, and upsell opportunities. - Drive multi-product growth: Partner with Product and Product Marketing to launch new modules into the customer base, develop cross-sell strategies, and turn early adopters into advocates. - Shape pricing and monetization: Work closely with the CEO, Product, and Finance to refine pricing and packaging using customer insights, expansion data, and willingness-to-pay analysis. - Influence product strategy: Establish a structured customer feedback loop, quantify opportunities by ARR impact, and help prioritize the roadmap based on customer needs. - Build executive relationships: Lead strategic customer engagement, including Executive Briefings and a Customer Advisory Board of CFOs and Controllers. What You Bring - 10+ years in B2B SaaS, including 5+ years leading Account Management, renewals, or expansion teams. - Proven success owning and exceeding NRR and expansion revenue targets. - Experience building and scaling renewals or expansion motions from the ground up. - Hands-on experience influencing pricing, packaging, and multi-product growth strategies. - Experience selling to finance leaders; ERP, accounting, FP&A, or fintech experience strongly preferred. - Strong commercial judgment, executive presence, and experience leading complex negotiations. AI FLUENCY (REQUIRED) AI is central to how Rillet builds and operates. We're looking for leaders who actively leverage AI to improve efficiency, decision-making, and team performance. - Use LLMs and AI agents for account research, meeting preparation, and strategic account planning. - Build or implement AI-powered workflows for renewal risk, call analysis, and forecasting. - Drive AI adoption across the team and measure its impact on productivity. Be prepared to demonstrate how you're using AI in your work today. The expected base salary range for this role is $320,000 - $340,000 in New York City and San Francisco. Final compensation within this range will depend on factors including skills, experience, qualifications, and the scope of the role. This role is also eligible for equity and benefits. Note: All official Rillet recruiting communications will come from an @rillet.com http://rillet.com email address. If you’re contacted from another domain, please disregard the message and report it as spam. LIFE AT RILLET - Grow with us. Take meaningful ownership, expand your scope, and make an impact as Rillet scales. - Competitive pay and meaningful equity. Be rewarded for the value you help create. - Benefits that support you. We offer competitive benefits designed to support your health, wellbeing, time away from work, family, and long-term financial goals. - Better together. We value collaboration, connection, and spending meaningful time together as a team. We regularly create opportunities to connect through team meals, events, and company gatherings.