Why This Job is Featured on The SaaS Jobs
This VP, Account Management role stands out in the SaaS ecosystem because it sits at the intersection of retention, expansion, and executive customer engagement, the core levers of durable recurring revenue. Leading an enterprise account organisation within a B2B SaaS context signals a focus on long-cycle customer value realisation and multi-stakeholder buying centres rather than transactional selling.
From a SaaS career perspective, the remit offers sustained exposure to building operating cadence and governance around renewals quality, expansion pipeline, and forecasting discipline. The cross-functional partnering called out across Customer Success, Technical Success, Professional Services, Product, Marketing, and Finance reflects how modern SaaS revenue organisations run as systems, with account strategy informed by adoption, outcomes, and commercial insights. Experience shaping scalable processes and coaching leaders in complex enterprise motions tends to transfer well across SaaS companies with similar ARR accountability.
This role is best suited to a senior commercial leader who prefers structured execution paired with hands-on involvement in strategic deals and escalations. It fits someone comfortable influencing at C-level, developing a distributed team, and using data to guide account planning and risk management. An interest in technically oriented value narratives, including AI-related capabilities, would align with the customer conversations implied by the remit.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Lead the relationships that fuel long-term customer success.
What if your next leadership challenge was about building the commercial engine that turns customer value into durable growth? As our VP, Account Management, you will lead Coveo’s Enterprise Account Management organization, driving value realization, expansion, renewal quality and executive customer engagement across some of the world’s most innovative organizations.
Reporting to our Chief Customer Officer, you'll lead a team of 12+ Enterprise Account Managers across North America. You'll establish the vision, operating rhythm, and customer engagement strategy that enables sustainable growth, strengthens executive relationships, and ensures every customer realizes the full value of their partnership with Coveo.
As our VP, Account Management, you will:
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.
Here is what will qualify you for the role:
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.
What will make you stand out:
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.
Do you think you can bring this role to life? Send us your application, we want to hear from you!
Join the Coveolife!
We encourage all qualified candidates to apply regardless of, for example, age, gender, disability, gaps in CV, national or ethnic background.
This job description was written by humans, assisted by AI. We may leverage technology in our hiring process to help us see the person behind the resume.
Coveo is committed to providing accessible employment practices. If you require accommodation due to a disability at any point during the recruitment process, please contact HR@Coveo.com to discuss your needs.
