Vice President, Account Management

Integration meets Innovation

At Celigo, we believe integration should empower — not exhaust — innovation. As a modern Integration and Automation Platform (iPaaS), we’re on a mission to simplify how companies integrate, automate, and optimize processes. Powered by game-changing technology like runtime AI and prebuilt, mission-critical integrations, Celigo is redefining how businesses connect their world.

As VP, Account Management, you will own the strategy, performance, and culture of Celigo's Account Management organization. You will directly lead three Account Manager teams, each run by a Regional Director and be accountable for net revenue retention, expansion, and renewals across the full customer portfolio. Two teams are onshore and one offshore.

This is a high-impact executive role at the intersection of revenue, customer outcomes, and organizational leadership. The right candidate brings Curiosity to customer problems, Velocity to commercial decisions, Vision to how the AM function evolves, and an Owner's Mindset to every outcome they touch.

You will report directly to the Head of North America Sales and serve as a key voice on the go-to-market leadership team.

What would you do if hired?

Lead & Scale a High-Performing Organization

Directly manage three Account Manager teams (each led by a Regional Director or equivalent), spanning SMB, mid-market, and strategic segments

Set the organizational vision, operating model, and team culture for Account Management at Celigo

Hire, coach, and develop front-line managers and, in partnership with them, individual AMs across all three teams

Build and sustain a culture that rewards Curiosity, moves with Velocity, and holds itself to Outcomes — not simply activity

Design career pathing and enablement programs that develop each of the four attributes at every level of the AM org

Own Revenue Outcomes

Carry the net revenue retention, expansion ARR, and renewal targets for the full AM portfolio

Build and execute against a rigorous forecast — providing accurate pipeline visibility to the CRO and Finance on a weekly basis

Identify and capitalize on expansion opportunities within existing accounts, partnering closely with Sales on upsell and cross-sell motions

Decide and move with incomplete information — you find the 80% solution, ship it, and iterate rather than waiting for certainty

Establish and track the leading indicators (usage, health scores, EBR completion, expansion pipeline) that predict retention and growth

Partner with Finance and Revenue Operations to model territory capacity, quota design, and commission structures

Define How We Operate

Build and continuously refine playbooks, methodologies, and operating rhythms that scale as Celigo grows

Standardize account planning, QBR/EBR processes, and renewal workflows across all three teams

Use data and analytics to surface trends, risks, and greenfield opportunities at portfolio, team, and account level — and act on what you find without waiting to be asked

Own the AM tech stack (CRM hygiene, CS tooling, dashboards) in partnership with Revenue Operations

Contribute to Celigo's global AM strategy; anticipate second-order effects of decisions before they surface as problems

Champion the Customer

Maintain executive-level relationships with Celigo's most strategic and at-risk accounts

Serve as the executive escalation point for complex commercial, technical, or relationship challenges

Ensure customers realize measurable, documented business value from the Celigo platform

Bring the voice of the customer into internal strategy conversations, from roadmap to packaging to pricing, investing beyond your immediate deliverable when you see a gap

Partner Cross-Functionally

Collaborate with Sales leadership on account planning, territory design, and seamless handoffs from new-logo to AM

Partner with Customer Success, Professional Services, and Support to deliver an integrated post-sale customer experience

Work with Product and Engineering to channel customer feedback into roadmap discussions

Align with Marketing and Enablement on installed-base demand gen, content strategy, and AM skill-building programs

Who are we looking for?

Experience & Background

7+ years in Account Management, Customer Success, or Sales — with at least 5+ years in a people-management role, including managing managers

Proven track record of owning net revenue retention, expansion ARR, and renewal targets in a B2B SaaS environment

Experience leading multi-team AM or CS organizations (3+ teams / 20+ ICs) in a high-growth SaaS company

Deep familiarity with the B2B SaaS customer lifecycle — from onboarding and adoption through renewal and expansion

Demonstrated success in building processes, playbooks, and operating cadences that measurably improve team performance

Experience managing deals that range from complex, multi-stakeholder buying committees

Background in eCommerce, high-growth SaaS, or mid-market/enterprise customer segments is strongly preferred

Experience in integration, automation, or complex technical software is a significant plus

Curiosity: You seek out new information before it's required — about customers, market shifts, and the competitive landscape — and make the teams around you smarter for it

Vision: You see around corners — connecting your team's day-to-day renewal and expansion work to Celigo's long-term growth strategy — and shape priorities accordingly

Owner's Mindset: You treat Celigo's revenue and retention problems as your own; you invest beyond your job description when you see a gap and measure yourself by outcomes, not activity

Additional Leadership Skills

Executive presence with the ability to influence at CxO level, both internally and with customers

Strong analytical skills — comfortable building and interpreting retention, expansion, and health dashboards

Excellent cross-functional collaborator who thrives in a matrixed, fast-moving environment

Builder's mentality — energized by creating structure and playbooks, not just inheriting them

Celigo reasonably expects to pay a base salary between $100,000 and $200,000 per year for this position. Actual starting base pay will be determined by skills, experience, geographic location, and other non-discriminatory factors permitted by law. Total compensation may also include variable incentives, benefits, or other perks as outlined in any formal employment offer made.

Celigo is proud to be

A 2025 Gartner Customers’ Choice for iPaaS. The only vendor to receive this award.

Celigo is a Visionary in the Gartner Magic Quadrant for iPaaS for the second consecutive year

Celigo is ranked #1 iPaaS on G2 for multiple quarters and named a Leader in both B2B/EDI and API Management.

Celigo is a leading intelligent automation platform that puts the power of automation in the hands of every team, unifying workflows from the predictable to the fully agentic in a single platform.

Here you'll experience

Remote-first culture, built on trust, collaboration, and transparency

A high-growth, inclusive work environment where innovation thrives and ideas are implemented

Lightspeed learning opportunities to keep you at the leading edge of your field

Exceptional coworkers who challenge and inspire you daily

Competitive compensation and benefits, including:

Three weeks of vacation (starting year one)

Wellness days and holidays to recharge

Parental leave and a generous benefits package

Monthly tech stipend

Recognition and career development opportunities

Diversity, Equity, Inclusion, and Accessibility

As a company, one of the values we hold most dear is fostering a safe, collaborative environment to bring out the best in us, so we created our Taking a Stand Initiative. Our TAS initiative is a volunteer committee open to all Celigans, with representation from underrepresented voices within our company. We believe, unequivocally, that everyone deserves to be in a place where they feel welcome as they are. Learn more about Taking a Stand.

Celigo is proud to be an equal-opportunity workplace. We are committed to equal employment opportunities regardless of race, color, ancestry, national origin, religion, creed, age, disability, sex, gender, sexual orientation, gender identity, gender expression, medical condition, genetic information, marital status, military and veteran status, or any other characteristic protected by applicable law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.