Insightful

About us

Insightful is the Work Intelligence platform. We show organizations how work actually gets done.

Work has fundamentally changed. People, processes and AI now work side by side, and you can't transform what you can't see. Insightful turns an organization's own work data into a clear picture of how people work, how to organize teams, what to improve and where to automate. That lets leaders optimize their mix of people, processes and technology, including AI.

Job description

Location: New York, NY area (Hybrid, 2-days/week in office).

Department: Sales & Revenue Growth

We're looking for a Co-Head of Account Management to lead and scale Insightful's customer base across Latin America and EMEA. You will join a Co-Head who is running the business for Insightful for the U.S. You will operate from our NYC-based office, where all of our GTM and Product leadership sits.

In this role, you'll own net-new revenue growth across our hundreds LatAm and EMEA accounts. You'll set the expansion strategy for your regions, build and coach a team of account managers, and stay hands-on in the largest and most strategic deals. You'll work closely with Customer Success, Solutions Engineering, Product, and Marketing to identify expansion opportunities, build tailored growth plans, and run high-impact upsell and cross-sell motions across Insightful’s Workforce Analytics, People Intelligence and Process Intelligence.

You've done this before. You've taken an account management business from about $5M to $15M, and you know what it takes in people, process, forecasting and executive relationships to do it again. You're fully bilingual in Spanish and English (Portuguese is a plus) and comfortable working across many markets, cultures and time zones from New York.

At Insightful, we move fast, stay curious, and reward results. If you're a data-driven, consultative leader who thrives on building value and scaling enterprise customers, this is your opportunity to make a measurable impact.

Responsibilities

• Own the expansion topline number for LatAm and EMEA, and build the strategy, coverage model and operating rhythm to grow the regional book.
• Hire, lead, coach and develop a team of account managers across both regions.
• Partner with your fellow Co-Head to set global account management standards, compensation plans, playbooks and best practices.
• Personally lead or co-lead the largest and most strategic expansion opportunities, from discovery through close.
• Lead customers from initial focus area to proof of value to organization-wide scale.
• Build and maintain a robust regional growth pipeline, and own an accurate monthly and quarterly forecast.
• Drive consistent use of our sales process and the MEDDPICC qualification framework across the team.
• Build executive relationships with key customers, and act as a trusted advisor in English and Spanish.
• Develop a deep understanding of Insightful customer personas and regional market dynamics, and turn them into tailored growth plays.
• Partner with Solutions Engineering and Product to run successful POCs and meet customers' technical, data privacy and regulatory needs, including GDPR, EU data residency and local LatAm requirements.
• Work with cross-functional partners to improve operational efficiency while advocating for your customers and regions.

You are a great fit for this role if you have:

• 5+ years of account management experience in enterprise and mid-market accounts (companies with 1,000+ employees), including people leadership.
• A proven track record of building an account management business from about $5M to $15M+ in ARR through expansion and upsell, not just renewals. Renewals are managed by our Customer Success team.
• Fully bilingual in Spanish and English (written and spoken). Portuguese is a strong plus.
• Experience selling into and managing customers across LatAm and/or EMEA.
• Experience hiring, coaching and scaling a team of quota-carrying account managers.
• Demonstrated strength in account mapping, multi-threading and executive stakeholder management in large organizations.
• Strong business acumen and the ability to build ROI-driven business cases.
• Deep familiarity with MEDDPICC, SPICED or other qualification frameworks, and with forecasting discipline.
• An AI-native mindset in your approach to the business.
• Excellent verbal, negotiation and presentation skills.
• Willingness to travel to LatAm and EMEA and to work across time zones.
• A bachelor's degree, ideally in Business Administration, Sales or a related field.

Compensation

The OTE range for the role is $350K – $400K depending on seniority.