Head of Customer Value
Core
Own expansion across the entire client base, converting Proof of Concepts into Phase 2 and opening new areas within clients in supply chain and beyond.
Role type
Head of Customer Value (player-coach)
Builds
Expansion motion from POC to Phase 2 across B2B client accounts
Domain
B2B SaaS / AI Agents / Supply Chain
Deliverable
production ML models
Required skills
Account management, team building from zero, quota forecasting, POC conversion, executive stakeholder management, commercial scoping, pay plan administration, product feedback integration
Preferred skills
AI agent evaluation, ERP familiarity (SAP, Oracle, NetSuite), HubSpot, distributor/manufacturer sales
Technologies
HubSpot, SAP, Oracle, NetSuite, Odoo, Sage, Acumatica
Responsibilities
Set quarterly targets for Account Strategists, hire and ramp team within 60 days, run repeatable expansion motion (Day 30-90), lead expansion in largest accounts, coach team on closing, own expansion forecast, partner on integration scope, bring field insights to product, administer pay plan
Seniority
Senior, hands-on IC