Head of Sales, Strategic Accounts at Mapbox · LumiJobs

Responsibilities

As the Head of Sales of Strategic Accounts, you will lead and scale a high-performing team of 8 Account Executives dedicated to Mapbox’s most strategic global enterprise partnerships. This is a Director-level leadership role for a seasoned sales leader who balances organizational strategy with the agility to navigate complex enterprise environments. You will be responsible for defining the commercial roadmap, driving portfolio-wide retention and expansion, and cultivating a high-performance culture. As a player-coach, you will act as a senior advocate, orchestrating internal resources to solve complex customer challenges while personally steering our most high-stakes enterprise negotiations.
Lead, develop, and scale a team of 8 Account Executives, setting clear expectations, establishing rigorous operating rhythms, coaching toward exceptional performance, and developing talent and career paths across the team.
Own the overall commercial strategy for the Strategic Accounts business, establishing priorities, account coverage, growth strategies, and operating mechanisms that drive retention, expansion, and sustainable recurring revenue.
Coach the team on strategic account planning and enterprise selling, helping Account Executives navigate complex organizations, build multi-threaded relationships, identify expansion opportunities, and develop sophisticated commercial strategies.
Personally engage in the most strategic and complex customer opportunities, partnering directly with Account Executives on executive relationships, account strategy, negotiations, competitive situations, and critical deals.
Own executive relationships with key customers, building trusted relationships with C-suite and VP-level stakeholders and positioning Mapbox as a strategic technology partner.
Lead the commercial strategy for high-stakes, multi-year renewals and complex expansion negotiations, ensuring strong deal structure, pricing, usage commitments, and long-term customer value.
Develop and execute comprehensive strategic account strategies that connect each customer's business priorities, technology strategy, and product roadmap to opportunities for Mapbox.
Drive a culture of proactive customer value realization, ensuring the team understands customer usage, product adoption, business priorities, competitive dynamics, and emerging risks and opportunities.
Identify and develop meaningful expansion opportunities by understanding where Mapbox can solve additional customer problems and increase adoption across Maps, Search, Navigation, Movement, Atlas, and emerging products.
Lead executive business reviews and strategic customer conversations focused on business outcomes, roadmap alignment, adoption, and long-term partnership opportunities.
Orchestrate cross-functional teams across Solutions Architecture, TPM, Customer Success, Product, Engineering, Finance, and Legal to solve complex customer needs and deliver successful outcomes.

Head of Sales, Strategic Accounts

Responsibilities

Benefits

Company

Mapbox

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