Vice President, North American Large Accounts Job at Fortive in Atlanta

Vice President, North American Large Accounts

The Vice President, North American Large Accounts will play a pivotal role in leading Accruent's most strategic customer relationships across North America. Reporting to the SVP, North American Accounts this executive will lead a team of North American Large Account Managers responsible for revenue growth, retention, and strategic engagement within our customer portfolio. This role requires a highly motivated and strategic leader who can drive diverse account performance, build executive customer relationships, and orchestrate cross-functional collaboration to deliver enterprise-wide value.

Key Responsibilities

Team Leadership & Development

• Lead, coach, and develop a high-performing team of North American Account Managers across multiple industries
• Foster a culture of accountability, customer-centricity, and continuous improvement.
• Set performance expectations, track KPIs, and support team members in achieving revenue and customer success goals.
• Drive alignment across sales, solutions consulting, and customer success resources within flagship accounts.

Account Strategy & Execution

• Oversee development and execution of comprehensive strategic account plans for assigned customers and books of business, driving segmentation strategy.
• Ensure consistency and excellence in account engagement across business units, geographies, and product lines.
• Identify and drive multi-year growth opportunities across software subscriptions, licenses, and professional services.
• Ensure strong internal governance and coordination on large, complex deals.

Revenue Growth & Retention

• Own revenue performance for the North American Large portfolio, including renewals, upsell, cross-sell, and net new opportunities.
• Partner with deal teams and functional stakeholders to ensure pipeline coverage, deal progression, and forecast accuracy.
• Collaborate closely with Customer Success to maintain high levels of retention, product adoption, and customer satisfaction.

Customer Engagement & Executive Relationships

• Establish and maintain trusted advisor relationships with senior executives at key customers.
• Support and participate in Executive Business Reviews (EBRs), innovation briefings, and strategic planning sessions.
• Act as an escalation point and executive sponsor for high-priority customer needs and initiatives.

Cross-Functional Alignment

• Partner with Product, Marketing, Professional Services, Legal, and Finance to deliver value and ensure customer success.
• Represent the voice of the customer internally to influence product roadmap and go-to-market strategy.
• Coordinate execution and ensure that all stakeholders remain aligned.

Operational Excellence

• Ensure adherence to sales process discipline, CRM hygiene, and account governance best practices.
• Monitor account health, risk indicators, and performance metrics to drive proactive engagement.
• Identify opportunities to improve sales effectiveness, enablement, and operational scalability within the flagship sales motion.

Qualifications

Required Experience

• 10+ years of experience in enterprise sales, account management, or customer success within B2B SaaS or enterprise software.
• 5+ years of experience leading sales or account teams with direct leadership over managers or strategic sellers.
• Proven success managing complex, multi-product relationships with Large customers.
• Track record of exceeding multi-million-dollar revenue targets and driving long‑term account growth.
• Strong executive presence and ability to engage with senior stakeholders across customer and internal organizations.
• Experience in leading cross‑functional teams and navigating enterprise deal structures.

Preferred Qualifications

• Background in asset management, facilities, operations, or real estate‑focused software a plus.
• Familiarity with SaaS sales processes and pipeline generation strategies.
• Experience with Salesforce or other leading CRM platforms.