Head of Accounts

About Orium

Orium develops advanced commerce solutions designed to accelerate enterprise brands, combining AI, data, and modular systems to foster collaboration between humans and intelligent agents. The company focuses on scalable, adaptable commerce architectures and integrates AI into internal operations to enhance speed, accuracy, and cooperative innovation, resulting in dynamic, cross-channel client experiences.

Position Overview

In its growth phase, Orium seeks a Head of Accounts to strategically lead and expand its current client relationships. This leadership role is pivotal in transforming account management into an insights-driven, AI-enhanced discipline that maximizes customer lifetime value. Responsibilities include overseeing commercial outcomes, team leadership, and operational management to drive expansion, forecasting, and structured sales processes.

Key Responsibilities

• Manage a personal portfolio of 5 to 8 key accounts, maintaining primary commercial relationships and setting team standards.
• Lead renewal and expansion negotiations of substantial value ($200K–$500K+), managing complex client structures and multi-stakeholder relationships to close deals.
• Guide the team through consultative selling and proactive commercial engagement practices.
• Develop and execute growth strategies focusing on expansion revenue, including cross-line-of-business and partner-driven opportunities.
• Collaborate with Sales, Delivery, and Business unit leaders to turn insights into actionable growth plans.
• Monitor client satisfaction, account health, and delivery to mitigate risks and identify opportunities.
• Promote executive-level client partnerships, positioning Orium as a strategic, long-term advisor.
• Utilize AI-driven methods to enhance planning, risk detection, and opportunity identification in account management.
• Create and implement standardized account management playbooks and operational rhythms.
• Drive AI integration to automate account monitoring, optimize forecasting, and elevate team efficiency.
• Oversee sales operations for existing accounts including pipeline hygiene, opportunity tracking, and bookings forecasts.
• Lead and develop the account management team, focusing on commercial acumen and client engagement skills.
• Act as senior point of escalation for commercial and client challenges.

Required Qualifications and Experience

• Proven leadership in account management, client growth, or customer success within professional services, digital consulting, or technology sectors.
• Demonstrable success in expanding enterprise accounts and managing bookings, forecasts, and revenue targets.
• Expertise in account planning, stakeholder mapping, and expansion strategy.
• Experience designing and operationalizing sales playbooks, processes, and reporting tools.
• Strong commercial awareness and ability to analyze revenue, margin, and pipeline data.
• Ability to engage with executive-level clients and influence internal and external stakeholders effectively.
• Experience managing or coaching teams in account or sales roles.
• Skilled in collaboration across delivery, strategy, finance, sales, and executive leadership.
• Familiarity with CRM systems, sales forecasting, and reporting.
• Knowledge of composable commerce, digital transformation, or enterprise platform tech is advantageous.

Personal Attributes and Fit

• Driven to build and scale account management as a function, not just manage individual accounts.
• Commercially motivated with a focus on revenue outcomes.
• Adept at creating clarity and operational structure amid ambiguity.
• Passionate about growing existing client relationships.
• Experienced in cross-functional team alignment.
• Practical understanding of AI to enhance planning and client engagement without compromising human relationships.
• Ready to take ownership of significant revenue from existing clients.

Compensation

The expected annual base salary in Canada ranges from 130000 to 160000 CAD, exclusive of benefits and variable pay components. Final offers consider relevant qualifications and experience.

Recruitment Process and Inclusion

Orium employs AI-assisted tools for communication and candidate management whilst ensuring all hiring decisions are human-driven. The company is devoted to inclusivity, accessibility, and environmental and social responsibility, offering accommodations under applicable disability and human rights laws.

Performance and Development

Success will be gauged by qualitative feedback and client satisfaction, with personal growth supported through regular leader engagement and resource availability.