Director, Product Sales & Success
Employer not yet confirmed · New York, New York, United States
ABM Connect is our suite of technology offerings. Today it spans adoption-led platforms such as Client Connect and Ops Connect alongside monetized products such as Team Connect. As we bring these into a unified, commercialized product, we need one person accountable for the demand side of that portfolio.
The Director, Product Sales & Success owns the full commercial arc of our products. That means selling them into new and existing accounts, implementing them well, and keeping clients and internal users successful after go-live. Pipeline, close, implementation, adoption, renewal, and expansion all sit with this role, so nothing gets handed off and dropped in the gap between sales and operations.
Why We Are Creating This Role
We have real progress to build on. The platforms are live and in use across the Industry Groups, Team Connect is deployed and selling, and we have a pipeline in front of us. What we do not have yet is the organization around it. Sales, implementation, and ongoing support have grown up in different places, so the experience a client gets depends on which teams happen to be involved, and no single person is accountable for that client being successful six months after launch.
This role is the go-to-market arm of the portfolio, built the way a SaaS business would build it. One leader owns the client from the first conversation through implementation and into ongoing success, so the work moves end to end instead of across handoffs. The job ahead is maturing what we have already started: scaling the sales motion together with the Industry Groups, bringing implementation under the same roof as sales, and standing up a real customer success function, which is the piece we have not built yet.
Benefits: ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit ABM Employee Benefits | Staff & Management
Pay: $176,505 - $200,000
The pay listed is the salary range for this position. Any specific offer will vary based on the successful applicant’s education, experience, skills, abilities, geographic location, and alignment with market data. You will also be eligible to participate in a company incentive or bonus program. You may be eligible to participate in a Company incentive or bonus program.
What This Role Owns
Product Sales
- The sales target for our monetized products, covering new business, expansions, and renewals.
- Qualified pipeline built together with IG Sales, Strategic Account Management, and the APS Platform Team.
- Product discovery, demonstrations, and proposal content, including the business case that quantifies client ROI.
- Pipeline hygiene in Salesforce and a forecast that leadership can plan against.
Implementation- The implementation playbook from signature to client-ready status, including kickoff, data validation, provisioning, training, and hypercare.
- A single client-ready standard that every launched account has to meet before we treat it as live.
- Implementation timelines and quality across concurrent deployments, with risk raised early and a plan attached to it.
- The integration, data quality, and access issues that block go-live, worked jointly with product management and Information Technology.
Adoption and client success- Post-launch adoption and account health for every product account, including usage, engagement, and outcome tracking.
- The health scorecard, and the corrective plan when usage or satisfaction starts trending down.
- Renewal and expansion conversations, supported by evidence of what the product has actually delivered.
- Quarterly business review content where our products are part of the client story.
Enablement- Onboarding and ongoing enablement for Account Directors, Portfolio Directors, and Ops leads, including pod meetings, walkthroughs, training sessions, and office hours.
- The assets that let the field sell and support the products confidently on their own: ideal client profiles, demo scripts, one-pagers, objection handling, and training curriculum.
- Prioritized, evidence-backed client and field feedback into the product roadmap.
Team and leadership- Hiring, coaching, and developing the product sales, implementation, and client success team.
- A culture of follow-through where commitments made to clients and to the field are tracked and met.
Required- Bachelor's degree in business, marketing, engineering, or a related field, or equivalent experience.
- 7+ years across B2B sales, customer success, solution consulting, or technology implementation, including 2+ years leading a team.
- A track record of carrying and meeting a revenue, adoption, or retention target for a software product.
- Experience running software implementations in a large, distributed operating environment with frontline users.
- Strong facilitation and training skills, with credibility in front of both field operators and senior client stakeholders.
- CRM discipline in Salesforce or a comparable system, including honest forecasting.
- Data fluency, including building and interpreting usage dashboards, adoption scorecards, and ROI models.
- The ability to translate operational pain into product value, and product capability into operational language.
Preferred- Familiarity with enterprise software for the built environment, such as CMMS, BAS, BMS, WOM, and IWMS.
- Experience in facility services, commercial real estate, or another large field-based operating business.
- Comfortable owning both a number and a delivery standard at the same time.
- Willing to spend real time in the field, since that is where adoption is either won or lost.
ABM is an Equal Opportunity Employer.
ABM is committed to diversity and inclusion and encourages individuals from all backgrounds to apply.