Head of Customer Growth (USA)

Who we are

At Origina, we are on a mission to change the software world.

We are the leading global independent software maintenance vendor for IBM, HCL, and VMware that Gartner consistently recognises as a forward-thinking alternative to traditional software mega vendors.

At Origina, our values of Trust, Fairness, Relationships, and Opportunities are the pillars of our competitive strength and the foundation of our culture. These principles reflect our beliefs about what is most important and guide us on our exciting and unwavering high-growth journey.

We believe in freedom of choice in the world of software and are a leader in the Right to Repair movement, both in the U.S and in Europe. As strategic partners, we help our customers protect the security and stability of their software, extend its longevity and lifecycle, and enhance its performance and functionality.

At Origina, we are proud of our unique and engaging culture. For two years running, we have been certified and recognised as a Great Place to Work for both our home office in Dublin and in our American headquarters in Plano, Texas. We have also been named as one of Ireland's best small workplaces and best workplaces in tech.

Visit origina.com to learn more.

The Role

The Head of Customer Growth is a pivotal leadership role responsible for driving account management excellence, fostering customer growth, and enhancing Net Recurring Revenue (NRR) within North America. The role involves strategic oversight of a team of Customer Account Managers, each assigned to a designated territory and selling pod. As the leader of this team, you will champion customer growth and success, uncover new growth opportunities, and establish strong, value-driven relationships with key customer accounts.

What You'll Do

Team Leadership

• Lead, mentor, and inspire a high-performing team to achieve growth targets and customer retention and growth goals.
• Foster a culture of collaboration, ownership, and accountability.
• Provide clear direction and oversight, including performance reviews, coaching, and succession planning.

Customer Growth Strategy

• Develop and implement scalable account management strategies to grow NRR.
• Identify upselling, cross-selling, and expansion opportunities across customer accounts.
• Drive the adoption of Origina’s solutions and services within customer portfolios.

Commercial Excellence

• Oversee the execution of commercial account plans to maximize revenue growth.
• Set and achieve quarterly and annual sales and account growth targets.
• Negotiate contract renewals and upsell agreements to increase customer investment in Origina.

Customer Advocacy

• Act as the voice of the customer internally, ensuring feedback is integrated into decision-making.
• Build enduring relationships with key stakeholders to enhance customer satisfaction and trust.
• Measure and report customer growth performance using key metrics (e.g., NPS, NRR growth).

Collaboration Across Teams

• Work closely with sales, marketing, and product teams to align on customer value delivery.
• Collaborate with regional leads and other Heads of Customer Growth to ensure consistency across territories.

About you

• Minimum of 5+ years of experience in account management, customer success, or a related field.
• 3+ years in a leadership role, managing diverse teams across multiple territories.
• Expertise in IT services or software solutions industries is highly desirable.
• Strong understanding of commercial growth strategies, including upselling, cross-selling, and ARR maximisation.
• Bachelor’s degree in business, marketing, or a related field preferred.
• Strategic Leadership: Proven ability to lead and inspire teams, with experience managing a team across diverse territories
• Account Management Expertise: Strong track record in account management, upselling, and driving commercial growth in a technology/software environment.
• Revenue Growth Acumen: Demonstrated experience in growing NRR, developing commercial strategies, and delivering measurable financial outcomes.
• Customer-Centric Approach: Deep understanding of the customer journey, with the ability to advocate for and deliver exceptional customer value.
• Analytical and Data-Driven: Proficiency in analysing account performance metrics and translating insights into actionable strategies.
• Stakeholder Management: Excellent communication and negotiation skills, with the ability to influence senior stakeholders and build long-term partnerships.
• Problem-Solving Orientation: Strong ability to identify challenges, propose creative solutions, and ensure successful resolution in complex environments.
• Adaptability and Resilience: Flexibility to navigate a fast-paced, evolving landscape with composure and determination.

What we offer

• Competitive compensation that rewards achievement
• Hybrid, flexible working model
• High-level Health, Dental, and Vision insurance
• STD and Life/AD&D cover
• 22 days PTO each year with additional days earned based on your tenure
• Additional 10 Federal/Regional holidays
• Generous Maternity & Paternity leave
• 4% 401k match
• $200 annual wellness benefit
• $1,000 professional development benefit
• Flexibility of working remotely from anywhere for up to 4 weeks per year
• A dedicated Volunteer Day to give back to your community and support meaningful
• cause
• Employee Assistance Program
• Fun and inclusive environment with regular events organized by Engagement, and Inclusion Committees

Don't worry if you don't meet ALL the requirements, if you feel you would be a great fit for this role, we would love to hear from you! At Origina, the most important ingredient for us is our culture fit and recognising those that want to live our high-performance values of Fairness, Trust, Relationships, and Opportunities.

Origina is an equal opportunity employer, and we’re proud of our ongoing efforts to foster inclusion in the workplace. Individuals seeking employment at Origina are considered without regard to race, colour, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, physical or mental disability, military or veteran status, or any other characteristic protected by applicable law.

By submitting your application, you agree that Origina may collect your personal data for recruiting, global organisation planning, and related purposes. Origina's Candidate Privacy Notice explains what personal information Origina may process, where Origina may process your personal information, its purposes for processing your personal information, and the rights you can exercise over Origina’s use of your personal information.