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Job Description
The Customer Account Director is responsible for managing and growing customer accounts through renewals, upsells, and expansions, working closely with customers and internal teams to ensure customer success and increase revenue in a fast-paced SaaS environment.
Key Responsibilities
- Develop and manage a sales pipeline from prospecting to close
- Build account maps to identify cross-sell opportunities within named accounts
- Partner with Customer Success team to identify expansion opportunities and meet revenue targets
- Understand customer objectives and use-cases to tailor sales strategies
- Define and execute sales plans and proposals to meet customer needs
- Articulate the value of products and services to customers
- Identify new contacts and personas within customer organizations to drive value
- Assist large customers in establishing and meeting requirements for expansion
- Review renewals and address obstacles to renewal or adoption
- Collaborate with internal teams including Sales, Marketing, and Product
- Lead presentations and product demos with a consultative approach
- Manage account issues and escalations related to licensing, contracts, and renewals
Requirements
- 5 years previous experience in account management or sales with a history of success preferably with a SaaS company
- Experience managing a pipeline or roster of named accounts, and an ability to accurately forecast
- Ability to map account whitespace, connecting the dots in customer organizations and influencing stakeholders from various roles, levels, and profiles to identify and close a deal
- Exceptional interpersonal skills, clear and concise written and oral communication skills
- Comfortable building rapport, negotiating, and setting expectations with stakeholders, including those at the executive level
- Comfortable with ambiguity and experience adapting in rapidly changing environments and contributing to an evolving sales process
- Candidates must reside and work within the United States at all times
- Ability to develop and manage a sales pipeline, from prospecting to close, keeping detailed notes and activities in Salesforce
- Ability to build account maps to more effectively cross-sell within a set of named accounts
- Partner closely with the Customer Success team to identify expansion opportunities and meet or exceed expansion revenue targets by understanding customer objectives and use-cases
- Define and execute sales plans and proposals that provide strategic recommendations designed to meet specific customer needs
- Articulate the value of products and services to help meet customer needs
- Identify new personas and contacts to drive further value within customer organizations
- Help large customers to establish and meet their requirements with the goal of expanding once those have been met
- Participate in large customer quarterly business reviews (QBRs)
- Review renewals and identify obstacles limiting adoption or creating renewal risk
- Collaborate cross-functionally with internal teams, including Sales, Marketing, and Product
- Work with Marketing to deliver and follow up on outbound campaigns on new product updates, webinars, trainings, etc.
- Lead presentations and demos with a consultative, white glove approach
- Manage account issues and escalations related to licensing, contracts, and renewals
Benefits & Perks
Competitive base salary
Uncapped commissions
Company-wide bonus program
Generous and flexible time off and parental leave policies
Health benefits - Medical, Dental, Vision and Life Insurance are 100% paid for employees
401K with a generous company match
Access to cutting edge technology (Salesforce, Gong, ZoomInfo, Outreach, Scorecards, etc.)
Ongoing learning and career development opportunities
Recognition and rewards programs
Being part of a Best Places to Work company for 9 years in a row
Ready to Apply?
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