Upper Mid Market Account Manager
Manages and grows an upper mid-market customer portfolio through renewals, upselling, cross-selling, and land-and-expand opportunities. Requires 5+ years of client relationship and revenue-growth experience, strong communication skills, and preferably SaaS sales expertise.
About the job
Responsibilities
- Increase net dollar retention through upsells and cross-sells within an assigned book of business.
- Negotiate client contract renewals, focusing on increased annual recurring revenue and long-term relationships.
- Generate and close land-and-expand opportunities within assigned accounts.
- Prepare proposals and other client-facing sales documentation.
- Identify and develop meaningful client relationships.
- Manage and report the sales pipeline monthly and quarterly.
- Understand subscription models and answer client questions effectively.
- Participate in team meetings and projects that improve sales processes and output.
- Build strong internal relationships to support the client lifecycle.
- Maintain current product knowledge through product releases and training seminars.
Requirements
- Post-secondary degree, preferably in business or a related field.
- 5+ years of experience managing client relationships and driving revenue growth through upselling.
- Strong time management and organizational skills.
- Excellent verbal and written communication skills.
- Outgoing, personable, sales-driven, and collaborative.
- Ability to thrive in a dynamic, fast-paced environment.
Nice to Have
- SaaS or technology sales experience.
- Experience with a global client base.
- Proficiency with Microsoft Excel and PowerPoint.
- Fluency in additional languages.
- Experience with Salesforce.
Tools
- Absorb LMS
- Salesforce
- Gong
- Gainsight
- Zendesk
- Calendly
- Zoom
- Microsoft Teams
- Adobe Acrobat
Compensation and Benefits
- Fully remote-first work with flexible work arrangements.
- Health and wellness benefits, retirement savings programs, bonus-plan eligibility, paid time off, and medical and dental benefits based on country of location.
- New-hire equipment allowance and monthly flex allowance.
- Career growth and internal mobility opportunities.
Skills
Account Management, Upselling, Cross-Selling, Contract Negotiation, Annual Recurring Revenue, SaaS Sales, Salesforce, Excel, Microsoft Powerpoint, Gong, Gainsight, Zendesk, Sales Pipeline Management, Absorb Lms
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