Enterprise Account Management - Central
Manages enterprise SaaS accounts for U.S.-based customers, driving retention, renewals, upsells, cross-sells, and product adoption. The role requires 4+ years of SaaS sales or account management experience, consultative selling ability, and strong communication and organizational skills.
About the job
Responsibilities
- Serve as the primary point of contact for assigned accounts, proactively identifying needs, resolving issues, and managing account health to drive retention and revenue growth.
- Develop and implement strategic account plans aligned with client goals, focusing on upsells, cross-sells, and renewals.
- Lead discovery calls, product demonstrations, and trials to understand business challenges and align solutions with customer goals.
- Monitor account health, address potential issues promptly, and coordinate with internal teams to mitigate risks and ensure customer satisfaction.
- Maintain detailed account records, tracking key interactions, customer feedback, and sales activities in the CRM.
- Collaborate with Sales Engineering to address technical inquiries and ensure smooth product integration and adoption.
- Conduct regular business reviews to assess product adoption, gather feedback, and present tailored solutions that drive value.
- Maintain accurate sales forecasts and track KPIs.
Requirements
- Bachelor's degree required.
- 4+ years of SaaS sales experience in a customer expansion or account management role, ideally in an enterprise, complex SaaS, or technical sales environment.
- Demonstrated success in achieving sales goals, such as President's Club or Rep of the Year.
- Strong consultative sales methodology and negotiation skills; MEDDIC/MEDDPICC experience is a plus.
- Technical aptitude and the ability to demonstrate a moderately complex product effectively.
- Excellent communication and presentation skills, including the ability to translate technical concepts for non-technical stakeholders.
- Self-starter who thrives in a fast-paced, dynamic environment and takes initiative to solve complex problems.
- Strong organizational skills and the ability to manage multiple accounts and competing priorities.
- Growth-oriented, with a passion for continuous learning and understanding customer business models.
Compensation and Benefits
- Remote position with approximately 20% travel to client sites for relationship building and support.
Skills
SaaS, Account Management, Consultative Selling, Negotiation, MEDDIC, MEDDPICC, Salesforce, Sales Engineering, Product Demos, CRM, Sales Forecasting, KPI Tracking
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