Account Manager, SMB

Responsibilities

• Manage the entire sales process from initial conversation, trial management, negotiation, legal, and close with an average deal cycle of 30 days or less.
• Negotiate a high volume of renewals (~10) each month within your book of business.
• Manage a pipeline of primarily inbound inquiries from your book of business to identify, engage, and develop relationships with potential buyers.
• Take 5+ meetings per day between upsells and renewals, running 25+ meetings per week.
• Consistently create 3x pipeline month over month.
• Achieve and exceed monthly and quarterly quotas.
• Tier your account list to identify top expansion opportunities as well as top ‘at risk’ accounts.
• Proficient in the Discovery step: asking questions in a consultative way and actively listening to tie back to value and business driven outcomes.
• Communicate directly with Director and above level contacts primarily within the sales, marketing, and RevOps departments.
• Effectively articulate how our platform can solve customer challenges to drive expansion opportunities.
• Clearly articulate an overview of your pipeline and deals in your funnel at each stage.
• Accurately predict your most likely outcome within a 10% margin.
• Work closely with Customer Success, Support, Onboarding and Product teams to deliver a seamless customer experience.

Requirements

• At least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment (<200 employees), working majority expansion opportunities and owning retention. (SaaS experience is a plus)
• Top performer in your current role.
• Proven track record of consistently meeting targets, min of 3 trailing quarters.
• Experience using strong consultative selling skills & sales process in their day to day.
• Ability to communicate, present to, and influence key stakeholders across both technical and non-technical roles.
• Adaptable with the ability to pick up new technologies, assess situations quickly, and find smarter ways to achieve goals.
• Coachable— loves to learn, receive feedback, and improve their skills.
• Must be willing to be in office 3 days per week.

Nice-to-Haves

• SaaS experience.

Compensation

• Annual Pay Range: $110,000—$130,000 USD (OTE, inclusive of base and commission/bonus target).
• Additional benefits: equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical, dental, and vision benefits.