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SalaryJob Description
The Account Manager (AM) maintains and grows relationships with small and medium-sized customers while achieving an assigned sales and expansion growth goal. This is an individual contributor role reporting to the Director of Account Management. The Account Manager is a full sales cycle seller, expected to increase revenue and cross-sell/upsell new products and services into our existing customer base.
The AM will partner with other organizational resources, including Customer Success Managers, Subject Matter Experts, Solution Consultants, and others to help manage and grow the existing customer base. The AM will interact with customers through a combination of phone, email, LinkedIn, virtual meetings, and face to face meetings.
The AM is responsible for achieving an assigned sales quota for expansion revenue.
Responsibilities
- Leverage relationships in an assigned set of existing customer accounts to prospect and close new business opportunities with existing and additional cross-departmental decision makers
- Segment and Prioritize Customers Based Upon Potential Use Cases & Budgets
- Develop messaging and utilize cadences to prospect into existing customer base to schedule business reviews and identify the potential for upsell expansion
- Develop messaging and utilize cadences to prospect into new departments within the existing customer base to identify opportunities for cross-selling
- Lead all aspects of the sales process, calling upon others to assist in solution development, support, and proposal delivery when needed
- Conduct Business Review, Expansion Discovery, and Product Demonstrations
- Partners with Customer Success to manage customer relationships and identify expansion opportunities
- Manage your territory utilizing CRM and other internal systems
- Accurately Forecast Quarterly and Monthly Sales Performance
- Participate in organizational training sessions, team meetings, and other company events when required
ACCOUNTABILITIES AND PERFORMANCE MEASURES
- Achieve assigned sales expansion quotas
- Meets assigned metrics for business review, expansion discovery, and demos
- Completed required training and development objectives within assigned timeframes
- Accurately forecast sales performance and maintain pipeline hygiene
ORGANIZATIONAL ALIGNMENT
- Reports to Director of Account Management
- Enlist the support of subject matter experts, solution consultants, implementation resources, customer success, and other sales and management resources as needed
- Works closely with customer success manager to ensure customer satisfaction and problem resolution
- The position has no direct reports
Qualifications
- Four-year college degree from an accredited institution
- Minimum of two years of full sales cycle experience as an Account Manager or Expansion Account Executive
- Prior track record of achievement in positions with significant accountability
- Strong history of self-sourcing pipelines and working in team environments
- Bonus Points for Formal Sales Training
Compensation & Benefits
- Pay Range: $90,000 - $110,000 annual base + commission
- Leadership and career development opportunities
- Competitive insurance (medical, dental, vision, and voluntary life & disability)
- Mental health benefits
- 401(k) plan with company match
- Paid holidays
- Flexible PTO - no accruals
- Generous parental leave
- Monthly work from home stipend
The pay range above represents the anticipated low and high end of the pay range for this position and may change in the future. Actual pay may vary and may be above or below the range based on various factors, including but not limited to work experience and performance.
