Offer summary

Qualifications:

Bachelor's degree or equivalent required., Minimum of 10 years in sales/account management with 4 years in a leadership role, preferably in a SaaS environment., Strong analytical and critical thinking skills with expertise in renewal scenarios and sales methodologies., Proven leadership abilities with a track record of developing high-performing teams and exceeding sales targets..

Key responsibilities:

Manage proactive outreach activities and complex renewal situations for the account management team.

Cultivate strong client relationships and collaborate with Customer Success to mitigate churn risks.

Oversee the renewals process, guiding negotiations and contract management while driving expansion within the customer base.

Lead and mentor the account management team, setting performance expectations and fostering a collaborative work environment.

Job description

The Senior Manager Account Management will manage their teamʼs proactive outreach activities, complex renewal situations, and be responsible for leading a high-performing team of account managers focused on delighting our customers and delivering growth from the base. This is a highly collaborative leadership role where you will develop successful relationships internally and externally.

Role Responsibilities:

Cultivate strong client relationships to understand evolving needs
Collaborate with Customer Success leadership and coach the team to partner with CS to gauge customer sentiment and mitigate churn risks, including business case development for retention.
Oversee the renewals process, guiding negotiations, solutioning, and contract management.
Drive segmentation and target high-value expansion within the existing customer base. Identify top expansion opportunities and manage the team's pipeline to accelerate conversions.
Align outreach with customer workflows and deliver maximum new bookings through personalized strategies.
Collect and share valuable customer insights
Utilize CRM data to generate insights and identify new trends, opportunities, and campaigns within the current customer base.

Monitor daily team KPIs and provide coaching for continuous improvement.
Regularly assess the book of business and accurately forecast monthly revenue
growth at both individual and team levels.
Champion processes and promote company initiatives, while offering constructive
feedback to cross-functional teams to enhance efficiency and evolve the Account Management Playbook.

People Leadership:

Build, lead, and mentor a high-performing account management team.
Set clear performance expectations, provide regular feedback, and conduct
effective performance reviews.
Foster a positive and collaborative work environment that encourages professional
growth and development.
Identify training and development needs within the team and facilitate
opportunities for skill enhancement.
Effectively delegate tasks and empower team members to take ownership of their
responsibilities.
Promote open communication and teamwork within the finance organization and
with other departments.
Lead recruitment and onboarding efforts for new team members.

Qualifications:

Bachelorʼs degree or equivalent
Minimum of 10 years sales/account management and 4 years sales/account
management leadership experience with a proven track record for success with
sales or account management in a SaaS based environment
Critical thinking and analytical skills, with extensive expertise in preparing win-win
renewal scenarios
Expertise in a core selling and discovery methodologies: Challenger, Sandler,
MEDDIC, SPIN and Value Selling
Strong leadership and coaching background with demonstrable outcomes
resulting from your leadership
Expertise using Salesforce.com with the ability to create reporting and identify
trends and insights in your teamʼs data
Team player, self- motivated with high emotional IQ EQ and excellent
presentation skills

Proven track record of success and exceeding expectations selling to and developing lasting relationships with your customersʼ senior management.
Experience successfully managing and growing team revenue with customers in an assigned territory or book of business
Strong listening and deduction skills with the ability to pick-up on possible obstacles or opportunities in customer conversations
Knowledge of how to accurately forecast revenue levels and achieve sales targets in a high-growth environment.
Strong negotiations skills and the ability to build and present business cases both internally and externally
Demonstrated hustle and pursuit history with high outreach motor and high contact and conversion rates
Ability to manage a busy calendar. We want to talk to our customers every quarter!
Understands SaaS metrics, ARR/NRR, and pricing strategies.
Strong knowledge of Revenue Enablement products eg. Gong, Salesloft, Outreach,
Salesforce High Velocity Sales, LinkedIn Sales Navigator, ZoomInfo

Required profile