Absorb Software

Business Development Rep

• Source new leads through innovative outbound methods, demonstrating creativity in prospecting.
• Create and/or identify high-quality opportunities by discovering and qualifying outbound leads.
• Effectively communicate the Absorb value proposition to new prospects.
• Consistently achieve daily/weekly/monthly goals for calls, emails, prospecting, with a proactive outreach approach.
• Attain weekly, monthly, and quarterly pipeline goals, qualifying leads to appropriate criteria for overall sales success.
• Develop and execute weekly call plans and quarterly account plans, collaborating with the account team for strategic success.
• Identify and engage with sales opportunities, demonstrating a strong understanding of various industry issues and the role of an LMS.
• Maintain CRM tools with up-to-date client information and actively participate in team meetings and projects to improve processes and drive sales output.

Business Development Representative

Account Manager

• Own all renewal processes and outcomes for your account portfolio.
• Maintain strong Gross Revenue Retention (GRR) and deliver 100%+ Net Revenue Retention (NRR).
• Identify and close incremental expansion opportunities tied to product adoption signals.
• Support customer movement toward multi-year agreements to improve long-term retention and account stability.
• Build and maintain foundational account plans with a focus on customer outcomes.
• Establish effective stakeholder maps and manage day-to-day relationships with customer champions and decision-makers.
• Monitor usage and adoption trends to proactively address risks and surface expansion pathways.
• Conduct quarterly business reviews with all customers to ensure their objectives are being achieved.
• Partner cross-functionally with Customer Success, Product, and Support to deliver a seamless customer experience.
• Maintain superior CRM hygiene and forecasting accuracy.
• Execute the renewal playbook consistently, including preparation, negotiation fundamentals, and close plans.
• Apply basic MEDDPICC principles to expansion opportunities.
• Contribute to internal process improvements to accelerate team effectiveness.
• Ensure consistent, high-quality customer engagement and communications across the customer lifecycle.
• Actively contribute to department-wide and cross-functional initiatives by sharing insights, best practices, and strategic recommendations that improve customer experience and revenue outcomes.

Senior Account Manager

• Build trust and strong business relationships with key decision makers in Absorb’s most opportune accounts
• Generate strategic account plans to execute strategies which will lead to upsell/cross sell opportunities
• Work with internal resources (Leadership, Solutions Engineers, Account Development reps) to develop and execute expansion plans from Discovery to Closed Won
• Monitor your pipeline to ensure appropriate actions are taken at appropriate times to continue to facilitate the sale to closed won
• Work collaboratively with the support and technology teams to become an expert in Absorb LMS and the overall learning management landscape.
• Demonstrate Absorb LMS functionality and provide pricing options that align to customer objectives and assist Absorb’s continued growth
• Work with existing Customer Success resources to identify risk and mitigate churn wherever possible
• Use customer and prospect contact activities tools and systems, and update relevant information held in these systems
• Monitor and report on market and competitor activities and provide relevant reports and information

Enterprise Account Manager

Performance Marketing

• Architect & Execute Paid Search Strategies: Design and implement sophisticated paid search strategies that align with our offerings and support overall marketing and revenue objectives.
• Campaign Management & Optimization: Drive daily management of search campaigns across Google Ads, Microsoft Advertising, and emerging platforms, leveraging advanced testing methodologies and analytics to maximize ROI and quality lead generation.
• Performance Analysis & Optimization: Translate complex data into actionable insights using advanced analytics tools to continually refine keywords, ad copy, bidding strategies, and landing page performance.
• Cross-Functional Leadership: Partner with content, creative, and product teams to ensure cohesive messaging and seamless customer journeys from search to conversion, amplifying brand impact.
• Budget Stewardship: Strategically allocate and optimize search marketing investments across channels, identifying opportunities to scale high-performing campaigns while maintaining efficiency.
• Executive Reporting & Strategy: Deliver concise, insight-driven performance reports to leadership, highlighting growth opportunities and providing data-backed recommendations for strategic decisions.
• Innovation & Competitive Edge: Stay at the forefront of search marketing trends, emerging technologies, and competitive strategies to continuously evolve our approach in the dynamic LMS landscape.

Performance Marketing Manager

• Increase the net dollar retention of your book of business through upsells and cross sells
• Negotiate client contract renewals with a focus on increased Annual Recurring Revenue and long-term relationships
• Generate and close new for opportunities for ‘land and expand’ within assigned accounts
• Generate proposals and other client facing documentation to assist your sales process
• Identify and develop meaningful client relationships
• Accurately manage and report your sales pipeline monthly and quarterly
• Thoroughly understand Absorb subscription models to effectively answer client questions
• Participate in team meetings and projects to improve sales processes & sales output
• Develop strong internal relationships to support client lifecycle
• Keep up to date with latest product releases and training seminars to ensure thorough product knowledge

Account Manager, Upper Mid-Market

Sales

• Build and Lead: Form and guide a team of inbound Enterprise Sales Executives to achieve both individual and team quotas.
• Mentor and Develop: Continuously mentor and develop the sales team through recruiting, coaching, and implementing corrective actions to maintain high performance.
• Establish Relationships: Build lasting, consultative relationships with C-level executives in customer accounts.
• Manage Performance: Oversee daily and weekly activities, pipelines, forecasts, and closed deals to ensure results exceed quotas through effective pipeline management.
• Coordinate Reviews and Training: Lead weekly and monthly one-on-one and team-wide pipeline reviews, meetings, and training sessions to drive continuous improvement.
• Drive New Business: Spearhead the acquisition of new logo accounts, focusing on key metrics such as Total New Bookings, Conversion Rate, and Average Deal Size.
• Collaborate Globally: Work with regional and global leaders across various roles to maximize new logo bookings and meet or exceed KPIs.
• Report to Leadership: Provide regular reports on sales activity and forecasts to the SVP of Enterprise Sales.

Director, Enterprise Sales

Director

• Own and scale Absorb Academy as the global hub for customer education, enablement, and engagement
• Build and evolve a comprehensive education ecosystem driving onboarding, adoption, retention, expansion, and advocacy
• Design and deliver high-impact customer experiences, including live training, webinars, community programs, and flagship events
• Lead the strategy for AI-enabled self-service and knowledge experiences to improve customer independence and support efficiency
• Define and communicate the ROI of customer enablement, tying programs to customer outcomes and business growth
• Serve as a public-facing thought leader and customer advocate, elevating Absorb’s reputation in the market
• Lead and develop a high-performing, multi-disciplinary enablement organization to support global scale

Director, Customer Enablement

Customer Success Manager

• Develop trusted, strategic relationships with a portfolio of clients that promote long-term retention and loyalty.
• Manage the client lifecycle from post onboarding through adoption, expansion, advocacy, and renewal.
• Leverage your L&D background to help clients design, implement, and optimize learning programs using Absorb LMS.
• Consult on and measure program effectiveness, tying learning outcomes and usage back to business goals and product ROI.
• Deliver training, best practices, and enablement sessions that help clients get the most from Absorb LMS.
• Proactively monitor client health, identifying risks, driving escalations, and developing action plans.
• Identify and route upsell and expansion opportunities to the Account Management team.
• Collaborate cross functionally with Product, Support, Professional Services, and other internal teams.
• Maintain accurate client documentation within internal systems/tools.