Customer Account Director
AlertMedia
full-time
Posted on:
Location Type: Remote
Location: Remote • Alaska, Colorado, Louisiana, Mississippi, Montana, North Dakota, Oregon, Rhode Island, Virginia, West Virginia • 🇺🇸 United States
Visit company websiteJob Level
Lead
About the role
- Develop and manage a sales pipeline, from prospecting to close, keeping detailed notes and activities in Salesforce.
- Build account maps to more effectively cross-sell within a set of named accounts.
- Partner closely with the Customer Success team to identify expansion opportunities and meet/exceed expansion revenue targets by:
- Understanding customer objectives and use-cases
- Defining and executing sales plans and proposals that provide strategic recommendations designed to meet specific customer needs
- Articulating value in products and services to help meet those needs
- Identifying new personas and contacts to drive further value within customer organizations
- Helping large customers to establish and meet their requirements with the goal of expanding once those have been met; participating in large customer QBR’s
- Reviewing renewals and any obstacles limiting adoption or creating renewal risk
- Collaborate cross functionally with internal teams, including Sales, Marketing, and Product
- Work with Marketing to deliver and follow up on regular outbound campaigns on new product updates, webinars, trainings, etc.
- Lead presentations and demos with a consultative, white glove approach
- Manage account issues and escalations as it relates to licensing, contracts, and renewals
Requirements
- 5+ years previous experience in account management or sales with a history of success (preferably with a SaaS company)
- Experience managing a pipeline or roster of named accounts, and an ability to accurately forecast
- Ability to map account whitespace, connecting the dots in customer organizations and influencing stakeholders from various roles, levels, and profiles to identify and close a deal
- Exceptional interpersonal skills; clear and concise written and oral communication skills
- Comfortable building rapport, negotiating, and setting expectations with stakeholders, including those at the executive level
- Comfortable with ambiguity; ideal candidates have experience adapting in rapidly changing environments and contributing to an evolving sales process
Benefits
- Competitive base salary + uncapped commissions + company-wide bonus program
- Generous and flexible time off and parental leave policies
- Health benefits - Medical, Dental, Vision and Life Insurance are 100% paid for employees!
- 401K with a generous company match
- Amazing rewards and incentives – we love celebrating each other!
- Commitment to community service with opportunities to give back
- A Best Places to Work company 9 years in a row and numerous other awards
- Access to cutting edge technology – Salesforce, Gong, ZoomInfo, Outreach, Scorecards, etc.
- Ongoing learning and career development opportunities facilitated by our Sales Enablement and Learning & Development teams
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales pipeline managementaccount managementforecastingcross-sellingsales planscustomer objectivesconsultative sellingrenewal managementSaaS
Soft skills
interpersonal skillscommunication skillsnegotiationrelationship buildingadaptabilitystakeholder influenceproblem-solving