Customer Engagement Lead
Cartesia
Director, Account Management
Buildout
full-time
Posted on:
Origin: • 🇺🇸 United States
Visit company websiteSalary
💰 $110,000 - $125,000 per year
Job Level
Lead
About the role
- Develop and execute MidMarket Account Management strategy in partnership with the VP of Sales
- Develop and execute upsell/cross-sell strategy aligned with company growth objectives
- Build scalable playbooks and sales motions for expansion opportunities within accounts
- Establish clear upsell/cross-sell goals and KPIs for the team and monitor pipeline activity
- Guide Account Managers in proactively uncovering client needs and matching them to solutions
- Design account segmentation models to prioritize expansion potential
- Monitor pipeline activity, forecast accurately, and ensure consistent attainment of growth targets
- Implement consistent pipeline reviews, deal coaching, and account planning sessions
- Partner with RevOps to design reporting dashboards that measure upsell/cross-sell performance
- Stay current on the CRE landscape, customer businesses, and competing/complementary technology
- Hire, coach, and maximize a team of Account Managers; manage capacity and headcount without compromising coverage
- Report to the Vice President of Sales and help drive customer strategy and product innovation
Requirements
- 4+ years of sales and/or account management experience, in a quota carrying capacity
- 2+ years of experience managing Account Managers or similar post-sale customer-facing roles
- Proven ability to drive results, with a track record of meeting and exceeding revenue targets and/or account growth targets
- A hands-on and deep understanding of B2B SaaS deal flows, relationship building, and pricing mechanisms
- Ability to develop and execute upsell/cross-sell strategies and strategic account plans
- Experience building scalable playbooks and sales motions for identifying, qualifying, and closing expansion opportunities within accounts
- Experience establishing upsell/cross-sell goals and KPIs and monitoring pipeline activity and forecasts
- Experience implementing pipeline reviews, deal coaching, and account planning sessions
- Experience partnering with RevOps to design reporting dashboards and measure performance
- Experience hiring, coaching, and maximizing a team of Account Managers, including capacity planning
- Process-oriented and technology-obsessed, with strong time management, communication, and listening skills
- Comfortable learning and advising on the CRE landscape, competitors, and complementary technology
- Authorization to work lawfully in the United States; willingness to disclose sponsorship needs if applicable
