Firstup

Account Executive

• Drive new business to our ideal customer profile through value-based selling and clearly articulating our platform differentiation.
• Develop and execute a go-to-market strategy in the assigned territory.
• Lead the sales process from first meeting through close.
• Orchestrate other roles into the sales process as appropriate – technical validation, solution consulting, professional services, etc.
• Build business cases and other supporting materials to help support prospects in the buying cycle.
• Stay up to date on the latest product enhancements and deliver demos for prospects.
• Develop and manage a healthy pipeline of qualified opportunities.
• Utilize MEDDPICC and Command of the Message sales methodology to strategically prepare for calls, advance prospects in the sales process and accurately forecast revenue.
• Keep all customer information, notes, and documents up to date in Salesforce.com and other relevant systems; and provide accurate and timely reports.

Enterprise Account Executive

Accountant

• Prepare and analyze revenue accounting entries for month-end close, ensuring deferred revenue waterfalls are accurately maintained.
• Own the ASC 606 revenue recognition in NetSuite (ARM module) monthly.
• Perform detailed reviews/analysis of Master Agreements and Contracts to ensure that revenue is properly recorded, and documentation is in compliance with policy.
• Ensure the accurate application of GAAP to complex revenue transactions.
• Review Order Perfection for data accuracy and revenue recognition impact in Salesforce.
• Perform & maintain SSP analysis on an annual basis.
• Support the coordination of annual audit activities of external auditors, as needed.
• Participate in the continuous improvement of revenue recognition processes and systems.
• Work closely across multiple teams to address revenue accounting matters, maintain revenue accounting policies, conduct research on complex revenue arrangements, and support quarterly and annual financial reporting.

Revenue Recognition Accountant

Revenue Operations

• Work with the executive leadership team to create and manage processes within the sales and customer lifecycle, forecasting and budgeting to hit company revenue goals, KPIs, tracking and dashboards.
• Partner and collaborate with key stakeholders to optimize our existing processes & tools and replace/integrate new ones when appropriate.
• Establish and lead the deal desk function with support from finance, legal and product.
• Be a cross functional leader through interactions with CRO, CMO and CX leaders and their teams.
• Present data and insights to senior leadership that allows the business to make the best decisions.
• Define & continually improve reporting strategies and processes and develop the associated reports and dashboards. This includes Board Reporting, Monthly Operations Meetings and Private Equity Investor Reporting.
• Own all systems and tools related to our sales, and marketing processes with SFDC as our central hub. You will be responsible for the evaluation, improvement, and management of all tools and software.
• Lead sales planning, execution, forecasting, reporting, pipeline management, compensation, and strategic analysis. Lead the Salesforce Administration team that supports our Salesforce instance and associated platforms to support marketing, sales, services, partners & finance.
• Providing a quantifiable strategic impact on the business – through insights that can be actioned to accelerate revenue growth in New and Existing business.

Vice President, Revenue Operations

Customer Success Manager

• At Firstup, improve the employee experience; serve as communication pipeline for global workforce
• Lead Director, Customer Success for long-term customer relationships with global customers and Fortune 500 clients
• Build, coach, and grow a team of CSMs; drive onboarding, adoption, retention, and expansion goals
• Forecast renewals and expansion; meet Gross and Net Retention targets and KPIs
• Partner cross-functionally with Marketing, Product, Support, Professional Services, and Sales to optimize customer journey
• Drive platform adoption, CSAT, NPS, and measurable customer outcomes