Loopio

Principal Account Manager

Loopio

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇨🇦 Canada

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Job Level

Lead

About the role

  • Leading end-to-end conversations around Renewal negotiations and Expansion opportunities with your portfolio of Enterprise customers (10,000+ employees).
  • Build meaningful relationships with Loopio customers at all levels through engaging emails, phone calls, video and in-person meetings.
  • Map customer organization and develop strategies to increase customer engagement at all levels and identify opportunities including strategic account mapping of your customers in partnership with the CS team.
  • Partner closely with Customer Success Managers to understand customer adoption of Loopio, develop thoughtful pricing strategies, and identify expansion opportunities.
  • Negotiate contract terms and pricing with guidance from relevant internal departments and management.
  • Respond to customer requests for subscriptions and other upgrades outside of their renewal process and provide a high level of service that allows our customers to maximize their success.
  • Present to key stakeholders and executives the value of expanding Loopio’s usage within their organization.
  • Conduct discoveries and online demonstrations of the Loopio platform to additional user groups that may be interested in expanding their Loopio usage.
  • Build engaging “playbooks,” email templates, and meeting frameworks to help support the growth and success of your accounts.
  • Leverage engagement and product data through our Customer Health Score framework and other tools to understand where customer growth opportunities exist and proactively flag risk.
  • Develop creative strategies to increase customer engagement, drive growth, create more relationships within each customer account, and produce Loopio advocates.
  • Conduct regular market research to maintain an updated knowledge of consumers' needs and competitors' activities.
  • Generate pipeline through prospecting and outbounding activities, and partner with Growth Business Development Representative for pipeline creation.
  • Report and maintain an accurate forecast on a monthly/quarterly basis; manage renewal and expansion forecasting meetings and collaboration activities for designated account portfolio.
  • Maintain and update account information in Salesforce; close renewals and expansions in a timely manner and keep track of any contract updates and renewals.
  • License Management - monitor consumption and usage in line with contractual entitlements and identify opportunities for expansion/upsell.
  • Work with and maintain relationships with the various teams at Loopio - Product and Development, Marketing, Sales, CS Teams to communicate customer feedback and priorities.
  • Distill and present insights to our internal teams, including our Senior Leadership Team, on key learnings from working closely with our Enterprise organizations.
  • Regularly travel to support Loopio events or on-site customer meetings. Estimated travel frequency outside of Canada is once per quarter.

Requirements

  • 5+ years of experience in a Strategic Account Executive, Account Manager or similar role, preferably in B2B SaaS.
  • Experience growing and maintaining relationships with named accounts, which include Global Banks and Fortune 500, globally distributed organizations.
  • Proven track record of developing sales opportunities and managing complex deal cycles.
  • Experience embedding themselves into key accounts, acting as an extension of the customer’s team to drive meaningful business outcomes that support account expansion.
  • Ability to develop relationships with senior leaders and C-level executives.
  • Excellent ability to build cross-functional relationships and a team player.
  • Exceptionally analytical and a keen ability to derive insights from data and reporting.
  • Highly organized; your calendar reminders have calendar reminders.
  • Highly effective communicator, you will be speaking with existing Loopio customers and presenting our solution to broader groups.
  • Highly strategic; you like to understand the big picture, and new ways to drive forward high-level organizational goals.
  • Experience using a dynamic sales tech stack.
Benefits
  • health and wellness benefits starting day 1️⃣ with Loopio.
  • monthly phone and internet subsidy.
  • work-from-home budget to help get your home office all set up.
  • flexible co-working locations available to Loopers in ON and BC.
  • opportunity to elevate 🪄 your craft and the opportunity to explore your creativity, with a dedicated professional mastery allowance for more learning support!

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
contract negotiationaccount managementsales forecastingpipeline generationcustomer engagement strategiesdata analysismarket researchB2B salesSaaSstrategic account mapping
Soft skills
relationship buildingcommunicationteam collaborationanalytical thinkingorganizational skillsstrategic thinkingcustomer advocacypresentation skillsproblem-solvingadaptability