Meltwater

Customer Success Manager

• Collaborate with internal stakeholders
• Provide strategic guidance and support
• Empower clients with tools and resources
• Foster a deep understanding of customers' organizational context
• Partner with the Account Manager team to identify upselling and cross-selling opportunities
• Proactively engage with accounts ahead of renewal dates
• Drive client engagement and product adoption
• Conduct thorough onboarding and training sessions for new customers
• Gather customer feedback through executive business reviews
• Identify expansion opportunities and communicate them to Account Managers

Account Manager

• Own and manage relationships with strategic content partners across the Americas, including top-tier news publishers, content aggregators and distribution partners.
• Lead end-to-end negotiations and renegotiations of licensing and revenue-share agreements, including renewals, expansions, and commercial restructures.
• Drive partnership outcomes with a clear focus on gross margin performance, partner ARR growth, and long-term scalability.
• Serve as the internal owner of assigned partnerships, coordinating closely with Product, R&D, Sales, Marketing, FP&A, and Legal to ensure successful execution.
• Partner with Product and Engineering teams to support integrations, roadmap prioritization, and effective and compliant use of licensed content within products.
• Enable GTM teams by ensuring partnerships are clearly positioned, well-understood, and effectively leveraged in customer conversations, and support customer-specific requests and engagements as required.
• Collaborate with FP&A on forecasting, budgeting, reporting, and performance analysis related to content partnerships.
• Monitor developments in copyright, AI regulation, and the broader media ecosystem, translating implications into practical partnership and deal strategy.
• Identify opportunities to expand and optimize the value of existing partnerships through deeper penetration, new use cases, or improved commercial terms.
• Travel occasionally to meet with partners and internal stakeholders, typically light travel averaging approximately once per month as needs dictate.

Director of Content Partnerships

Account Executive

• Identify opportunities within the dynamic mid-market segment, driving targeted outreach initiatives and harnessing the momentum generated by our proactive Business Development and Marketing teams.
• Captivate potential clients with engaging product demonstrations and persuasive sales presentations that showcase the value of Meltwater's solutions.
• Tailor carefully crafted proposals that not only address client needs but also exceed expectations, setting the stage for lasting partnerships.
• Serve as a trusted advisor throughout the purchasing journey, guiding prospects with confidence and clarity through solution exploration and pricing considerations.
• Champion win-win outcomes through skilled negotiation of contract terms and pricing, ensuring alignment and satisfaction on all fronts.
• Seize every opportunity for growth by identifying upselling opportunities and nurturing relationships beyond the initial sale, fostering loyalty and trust.
• Thrive in a results-driven environment by consistently surpassing sales targets and securing deals at competitive price points.
• Foster seamless integration and ongoing success by collaborating closely with internal teams, leveraging collective expertise to deliver unparalleled customer experiences.

• Lead the management, renewal, and growth initiatives within assigned accounts following the transition from the Enterprise Net New logo team.
• Collaborate closely with Renewals Representatives to ensure robust account retention and facilitate negotiation of pricing terms.
• Craft customized account plans and strategies to bolster customer retention and propel account expansion.
• Identify and capitalize on expansion opportunities within accounts, including upselling and cross-selling endeavors.
• Foster collaboration with the Customer Success team to stimulate engagement and utilization of our solutions.
• Cultivate and nurture strong relationships with key accounts, driving engagement and fostering satisfaction.
• Monitor customer usage patterns to inform renewal strategies and product expansion initiatives.
• Execute proactive sales tactics to mitigate competitive threats during renewal processes.

Enterprise Account Manager

Account Executive, SaaS Sales

• Manage, renew, and foster growth within assigned accounts
• Focus on driving sustainable, long-term growth while overseeing renewals
• Develop customized account plans and strategies for customer retention
• Identify and pursue expansion opportunities within accounts
• Collaborate closely with the Customer Success team
• Partner with Renewals Representatives for robust account retention
• Cultivate and nurture strong relationships with key stakeholders
• Monitor customer usage patterns to inform strategic renewal approaches
• Implement proactive sales processes during renewal negotiations

Analyst

• Partner closely with Commercial teams to support deal structuring, pricing, and commercial strategy throughout the sales and renewal cycle.
• Review deal economics, contract terms, billing structures, and operational requirements to ensure deals are scalable, compliant, and executable.
• Support contract negotiations by reviewing commercial terms, identifying risks, and coordinating with Legal, Accounting, Tax and Product teams as needed.
• Manage and support deal approval workflows, ensuring accuracy, completeness, and adherence to internal policies.
• Identify opportunities to streamline Deal Desk workflows and improve scalability as the business grows.
• Help document, maintain, and evolve business rules, pricing guidelines, and approval frameworks.
• Proactively work with Sales and RevOps to improve sales efficiency while balancing speed, risk, and governance.
• Operate confidently within Salesforce (or a comparable enterprise CRM) and related commercial systems to manage deal data and workflows.
• Collaborate with stakeholders across Sales, Finance, Legal, Sales Operations, and Revenue Operations to resolve issues and align on best practices.
• Uphold Meltwater’s policies, procedures, and ethical standards in all commercial activities.

Deal Desk Analyst

• A 100% closing B2B sales role targeting small and mid-sized businesses in the Spanish market
• Full ownership of the sales process using MEDDIC and SPICED methodologies
• Management of a pipeline of approximately 250 SMB prospects, built progressively with the goal of converting leads into customers
• Achieving and exceeding quarterly quotas with an over-performance mindset
• Staying up to date with product evolutions, competitors and market trends
• Close collaboration with BDRs, Key Account Managers, Onboarding, Sales Operations and Legal teams

Account Executive – Spanish Speaking

• Help ensuring the internal KPI impact of the deals are accurate.
• Partner closely with Commercial teams to support deal structuring, pricing, and commercial strategy throughout the sales and renewal cycle.
• Review deal economics, contract terms, billing structures, and operational requirements to ensure deals are scalable, compliant, and executable.
• Support contract negotiations by reviewing commercial terms, identifying risks, and coordinating with Legal, Accounting, Tax and Product teams as needed.
• Manage and support deal approval workflows, ensuring accuracy, completeness, and adherence to internal policies.
• Identify opportunities to streamline Deal Desk workflows and improve scalability as the business grows.
• Help document, maintain, and evolve business rules, pricing guidelines, and approval frameworks.
• Proactively work with Sales and RevOps to improve sales efficiency while balancing speed, risk, and governance.
• Operate confidently within Salesforce (or a comparable enterprise CRM) and related commercial systems to manage deal data and workflows.
• Collaborate with stakeholders across Sales, Finance, Legal, Sales Operations, and Revenue Operations to resolve issues and align on best practices.
• Uphold Meltwater’s policies, procedures, and ethical standards in all commercial activities.

Business Development Rep

• Conduct proactive outreach to generate new leads, researching and evaluating prospective opportunities to position Meltwater's services effectively.
• Run initial meetings to develop a comprehensive understanding of opportunities, prospect needs, and potential solutions.
• Qualify leads based on prospects' current situation and pain points, ensuring alignment with our business objectives before passing them to the Customer Acquisition organization.
• Collaborate closely with the marketing team to optimize lead generation strategies and align messaging with ongoing campaigns.
• Maintain accurate and up-to-date prospecting data in the CRM system to ensure efficient tracking and reporting.
• Proactively respond to inbound leads, engaging in initial discovery conversations and lead qualification.
• Secure and schedule meetings and demos for the quota-carrying sales team, ensuring a seamless handover of qualified opportunities.
• Monitor, track, and report on lead generation metrics to evaluate performance and identify areas for improvement.
• Provide regular updates and reports to key business stakeholders including the BDR Manager, contributing to the overall success of the business development function.

Business Development Representative

• Strategic outreach: Use existing Meltwater leads and identify new prospects to engage companies via calls, emails, and social media.
• Understand needs: Learn about potential customers' challenges and determine how Meltwater can provide the solutions they require.
• Drive engagement: Once you've identified a qualified lead, explain the value of Meltwater and generate interest for a follow-up conversation with an Account Executive.
• Your collaboration: Work closely with 2 to 3 Account Executives and develop innovative strategies to uncover new opportunities.
• High volume of outbound activity to acquire and qualify new customers.
• Collaborate with Account Executives to design and implement effective customer acquisition strategies.
• Schedule online product demonstrations and ensure you meet your monthly targets.
• Deeply explore customer needs using sales methodologies such as SPICED.
• Conduct market research to expand Meltwater's reach.

Business Development Representative, German Speaker

Client Services Representative

• Assist Client Success team to service Meltwater clients in achieving their media monitoring goals
• Responsibilities include media monitoring, media data analytics, deep diving into competitor landscape analysis, brand audit reports, consumer insights reports, campaign performance reports
• Utilize Meltwater proprietary software, Microsoft Excel, PowerPoint and other analytics tools (SQL, Tableau) extensively
• Work extensively with Client Success team to assist in on-boarding training, customers’ need analysis and enhancing customer satisfaction
• Nurture and strengthen client’s understand of the media space and their brand’s performance

Client Support Intern

Content Marketing Manager

• Master our internal web-data extraction platform to configure, optimize, and maintain crawler setups.
• Analyze website structures, HTML source code, and site behaviors to create accurate XPath, and Regular Expressions for data extraction.
• Continuously improve extraction quality by identifying content gaps, reducing crawler failures, and ensuring high-quality structured output.
• Monitor and troubleshoot crawling issues using logs, HTTP responses, and tooling insights to ensure consistent data accuracy and coverage.
• Work cross-functionally with product, QA, and content teams to improve customer satisfaction through enhanced data completeness and reliability.
• Document extraction logic, website behaviors, and configuration changes for internal knowledge sharing.

Content Engineer

• Embrace the role of a 360 seller within the dynamic SMB landscape, proactively identifying and targeting potential new Meltwater customers
• Meet or exceed quarterly sales quotas by effectively identifying and targeting potential new Meltwater customers.
• Utilize thorough discovery processes to qualify leads and prioritize efforts towards high-value opportunities.
• Consistently deliver engaging demonstrations and persuasive sales presentations, to captivate audiences and convert leads into customers.
• Proactively manage contract negotiations to secure agreements that meet both customer requirements and company objectives.
• Collaborate closely with internal teams such as Customer Success and Sales Operations to guarantee a seamless process for our clients.
• Regularly assess progress towards quarterly goals and adjust strategies as needed to maintain momentum and achieve targets.