Subtotal

Customer Success Manager

• Lead onboarding calls, guide technical implementation, and get customers to value quickly
• Coordinate with AEs to flag risks that could prevent pilot-to-paid conversion
• Maintain a high pilot-to-paid conversion rate
• Proactively check in on accounts and respond to inbound questions quickly
• Identify barriers to adoption and full feature use
• Run trainings, Q&A sessions, and recurring check-ins
• Build customer education materials—video walkthroughs, user guides, email content
• Drive expansion revenue (increase NRR)
• Surface feature requests and product gaps to inform our roadmap
• Document best practices and build templates for customer engagement across our brand personas
• Help iterate on internal processes to reduce friction for customers
• Take on additional projects that move the needle

Account Executive

• Own full-cycle sales: Manage deals from first touch to signed contract, including discovery, demos, technical conversations, procurement, and negotiation.
• Build and work pipeline: Source outbound opportunities, qualify and convert inbound leads, and develop strategic outreach into target accounts.
• Run discovery and demos: Understand prospect pain points, map them to Subtotal’s platform, and confidently lead both technical and business-stakeholder conversations.
• Close deals: Drive contracts to signature, partner with the founding team on pricing and terms, and consistently hit (and beat) revenue targets.
• Support early customers: Stay engaged post-sale to ensure a smooth onboarding and handoff, especially while our CS function is being built out.
• Partner cross-functionally: Work closely with product, engineering, and leadership to bring customer feedback into the company and shape roadmap, positioning, and pricing.
• Represent Subtotal in market: Travel to industry events, conferences, and on-site meetings several times a year.