Wonderlic

Account Manager

• Proactively prospect into existing accounts across SMB, Mid-Market, and Enterprise segments.
• Identify new stakeholders, departments, and use cases within existing accounts to uncover cross-sell opportunities.
• Leverage internal signals (product usage, hiring trends, organizational changes) to trigger expansion plays.
• Generate pipeline independent of Customer Success; CS is a strategic partner, not the primary source of opportunities.
• Lead strategic discovery conversations that uncover organizational pain and quantify business impact.
• Connect customer challenges to measurable outcomes (e.g., turnover cost, productivity gaps, time-to-performance).
• Align solutions to broader business objectives and executive-level KPIs.
• Position Wonderlic solutions using a value-based approach—avoiding feature-led selling.
• Manage opportunities through the sales cycle (discovery → solution alignment → business case → close) while navigating multi-stakeholder buying groups (HR, TA, L&D, Executives, etc.).
• Maintain accurate forecasting and pipeline hygiene in Salesforce.
• Collaborate closely with CSMs to align on account strategy and expansion opportunities; maintain a unified narrative across retention and growth conversations.
• Ensure strong customer experience across the lifecycle.
• Maintain strong knowledge of new and existing product offerings, industry trends, new developments, and current competitive conditions within the marketplace.
• Leverage your curiosity about our products, industry, and the marketplace to build and maintain strong knowledge, enabling you to offer strategic insights and solutions to our customers.

Senior Account Manager, Growth & Expansion