Account Manager

Mission – Why we exist, what we do, and why we need you

SpotMe/Onomi exists to make critical industries and event engagement work better. We give event teams one solution to run their in-person and virtual engagements while capturing every interaction in their CRM. By making events easier to manage and measure, we help create better experiences for customers and employees, at a lower cost. Our solution turns events into meaningful connections that drive results for HR, L&D and sales & marketing.

This position is the ideal role for aspiring talents in tech sales. Self-motivated and with positive energy, you will enjoy a fast pace while building your expertise as a trusted technology advisor. You will be learning how to manage priorities and identify growth opportunities in a large account portfolio. Our most successful Account Managers typically advance to Account Director or Enterprise Account Executive roles within 2-3 years.

As an Account Manager, you will be reporting to the Head of Sales and you will be the primary point of contact for 40-70 accounts with each an annual revenue of $15k to $50k (20%), you will perform services scoping and event projects follow-ups (30%), handle renewals (20%) and expansion (20%), and you will be reporting on your sales activities (CRM updates, sales forecasts and pipeline calls, 10%).

Objectives - The problems you will solve

In your first 1 month, you will onboard, get hands-on with our product, become fluent in our industry, get up to speed with systems, and get introduced to your customers:

• Learn our product by getting certified with our SpotMe Academy, and by embedding yourself in a virtual event project, an onsite event project and by building your own demo event.
• Master our sales processes, sales materials, and systems (Salesforce, Google Suite, PowerPoint, Zoom, Gainsight, Gong) to be able to manage a sales lifecycle from customer request to contract autonomously; successfully conduct a mock scoping & demo call with sales leadership and pass your sales certification.
• Get introduced to all customers in your portfolio and secure face time with 80% of them, and ensure all purchased projects are planned and on track.
• Identify accounts at-risk and with potential; for each account, prepare a concrete 3-step action plan leading to the renewal.
• Issue your first service proposal and win it.

After 2 months, you will have successfully signed your first renewal, and you will have made progress with 2 at-risk accounts, and issued 1 expansion proposal.

After 12 months, you will have achieved an aggregate 110% annual revenue retention over 40-70 accounts with each an annual revenue of $15k to $50k (80% of accounts: retain 95% of annual revenue; 20% of accounts: expand annual revenue by 30%).

SpotMe recruits, compensates, and promotes regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, parental status, or veteran status.