Account Manager

ROLE OVERVIEW

The Account Manager (AM) is part of a team responsible for building strategic relationships with our customers to drive commercial success in the form of contract renewal and product cross-sell expansion. The AM plays a large role in facilitating our Go-to-Market (GTM) strategy and shapes how we engage with our customer base. The AM is driven, takes risks, hard-working and comfortable consulting with C-Level executives on a regular basis, helping them solve their business challenges with innovative uses of our software and resources. You will primarily engage with these executives via email and phone, but some onsite travel will be part of the role as well. All AMs are quota-carrying reps responsible for the full sales cycle within their book of business (including renewal and expansions).

AREAS OF FOCUSBuilding strong relationships with executives Revenue generation ($500,000+/year) Contract renewal (70% GRR)Consistent ability to team sell and manage a high volume of deals

RESPONSIBILITIES

• Sales Strategy Development
• Develop a strong understanding of key differentiators and the competitive landscape
• Develop account plans to effectively and efficiently manage your book of business
• Experiment with new processes that scale across the account management team

• Create and deliver accurate sales and renewal forecasts

• Revenue Generation

• Conduct diligent business reviews across the book of business resulting in continuous pipeline creation, risk identification, and development of renewal strategies

• Become an expert in the 15Five platform and services offering

• Build relationships and sell consultatively to VP and C-Level within book of business

• Manage pipeline, sales activity, and accurately forecast

• Execute a consultative sales approach including effectively reselling existing customers on the value of 15Five

• Develop understanding of the prospective customer's pain points and execute save strategies alongside the Customer Success team

• Confidently run product demos for people leaders and executives

• Effectively implement well coordinated team selling strategies

REQUIRED EXPERIENCE /COMPETENCIES / ATTRIBUTES

• Intelligence and technical aptitude to position the benefits of our products
• Strategic mindset to drive and execute long sales cycles with multiple stakeholders
• Proven success in a customer or prospect facing position, including previous experience carrying and exceeding quota
• Consultative sales style with the ability to thrive in a rapidly changing environment
• Extraordinary commitment to accurately tracking all customer engagement and activity through the use of Salesforce
• Highly entrepreneurial with the drive and ability to own and perfect the process
• Excellent communication skills with track record of consistent follow up and follow through
• Adaptable to changing conditions and ambiguity
• Experience during the scaling of a software or SaaS sales organization is preferred

SAMPLE WEEK IN THE LIFE

• Monday: company wide boost call, RevOrg meetings, team standup, 1-2 hours customer outreach and planning, 3-4 hours on customer facing calls
• Tuesday: 1-2 hours customer outreach and planning, 3-4 hours on customer facing calls, team standup, sales training, 2-3 hours of client/sales research
• Wednesday: company wide boost call, 1-2 hours customer outreach and planning, 3-4 hours on customer facing calls, 1:1 with Manager, team standup
• Thursday: 1-2 hours customer outreach and planning, 3-4 hours on customer facing calls, 2-3 hours client/sales research
• Friday: 1-2 hours customer outreach and planning, 3-4 hours on customer facing calls, company wide boost call, sales training, team standup, 1 hour ensuring salesforce data accuracy