Senior Commercial Account Manager

About the role

This is a fully remote opportunity and can be worked from any location in the United States.

Responsibilities

• Serving as the primary point of contact and ultimate owner of the account relationship, managing all commercial transactions including upsells, cross-sells, and the end-to-end renewal process.
• Actively prospecting within your assigned territory to identify, qualify, and close new ACV opportunities within your install base to expand your total book of business.
• Actively hunting for opportunities to introduce additional products or seat expansions to existing customers, maximizing the lifetime value (LTV) of your portfolio.
• Developing and executing success plans for high-value accounts to ensure long-term alignment between their business goals and our solutions.
• Monitoring account health and usage patterns to identify potential churn risks early, implementing "save" strategies to protect existing recurring revenue.
• Cultivating ties with VPs, C-suite executives and key stakeholders to move beyond a vendor relationship and become a trusted business advisor.
• Providing leadership with accurate monthly, and quarterly revenue forecasts for both net new bookings and churn.
• Staying up to date on industry trends and competitor movements to effectively position our value proposition against market alternatives.
• Partnering with Customer Success, Product, and Support teams to resolve complex client issues and ensure seamless post-sale transitions.
• Partnering with Renewal Account Managers to streamline the execution of long-tail, lower-spend accounts, while simultaneously identifying and "cherry-picking" growth potential within that book to migrate into higher-value tiers.

Requirements

• 4+ years of proven relationship building and closing experience in a sales environment.
• Experience establishing strategic C-level relationships.
• Experience executing detailed product presentations and web demonstrations of our software capabilities to C-level executives, directors, and sales managers.
• Adept at identifying and utilizing internal resources (Sales Engineers, Customer Success, Support etc.) to build Clari / Salesloft brand awareness, assist in sales cycles, and close deals.
• Collaborative mentality by prioritizing 'we' and not focusing on 'me.'
• Superb listening skills; you must understand objections and defeat them by turning sceptics into ecstatic new customers.
• High level of empathy - it's important for our AM's to be a good person to peers and prospects.
• Experience managing, expanding, and renewing customer relationships.
• Consistent overachievement of quota and revenue goals.
• Demonstrated ability to make strong connections and overcome rejection to achieve results.
• Demonstrated ability to conduct compelling on-site and virtual presentations to C-Level executives.

Qualifications

• Passionate and supportive team behind you.
• Results-oriented, motivated, and strategic mindset.
• Laser-focused on deepening and expanding relationships within our existing customer base.
• Obsessed with delivering a world-class customer experience.
• Thrives in a fast-paced, hyper-growth startup environment.

Skills

• Proven relationship building and closing experience in a sales environment.
• Strategic C-level relationships.
• Product presentations and web demonstrations.
• Internal resources utilization.
• Collaborative mentality.
• Listening skills and objection handling.
• Customer relationship management.
• Quota and revenue goal achievement.
• On-site and virtual presentation conducting.

Benefits

At Clari + Salesloft, we are committed to creating an inclusive and supportive workplace where everyone belongs and can thrive. We focus on culture add, not culture fit, and believe our teams are made stronger by the unique perspectives, experiences, and identities each person brings. We are proud to be an Equal Opportunity Employer and provide employment opportunities to all employees and applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, pregnancy, or any other characteristic protected by law.

Pay

The total compensation package for this position may also include performance bonus, benefits and/or other applicable incentive compensation plans. Base Pay Range $51,000—$80,000 USD

Schedule

Full-time, remote position.