Sr. Account Manager

About the role

This role is focused on leading key, large-scale client relationships, focusing on long-term growth, strategic retention, and expansion within complex organizations. The Senior Account Manager will act as the strategic owner between clients and internal teams - including sales, product, and technology - to drive value and ensure client success.

Responsibilities

• Achieve trusted advisor status individually as well as establish, nurture and grow relationships between accounts and internal executive teams.
• Learn and understand customers' strategic objectives, growth plans, tech stack, competitive landscape and industry trends.
• Develop detailed account plans which tie closely to customers' strategic objectives as well as define a clear growth plan and achieve revenue targets.
• Create demand.
• Upsell, cross-sell and renew accounts achieving retention and growth targets.
• Take overall ownership of the end-to-end sales process utilizing MEDDPICC. Coordinate and communicate cross-functionally to ensure internal and external stakeholders are aligned and appropriate resources are applied as needed.
• Develop deep industry and product knowledge and expertly command value-based messaging to customers.

Requirements

• Minimum of 7-10-years in similar Senior Account Manager (or combination of Senior Account Executive and Senior Account Manager) roles at a B2B, SaaS company where you have demonstrated success managing Enterprise-Level relationships across multiple buying centers for a multi-million-dollar book of business.
• Highly effective and strategic user of Agentforce 360 Platform (Formerly Salesforce Platform).
• Demonstrated track record of achieving retention and growth targets.
• Proven business development and value-based selling capabilities.
• Strong business acumen, operational and analytical skills. Ability to understand complex business environments, structures, drivers and manage your book like a business.
• Ability to cultivate productive client relationships with a variety of buying personas.
• Experience developing strategic account plans aimed at creating demand.
• Ability to think strategically and execute tactically. Well-developed strategic thinking and problem-solving skills.
• Sales cycle and negotiation expertise.
• Exceptional verbal and written communication skills as well as effective and persuasive presentation skills.

Qualifications

• Bachelor’s degree

Skills

• Deep client understanding
• Executive-level communication
• Upsell, cross-sell and account expansion

Benefits

• Base salary range $130,000 - $150,000, OTE range $260,000 - $300,000, plus benefits, bonus opportunities and stock options.
• Final salary may vary depending on skills, location, and/or experience.

Pay

• Base salary range $130,000 - $150,000, OTE range $260,000 - $300,000, plus benefits, bonus opportunities and stock options.

Schedule

• Hybrid office-based position (Tuesday, Wednesday and Thursday) in the team’s Boston, Massachusetts location.
• This role is not eligible for remote work or relocation.