This is not a passive relationship management role; it is a position for a strategic closer who builds trust through measurable results. You will aggressively grow and protect a portfolio of high-value partnerships by converting untapped opportunities into Annual Recurring Revenue (ARR) and securing critical contract renewals. Your success is defined by your ability to maximize lifetime value, relentlessly pursue portfolio expansion, and establish Hanna as the primary language solution provider for every client in your territory.
Responsibilities:- Aggressive Revenue Growth & Upselling: Exceed quarterly and annual sales targets by hunting for "white space" opportunities. You are expected to aggressively cross-sell Hanna's full suite of solutions to maximize total wallet share.
- Data-Driven Account Strategy: Conduct high-stakes Quarterly Business Reviews (QBRs) that prove ROI and build business cases for expanded adoption. Proactively identify at-risk accounts and execute recovery plans to eliminate churn before it starts.
- Full-Cycle Retention & Negotiation: Own the full contract renewal lifecycle. Lead high-stakes pricing discussions and negotiate multi-year agreements that protect and enhance profit margins.
- Executive Presence & Access: Navigate complex organizational structures to build rapport with C-suite executives, earning a consultative "seat at the table" through high-level business acumen.
- Operational Discipline: Maintain a meticulous sales pipeline within HubSpot. We expect a militant approach to data; accurate forecasting and detailed activity logs are fundamental to how you run your business.
- Market Intelligence & Defense: Monitor competitor positioning and industry trends to defend Hanna's market share. Act as a consultative expert, leveraging market insights to provide solutions that competitors cannot match.
Requirements- Proven Sales Dominance: 5-7 years of experience in a quota-carrying sales or account management role with a documented track record of exceeding revenue targets.
- MUST BE IN CALIFORNIA
- High-Level Business Acumen: Deep fluency in financial metrics, including ARR, gross margins, and ROI analysis. You must be able to hold your own with a CFO or VP of Operations.
- Executive-Level Communication: Polished verbal, written, and presentation skills. You are a persuasive negotiator capable of managing high-stakes executive interactions.
- CRM Mastery: Advanced proficiency in HubSpot or equivalent CRM. If your pipeline hygiene is not consistently disciplined and up-to-date, this is not the role for you.
- Strategic Industry Background: Bachelor's degree in Business, Marketing, or a related field required. Experience in language services, healthcare, or government sales is a strong differentiator.
Benefits- Medical, Dental, and Vision Insurance
- 401(k) with company match
- PTO and paid holidays
- Professional development opportunities
- Employee assistance program
- Company-sponsored events and activities
- Pay Range: $80k - $90k/ year
