Job Description

About the job:

We are looking for an Account Manager to own and grow a portfolio of our customers. This is a commercial role. You will keep your accounts, renew them, and grow them - finding the next department, the next use case and the next budget holder inside accounts that already know us. Your portfolio will be a mixture of small, medium and large organizations.

You will work alongside our other Account Managers, who know this motion inside out. You will also work closely with marketing, customer success, product and our new business team - as a nimble and tight-knit organization, you will have real ownership and visibility from day one.

If you like owning a number, genuinely enjoy building relationships inside complex organizations, and want to be somewhere your work is visible, this is a role where you can do exactly that.

LOCATION:

This person must be based on the East Coast of the USA and be looking to work remotely.

WHO YOU ARE:

• You have 2-4 years of B2B sales experience, ideally in SaaS, with a track record of building pipeline and hitting a quota.
• You are hungry and ambitious. Sales is the career you chose because you get to solve problems and maximize your earnings. You are ready to prove yourself - not someone who has settled into cruise control.
• You are coachable and curious. You ask good questions, you take feedback well, and you want a coach and mentor. You will have them.
• You own a number and you know where it stands. You can walk someone through your forecast, what is committed, what is at risk and why. You treat forecasting as part of the job, not as paperwork.
• You grow accounts, you do not just hold them. You go looking for the next department, the next stakeholder and the next budget. You are a hunter who builds pipeline from scratch, and asks for new business, in a systematic way.
• You bring the problem and the proposal. Small team, no layers. When something is not working you raise it early and you come with a view on the fix.
• You are comfortable using Salesforce or another CRM to manage your pipeline.

WHO WE ARE:

These are the four things we hire for and live by. We want to work with people who embody them every day.

• Own it. You take responsibility for your territory, your pipeline and your number. No excuses, no waiting to be told.
• Find a way. Small team, big ambition. You are resourceful and you get to the outcome even when the path is not obvious.
• Have each other's backs. We win as a team. You share what is working, ask for help, and back up your colleagues.
• Always getting better. You treat coaching, feedback and your own ramp as a chance to improve every week.

WITHIN 1 MONTH, YOU'LL:

• Learn the product, the pains we solve, and our ideal customer profile.
• Get up to speed in Salesforce, our sales process, our renewal cycle, and shadow other reps on live calls.
• Take ownership of your portfolio and have made contact with every account in it.

WITHIN 3 MONTHS, YOU'LL:

• Be running your own renewal and expansion calls, and holding an accurate forecast.
• Have identified the expansion opportunities across your book and built a plan for the priorities
• Be comfortable communicating Guidebook benefits to new teams - and able to handle objections.

WITHIN 12 MONTHS, YOU'LL:

• Be consistently renewing and growing your portfolio, and forecasting it accurately enough that we plan the business around your number.
• Confidently be running a repeatable playbook - outbound, discovery, demo and close - that generates expansion consistently in your book of business.
• Be a fully ramped, trusted member of the sales team whose view on an account carries weight, and be ready to support onboarding our next Account Manager.

PERKS:

• 100% paid benefits: medical, dental, and vision.
• Short term and long term disability.
• Unlimited vacation time.
• 401(k) program with matching benefits.
• Stock options.
• Awesome company culture and fun virtual hangouts.
• MacBook and accessories to make you comfortable working from home.
• Awesome annual company retreats.

Compensation:

The annual OTE (on-target earnings) range for this role, depending on relevant experience, is $80,000-100,000 (this consists of a base salary and an annual variable paid quarterly).