10+ years of account management, sales, or customer success experience in SaaS
Bachelor's degree in Business, Marketing, or a related field
Strong revenue generation history in early stage environments
Proven experience in selling SaaS solutions and driving subscription-based sales
Analytical mindset for data interpretation and strategy formulation
Excellent communication and interpersonal skills for customer relationship building
Responsibilities
Drive account renewals and manage relationships to improve contracts
Engage key decision makers to uncover client needs and instigate resolutions
Negotiate and execute renewal contracts aligned with customer goals
Identify upsell/cross-sell opportunities during contract renewals
Monitor account performance metrics and customer health metrics
Prepare and present reports on account status and renewal forecasts
Collaborate with internal teams to enhance the client experience
Benefits
Comprehensive benefits package including health insurance and retirement plans
Learning & Development fund for professional growth
Flexible vacation and PTO policies
Remote work stipend to support home office setup
Professional development and career growth opportunities
Flexible work arrangements with a remote-first approach
Full Job Description
Strategic Account Manager Position Overview: Reporting to the Director of Account Management, the Strategic Account Manager will be responsible for the retention and expansion of key accounts. Your primary objective will be to build strong, long-lasting relationships with our clients, ensuring their satisfaction and identifying opportunities for growth. The ideal candidate will gain a deep understanding of the fiber industry and our customer needs, exceptional customer service skills, and a proven track record of managing and expanding accounts. Key Responsibilities, including but not limited to:
Account Renewal, Retention and Growth
Drive and lead the renewals process in collaboration with the Account team to preserve and improve customer contracts and relationships.
Effectively engage with key decision makers to identify customer requirements and uncover roadblocks to ensure timely commitments.
Negotiate and execute renewal contracts (in partnership with Finance) that align to customer goals.
Present renewal proposal(s) and options to customer and notify customer of upcoming contract expiration.
Discover and identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth.
Communicate risk clearly and take the lead in developing resolution strategies, escalating wherever appropriate.
Relationship Management
Build and maintain strong relationships with key stakeholders and decision-makers within client organizations.
Serve as the primary point of contact for clients, providing exceptional customer service and support.
Understand clients' business objectives and challenges, and provide tailored solutions to meet their needs.
Performance Analysis and Reporting
Monitor account performance and analyze key metrics to identify trends and areas for improvement.
Monitor Customer Health metrics, taking appropriate action to proactively engage, as well as lead Customer escalations to resolution.
Prepare and present regular reports on account status, renewal forecasts, and expansion opportunities.
Use data-driven insights to inform account strategies and decision-making.
Collaboration and Teamwork
Work closely with internal teams, including sales, marketing, product, and customer success, to ensure a seamless client experience.
Share client feedback and insights with internal teams to help shape product development and marketing strategies.
Participate in team meetings, training sessions, and professional development activities.
Qualifications:
The successful person in this role will have a successful track record in being a strong revenue generator, ideally in early stage environments.
10+ years of experience in account management, sales, or customer success in the SaaS industry
Bachelor's degree in Business, Marketing, or a related field
Proven experience in selling SaaS solutions, with a strong ability to engage prospects and drive subscription-based sales
Ability to develop a strong understanding of VETRO's business model and industry trends
Excellent communication and interpersonal skills, with the ability to build and maintain strong customer relationships
Strategic thinker with the ability to develop and execute account plans
Analytical mindset with the ability to interpret data and use it to inform strategies
Self-motivated and results-oriented, with a proven ability to meet and exceed targets
Proficient in CRM software and other account management tools.
Benefits:
Competitive salary commensurate with experience.
$175,000 to $250,000 OTE (base + commission with opportunity to overperform on accelerators)
Comprehensive benefits package, including health insurance, retirement plans with 401K match, remote work stipend, Learning & Development fund, and flexible vacation and PTO.
Professional development opportunities and career growth within an innovative and rapidly growing company.
Flexible work arrangements with a remote-first approach.
Work Environment:
This role has the ability to either work in our Portland, ME HQ or hybrid
In a hybrid role you are expected to have a designated space that is conducive to productivity and conducting confidential video calls. VETRO will assist with technology needed to set up your home office, as well as offer a semi-monthly internet stipend. While working remotely, you are expected to be distraction-free from non-work responsibilities during working hours.
