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Sales Manager: Account Management

3 months ago

Detroit, United States Ascent Cloud Full time
Overview:

Customers are the lifeblood of our business. We help companies Plan, Execute, and Grow with Sales Performance Management solutions for their sales and customer-facing teams. We are only successful if our customers are successful. We seek people who want to drive continuous and expanded customer subscriptions to our technology.

You will manage a team of Account Managers to achieve their assigned New/Upsell quotas and Renewal goals. This includes regularly meeting with customers, leading 1-on-1 meetings with AMs, reviewing and maintaining team metrics toward Account Management goals, and working with your manager to build and maintain the Ascent Cloud Account Management Playbook. You may also be assigned customers that you are personally responsible for as the Account Manager. These responsibilities are in addition to your primary responsibility of helping Ascent Cloud achieve its Renewal and New/Upsell goals.

Day-to-Day Responsibilities:
  • Drive a strong Account Management process to meet and exceed customer retention goals for your assigned customers and your AM team.
  • Drive cross-sell and upsell opportunities with the AM team and your customers.
  • Grow Annual Recurring Revenue (ARR) by closing large and multi-year Opportunities.
  • Drive and measure progress towards the AM Team's goal of building senior-level relationships within their assigned account base and Focus List Accounts.
  • Be Personally Involved with “Take Me to Your Leader” Visits for Large Deals
  • ($10K+ New/Upsell ARR and $50K+ Renewal ARR).
  • Travel into Territory with assigned AMs as necessary.
  • Qualify New/Upsell ARR pipeline for your AM team to achieve high close ratios.
  • Lead Regular 1-on-1s with your AM team.
  • Collaborate with the Manager of Customer Success to align on customer needs and objectives.
  • Foster a culture of success and customer satisfaction.
  • Maintain the Ascent Cloud Account Management Playbook.
  • Other duties as assigned.


Metrics of Success:
  • Upsell/Cross-sell: Quota objectives set annually.
  • Renewal Rates: Quota objectives set annually.
  • References: Asking a customer to be a reference or review on AppExchange.
  • Referrals: Getting a customer to recommend a prospect.
  • Live Connects: Conversations with customer contacts.
  • Executive Live Connects: Conversations with Senior Executives at your accounts.
  • Meet assigned A/R Aging objects set monthly.

Qualifications:
  • 5+ years of experience working in B2B SaaS.
  • 3+ years of management/leadership experience at a SaaS business.
  • Hunter mentality with demonstrated track record of meeting and exceeding quotas.
  • Able to navigate complex sales cycles.
  • Working with customers on long-term agreements.
  • Consultative sales approach with SaaS products leveraging solution selling.
  • Moving customers smoothly through the buying process and finalizing agreements.
  • Experience managing and scaling teams that sell multiple solutions to multiple personas.
  • Thrive working in a fast-paced high-volume environment and enjoy the challenge of making a large impact in a growing company environment.
  • Intellectual curiosity to understand the value proposition of Ascent Cloud’s suite of solutions.


What You Add to the Role:
  • High energy and customer activity levels with extra effort.
  • Proactive in driving customer interactions.
  • Strong interpersonal, presentation, and deal strategy skills.
  • Able to prioritize and manage multiple work streams.
  • Ability to travel consistently.
  • Proficiency in Salesforce CRM.
  • Ability to scale as the company grows.
  • Consistent positive attitude.
  • Develop self-sufficiency with Ascent Cloud solution demonstrations.
  • Strategically involve CSMs and/or SEs to assist with Accounts and Opportunities.