Account Manager

2 weeks ago

Santa Barbara, United States Invoca Full time
About Invoca:

Invoca is the industry leader and innovator in AI and machine learning-powered Conversation Intelligence. With over 400 employees, 2,000+ customers, and $100M in revenue, there are tremendous opportunities to continue growing the business. We are building a world-class SaaS company and have raised over $184M from leading venture capitalists including Upfront Ventures, Accel, Silver Lake Waterman, H.I.G. Growth Partners, and Salesforce Ventures.

About the Role:

Responsible for executing on retention and expansion goals, the AM ensures Invoca is aligned with the customers' needs and expectations by working cross-functionally with Customer Success and Account Executives to ensure the renewal and growth of every customer. In this position, you will be expected to craft and execute strategic account plans, support customer relationships, and demonstrate and quantify platform/feature value to ultimately ensure subscription renewal and expansion.

You Will:

  • Drive Account Success: Take ownership of a portfolio of corporate accounts, ensuring their successful adoption, growth, and renewal by meeting and exceeding key performance metrics.

  • Strategic Account Planning: Develop and implement strategic account plans tailored to each customer's needs, driving growth and maximizing the value of Invoca Call Analytics.
  • Customer Relationship Management: Cultivate and maintain strong relationships with key stakeholders at all levels within the customer organization, ensuring high satisfaction and retention rates.
  • Proactive Engagement: Lead proactive efforts to identify opportunities for account expansion and enhancement, including designing and executing initiatives to boost platform adoption and utilization.
  • Software Demonstrations: Conduct impactful software demonstrations and create compelling presentations to effectively showcase Invoca's value propositions and differentiators.
  • Value Proposition Communication: Clearly communicate Invoca's value proposition and benefits, tailoring messages to address specific client needs and challenges.
  • Forecasting and Reporting: Own and report on the renewal, expansion, and retention forecasts with accuracy, providing insights and strategies to achieve growth targets.
  • Cross-Functional Collaboration: Collaborate closely with internal teams, including Account Executives and Customer Success, to ensure smooth transitions, Customer Success Plans, and alignment with customer objectives.
  • Negotiation and Closure: Manage complex negotiations for renewals and expansions, working to close deals that deliver mutual value and drive long-term customer success.
You Have:
  • Experience: 2+ years of on-quota, B2B SaaS experience with a focus on marketing tech and/or ad tech for large organizations.
  • Industry Knowledge: Fundamental understanding of online advertising and marketing technology with experience in account management or sales.
  • Technical Proficiency: Skilled in using modern SaaS tech stack including Salesforce, LinkedIn, Slack, and Business Intelligence Systems.
  • Communication Skills: Strong verbal and written communication skills, with the ability to build rapport and trust with clients through a consultative approach.
  • Negotiation Skills: Experience negotiating business terms and managing documentation such as MSSAs and SOWs.

Nice to Haves:

  • Marketing Tech Experience: Experience working with marketing technology such as Google AdWords, Analytics, Bid Management, or programmatic media platforms; experience with competitors is a plus.
  • Vertical Experience: Experience selling into Travel, Insurance, Telecom, Financial Services, Auto, and Home Services verticals is a plus.
Salary, Benefits & Perks:

Teammates begin receiving benefits on the first day of the month following or coinciding with one month of employment. Offerings include:

  • Paid Time Off - Invoca encourages a work-life balance for our employees. We have an outstanding PTO policy starting at 20 days off for all full-time employees. We also offer 16 paid holidays, 10 days of Compassionate Leave, days of volunteer time, and more.
  • Healthcare - Invoca offers a healthcare program that includes medical, dental, and vision coverage. There are multiple plan options to choose from. You can make the best choice for yourself, your partner, and your family.
  • Retirement - Invoca offers a 401(k) plan through Fidelity with a company match of up to 4%.
  • Stock options - All employees are invited to ownership in Invoca through stock options.
  • Employee Assistance Program - Invoca offers well-being support on issues ranging from personal matters to everyday-life topics through the WorkLifeMatters program.
  • Paid Family Leave - Invoca offers up to 6 weeks of 100% paid leave for baby bonding, adoption, and caring for family members.
  • Paid Medical Leave - Invoca offers up to 12 weeks of 100% paid leave for childbirth and medical needs.
  • Sabbatical - We thank our long-term team members with an additional week of PTO and a bonus after 7 years of service.
  • Wellness Subsidy - Invoca provides a wellness subsidy applicable to a gym membership, fitness classes, and more.
  • Position Base Range - $85,500 to $100,000 Salary Range / plus commission potential

This role is remote and open to candidates located in the United States and Canada. Please note that we are unable to provide visa sponsorship for this position.

DEI Statement

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal-opportunity workplace.

#LI-Remote

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