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Senior Account Manager

1 month ago

San Francisco, California, United States Culture Amp Full time
The Opportunity at Culture Amp

We are seeking an exceptional Senior Account Manager to join our team in driving growth and expansion across our mid-market customer base. As a key member of our Account Management team, you will play a critical role in refining our Net Revenue Retention strategy and influencing positive employee experiences throughout our customer base.

Key Responsibilities:
  • Own an expansion quota for our current customer base targeted at the Mid-Market level employees
  • Own a gross retention target for our current customer base targeted at the Mid-Market level
  • Build a pipeline and identify opportunities to expand revenue from current customers through understanding long-term strategic Business and People goals
  • Work closely with Customer Success to lead on multiple touch points with Customers during the subscription year
  • Be able to confidently present our full product suite to existing customers to own up-sell and cross-sell of the Culture Amp platform
  • Contribute to the Account Manager Playbook to iterate on the process for account growth
What You Bring To Our Camp
  • 4-6 years of account management experience, preferably in SaaS
  • Experience working effectively with cross-functional teams and all levels of management (internally and externally)
  • Proven track record of achieving sales goals within a large existing customer base at the mid-market level employees
  • Ability to manage a high number of accounts with quarterly opportunities (50+) while maintaining focus on goals
  • Strong presentation and communication skills
  • A focus on building strategic relationships with customers
  • A passion for people and analytics
What You Will Do
  • Drive expansion and retention across a regional and segment focused Book of Business
  • Build a pipeline of opportunities of 3x your quota for current quarter and going into the following quarter
  • Identify and lead the upsell to a different tier or population size (organic growth or acquisition)
  • Identify customers for cross-sell additional product offering(s) and lead the sale
  • Identify ways to leverage current customer accounts into parents, subsidiaries or other parts of the same organization
  • Use tools (e.g., Outreach) to sequence customers to identify new opportunities
  • Support customer and field marketing efforts to get customers to events and follow-up events
  • Achieve Expansion target
  • Understand and demonstrate the Full Culture Amp suite of Products
  • Convert pipeline opportunities into Closed Won $s aligned with individual quota
  • Work entire deal cycle from Discovery to Closing with Negotiations
  • Complete sales enablement training and apply it to your work
  • Work with Legal and Security teams to support any deals aligned with standard processes
  • Keep Salesforce updated including Weekly Forecasts, Renewal Next Steps (weekly/bi-weekly) and Opportunity Next Steps
  • Retain and Renew customers
  • Partner with the Customer Success team to deliver key commercial and strategic account touch points throughout the customer subscription year across your entire book of business (approximately 150 customers)
  • Support Customer Success to develop and execute plans to drive platform adoption and customer value
  • Proactively raise up At Risk Customers, build a plan for solution and retention and bring in appropriate parties to support the solution
  • Work with the Renewal team to review upcoming renewals and proactively identify and collaborate on any more difficult renewal processes
About Culture Amp

We consider ourselves anything but average and strive to make a home for different types of people from around the world to do their best work and have fun doing it.

We have created 4 "not your average" values that we live by, take a read , and if this sounds like the environment for you, please apply

We are extremely proud of the Culture we have built, but don't just take our word for it, our Glassdoor reviews speak for themselves.

We are committed to not only making a better world of work, but also a better world. So we are proud to be recognised as a certified B-Corp.

We believe that inclusive businesses are better, not just for "company results", but for the world. We have a strong commitment to Anti-Racism, and endeavour to lead by example.

Every step we make as a business towards anti-racism is another step we can support our customers in making a better world (of work).

We ensure you have the tools you need to thrive both in and out of work.

MacBooks for you to do your best work

Share Options - it's important to us that everyone is an owner and can share in our success

Medical insurance - for you and your family so you can feel safe in these uncertain times

Excellent parental leave and in work support programme, - for those families to be

Flexible working schedule - where we can, let's make work, work for you

Fun and inclusive digital, and (in the future) in-person events

Most importantly, an opportunity to really make a difference in people's lives.