Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Successfully renew, upsell, and cross-sell within an assigned portfolio while driving net-new Annual Recurring Revenue (ARR) growth among current customer accounts.

• Discover new business prospects within existing accounts, create an expansion pipeline, and facilitate enterprise growth in intricate customer environments.

• Engage in prospecting within current accounts to pinpoint whitespace opportunities, identify new stakeholders, expand into additional business units, and build a qualified pipeline.

• Craft and uphold strategic account plans that align with customer business objectives, growth opportunities, and retention targets.

• Gain an in-depth understanding of assigned accounts to effectively communicate Firstup’s value proposition and link platform capabilities to measurable business outcomes.

• Foster and develop executive-level relationships with Director, VP, and SVP stakeholders across customer organizations.

• Collaborate closely with Customer Success and cross-functional internal teams to guarantee successful customer adoption, satisfaction, retention, and growth.

• Lead and conduct value-driven Executive Business Reviews that highlight ROI, customer outcomes, and future growth possibilities.

• Take ownership of and manage an accurate sales forecast using Salesforce (SFDC) and Clari, ensuring visibility into pipeline health, renewal status, and expansion opportunities.

• Engage in internal deal reviews and collaborate across functions to promote strategic opportunities and mitigate business risks.

• Utilize the MEDDPICC sales methodology to qualify opportunities, manage complex sales cycles, and enhance forecast accuracy.

• Encourage and motivate customers to take part in Firstup programs, events, and advocacy initiatives.

• Acquire expertise in Firstup’s Digital Employee Experience platform, industry trends, and competitive landscape.

⛳️ Requirements

• Bachelor’s Degree in Sales, Business Administration, or a related field, or equivalent experience.

• A minimum of four years of experience in Enterprise SaaS sales and Account Management.

• Demonstrated experience in driving renewals, generating expansion revenue, and building pipeline within existing customer accounts.

• Proficient in preparing renewal proposals, account planning, territory strategy, and sales forecasting.

• Experience managing and maintaining forecasts using CRM and forecasting platforms such as Salesforce (SFDC) and Clari is preferred.

• Proven track record of meeting quota attainment in a high-performing sales environment.

• Experience in selling complex software solutions to executive stakeholders within enterprise or Fortune 500 companies.

• Familiarity with consultative sales methodologies such as MEDDPICC is preferred.

• Strong executive presence, with exceptional skills in relationship-building, communication, and presentation.

• Experience partnering closely with Customer Success and cross-functional teams to aid in customer retention and growth.

• Capacity to utilize customer data, usage insights, and business outcomes to demonstrate value and rationalize expansion opportunities.

🏝️ Benefits

• Comprehensive health, dental, and vision insurance coverage.

• Generous paid time off and holidays.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive work culture.