Growth Manager

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

📋 Description

• Take ownership of the commercial strategy and performance for designated Enterprise accounts.

• Lead all commercial activities, encompassing pricing, packaging, proposal creation, negotiation, and contract execution.

• Formulate renewal and expansion plans that are in line with customer value, usage behaviors, and strategic objectives.

• Ensure renewal readiness by monitoring critical dates, obtaining timely signatures, and eliminating obstacles to maintain renewal schedules.

• Follow up on outstanding invoices with customers and collaborate internally to guarantee payment collection.

• Examine adoption trends, product usage, and whitespace to pinpoint significant upsell and cross-sell opportunities.

• Establish and nurture strong relationships with executive stakeholders to facilitate commercial alignment and support long-term growth.

• Work closely with Client Experience Managers to gain insights into customer health, value delivery, risks, and readiness for expansion.

• Engage in strategic business reviews by delivering commercial insights, considering renewal and expansion factors, and providing long-term commercial recommendations that resonate with customer value and business goals.

• Develop commercial proposals, order forms, and deal structures that fulfill customer requirements while aligning with Airship’s revenue objectives.

• Oversee forecasting, pipeline accuracy, and weekly bookings reporting to aid in planning and decision-making.

• Collaborate with Product, Legal, Finance, Solutions, and Data teams to eliminate deal obstacles and expedite execution.

• Lead commercial discussions with customer executives, ensuring transparency on pricing, value, and contract terms.

• Construct business cases for expansions utilizing customer outcomes, ROI insights, and product value.

• Advocate for customer needs and competitive insights within the organization to shape pricing strategies and product direction.

• Ensure CRM data is precise and current for effective forecasting, pipeline visibility, and internal alignment.

• Relay commercial insights, risks, and recommendations to senior leadership and cross-functional teams.

• Assist in strategic initiatives aimed at enhancing renewal performance, expansion rates, and overall revenue growth.

• Travel as necessary to participate in customer meetings, executive discussions, and commercial negotiations.

• Maintain accurate CRM documentation for pipeline, forecasts, and commercial activities.

• Clearly communicate deal status, insights, and recommendations to internal teams and senior leadership.

⛳️ Requirements

• A minimum of 5 years of experience in SaaS sales, account management, or commercial roles with accountability for revenue results.

• Robust negotiation and pricing skills with the capability to structure deals that satisfy both customer and business requirements.

• Proven history of meeting revenue targets and driving commercial success.

• Capacity to think strategically, plan for the long term, and act on immediate objectives.

• Established ability to build trust and forge strong relationships at the executive level.

• Demonstrated success in selling to C-level and multi-level stakeholders within complex enterprise organizations.

• Excellent communication and presentation skills, with the ability to facilitate internal and external meetings and executive briefings.

• Experience in analyzing customer usage to identify whitespace opportunities and paths for expansion.

• Capability to collaborate effectively with legal, finance, product, and solutions teams to advance deals.

• Familiarity with marketing technology, software, and mobile engagement platforms.

• Proficiency in CRM systems such as Salesforce and confidence in managing forecasting and opportunity pipelines.

• Experience experimenting with AI tools in personal or professional settings—or a strong desire to learn!

🏝️ Benefits

• Medical insurance options available for you and your dependents.

• Flexible time off, paid holidays, paid parental leave, and paid volunteer time off.

• Support for your overall wellbeing with employer-subsidized mental health and employee wellness programs.

• A digital-first work environment along with a monthly stipend to facilitate remote work.

• Mentorship and growth opportunities to enhance skills and accelerate professional development.

• And more!