Inside Sales Account Manager

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

📋 Description

• Drive annual recurring revenue (ARR) growth by leveraging cross-sell and upsell opportunities within the current customer base.

• Convert small to medium-sized business (SMB) leads generated by the Marketing and BDR teams.

• Manage and cultivate non-assisted e-commerce opportunities to boost initial ARR and transition digital-only sales into managed accounts.

• Maintain a high-velocity pipeline using Salesforce and Gong, utilizing MEDDPICC to qualify opportunities and communicate value effectively.

• Oversee the complete renewal process and reduce churn through proactive engagement with clients.

• Act as the primary point of contact for customer issues and collaborate with internal teams to provide technical support.

• Develop long-lasting relationships with stakeholders and assist customers in realizing ROI from Exterro’s data risk management solutions.

• Collaborate with Marketing and BDR teams to enhance lead handling and improve SMB conversion rates.

• Keep up-to-date with products, market trends, and insights from competitors.

• Forecast new business and renewal revenue based on insights from Command of the Sale.

• Address support inquiries and assist with onboarding milestones.

• Implement security and privacy best practices in all work activities.

⛳️ Requirements

• 1-2 years of demonstrated experience in a high-volume, digital-first sales or account management setting.

• Strong understanding of SaaS solutions, cloud-based software, and subscription business models.

• Excellent interpersonal, negotiation, and communication abilities.

• Capacity to excel in a metrics-driven environment centered around KPIs and quotas.

• Proven history of meeting and surpassing expansion ARR and net-new SMB business goals.

• Capability to deliver high-level support and problem-solving while focusing on revenue growth.

• Expertise in Salesforce, Gong, and MEDDPICC methodologies.

• Successful completion of a background check is required.

• Participation in mandatory security and privacy training is essential.

• Compliance with security and privacy policies, procedures, and standards is mandatory.

• Ability to safeguard the confidentiality, integrity, and availability of information and systems.

🏝️ Benefits

• Variable pay, equity, bonuses, and/or other forms of compensation may be included.

• Health insurance coverage.

• Retirement plan options.

• Flexible paid time off.

• Opportunities for learning, development, and upward mobility.

• Support for professional development.

• An innovative, inclusive, and collaborative work environment.

• Remote-first work arrangement.