Inside Sales Account Manager

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

📋 Description

• Spearhead substantial ARR growth by pinpointing and securing cross-sell and upsell opportunities within your current customer portfolio.

• Serve as the primary closer for Small Business (SMB) leads generated by the Marketing and Business Development (BDR) teams.

• Actively manage and cultivate "non-assisted" e-commerce new business prospects, aiming to boost initial ARR and transition digital-only sales into managed accounts.

• Maintain a fast-moving pipeline utilizing Salesforce and Gong, applying MEDDPICC to qualify opportunities and convey value effectively.

• Oversee the complete renewal process for your customer base, ensuring high retention rates and minimizing churn through proactive engagement.

• Act as the first point of contact for customer issues, providing consultative support and collaborating with internal teams to guarantee a smooth technical experience.

• Develop deep, lasting relationships with key stakeholders, ensuring they achieve maximum ROI from Exterro’s suite of data risk management solutions.

• Collaborate with Marketing and BDR teams to enhance lead-handling processes and boost conversion rates for SMB prospects.

• Stay informed about product offerings, market trends, and competitor insights to guide expansion and renewal strategies.

• Accurately project both new business and renewal revenue based on insights from Command of the Sale.

⛳️ 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.

• Outstanding interpersonal, negotiation, and communication skills.

• Ability to excel in a metrics-driven environment with a focus on meeting KPIs and quotas.

• A proven track record of achieving and surpassing targets for expansion ARR (upsells/cross-sells) and net-new SMB business.

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

• Proficiency in CRM tools (Salesforce), conversational intelligence software (Gong), and sales methodologies (MEDDPICC).

🏝️ Benefits

• Health insurance

• Retirement plans

• Flexible paid time off

• Variable pay

• Equity

• Bonus