Senior Account Manager

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

📋 Description

• Take ownership of a portfolio consisting of strategic, high-ARR, multi-location clients.

• Oversee renewal, retention, and growth objectives.

• Lead intricate renewals from start to finish, encompassing pricing, negotiation, quote formulation, Salesforce opportunity management, and obtaining signatures.

• Create and uphold account plans that include stakeholders, usage patterns, risks, and opportunities.

• Cultivate relationships with owners, operations leaders, and key decision-makers.

• Conduct business reviews that link Encircle to customer outcomes.

• Recognize and secure cross-sell and upsell opportunities for new products.

• Collaborate with Customer Success on accounts at risk and spearhead recovery strategies.

• Address advanced objections related to discount requests, competitive assessments, budget constraints, and non-renewal risks.

• Provide accurate forecasts and maintain a transparent pipeline with insights into committed, best-case, and risk scenarios.

• Acquire extensive product knowledge and offer customized demonstrations of the Encircle platform.

• Relay customer feedback and market insights to Product, Marketing, and GTM leadership.

• Meet and exceed quota targets.

⛳️ Requirements

• Minimum of 4 years in a quota-carrying, customer-facing position such as account manager or account executive.

• Prior experience in B2B SaaS, preferably with multi-location or mid-market clientele.

• Proven track record of consistent year-over-year success in surpassing quotas and increasing revenue within an existing portfolio.

• Strong skills in negotiation and objection handling for complex renewals and expansions.

• Experience in building relationships with and presenting to senior stakeholders.

• Strategic and data-driven mindset towards account planning and forecasting.

• Capability to juggle multiple priorities and customer expectations across a large portfolio.

• Exceptional verbal and written communication abilities.

• Proficiency in Salesforce, ChurnZero, G-Suite, and similar tools.

• Hands-on experience with AI tools such as Claude and ChatGPT.

• Familiarity with property restoration, insurance, or construction technology is a plus.

🏝️ Benefits

• Flexible working hours.

• Self-managed vacation policy.

• Remote-first work environment.

• Access to a collaboration hub in Kitchener.

• Support for learning and career development.

• Well-being support available.

• Accessibility accommodations throughout the hiring process.