Senior Account Manager

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

📋 Description

• Take ownership of and achieve quarterly net revenue retention goals for designated enterprise accounts.

• Develop strategic account plans, facilitate regular business reviews (QBRs), track account health metrics, and proactively address churn risks.

• Promote upsell and cross-sell opportunities across software, content, and service offerings.

• Oversee the entire expansion sales process, from identifying opportunities and creating proposals to negotiating contracts, procurement, and finalizing deals.

• Maintain a disciplined sales pipeline that exceeds quotas by at least double.

• Ensure meticulous CRM management in Salesforce, improve sales velocity, and pinpoint immediate pull-forward opportunities.

• Possess a deep understanding of the Logos platform and its academic product use cases.

• Conduct real-time product demonstrations that showcase new features, encourage expansion, and address client challenges.

• Collaborate with Logos Learning to enhance product adoption, monitor customer engagement, and suggest training programs.

• Execute account research and create customized briefs, agendas, and ensure executive sponsor participation for strategic meetings.

• Serve as the customer's voice to Product, Engineering, Marketing, and Finance teams.

• Provide weekly and quarterly forecasts, make pipeline commitments, and engage with executive stakeholders.

⛳️ Requirements

• A minimum of 4 years of client-facing SaaS account management experience overseeing high-level enterprise portfolios.

• Proven track record of meeting or surpassing net revenue retention (NRR) and expansion targets.

• Ability to swiftly demo professional-level software and confidently present live sales demonstrations to C-level executives and decision-makers.

• In-depth knowledge of higher education organizational structures and decision-making/procurement processes.

• Advanced skills in contract negotiations, proposal creation, and pipeline management using Salesforce or similar CRM platforms.

• Strong analytical abilities to evaluate account health and utilize AI/analytics tools to identify expansion opportunities.

• Willingness to travel 20% of the time for key client meetings and industry events.

🏝️ Benefits

• Competitive medical, dental, and vision insurance plans.

• Company-covered basic life, long-term, and short-term disability insurance.

• Flexible paid time off policy.

• 10 company-paid holidays each year.

• 4 weeks of paid sabbatical after 10 years of service, along with an additional stipend.

• Paid maternity and paternity leave policy.

• Options for Health Savings Accounts and Flexible Spending Accounts.

• 401(k) plan with employer matching of up to 4%.

• Awards and recognition program.