Senior Commercial Account Manager

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

📋 Description

• Complete Account Ownership: Act as the primary contact and ultimate steward of the account relationship, overseeing all commercial activities including upsells, cross-sells, and the entire renewal process.

• Generating New Revenue: Proactively seek within your designated territory to discover, qualify, and secure new Annual Contract Value (ACV) opportunities within your existing customer base to enhance your overall portfolio. Actively pursue chances to introduce additional products or expand seats for current clients, maximizing the lifetime value (LTV) of your accounts.

• Strategic Account Planning: Create and implement success plans for high-value accounts to ensure long-term alignment between their business objectives and our solutions.

• Proactive Retention Strategy: Track account health and usage patterns to identify potential churn risks early, employing "save" strategies to safeguard existing recurring revenue.

• Executive Relationship Development: Build relationships with VPs, C-suite executives, and key stakeholders to advance from a vendor relationship to that of a trusted business advisor.

• Accurate Forecasting & Pipeline Management: Deliver precise monthly and quarterly revenue forecasts for both new bookings and churn to leadership.

• Market & Competitive Insights: Stay informed about industry trends and competitor activities to effectively position our value proposition in relation to market alternatives.

• Collaborative Solutions: Collaborate with Customer Success, Product, and Support teams to address complex client issues and ensure smooth post-sale transitions.

• Targeted Renewal Strategy: Work with Renewal Account Managers to optimize the execution of long-tail, lower-spend accounts, while simultaneously identifying and "cherry-picking" growth opportunities within that portfolio to elevate them into higher-value tiers.

⛳️ Requirements

• 4+ years of demonstrated experience in relationship building and closing within a sales environment.

• Proven ability to establish strategic relationships with C-level executives.

• Capability to manage a complete sales lifecycle, from start to finish, in the SMB segment.

• Experience in delivering detailed product presentations and web demonstrations of our software capabilities to C-level executives, directors, and sales managers.

• Proficient in identifying and leveraging internal resources (Sales Engineers, Customer Success, Support, etc.) to enhance Clari/Salesloft brand awareness, assist in sales cycles, and close deals.

• A collaborative mindset prioritizing teamwork over individualism.

• Exceptional listening skills; able to understand objections and convert skeptics into enthusiastic new customers.

• High degree of empathy—essential for our Account Managers to be kind to both peers and prospects.

• Experience in managing, expanding, and renewing customer relationships.

• Consistent overachievement of sales quotas and revenue targets.

• Proven track record of forming strong connections and overcoming rejection to deliver results.

• Demonstrated ability to conduct engaging on-site and virtual presentations to C-level executives.

🏝️ Benefits

• Competitive salary

• Performance bonus

• Health insurance

• Flexible work arrangements

• Professional development opportunities