Strategic Account Executive

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

📋 Description

• Take ownership of every customer renewal from initial warnings to the signed order form and handoff of invoices.

• Monitor auto-renewal notice periods and proactively send out renewal notifications.

• Create order forms with updated pricing, ensuring accurate figures are communicated to the Finance team.

• Establish and uphold pricing strategies for annual increases, multi-year agreements, and early renewals.

• Keep Salesforce data organized for effective leadership forecasting.

• Collaborate with Finance and leadership regarding requests for post-deadline cancellations.

• Enhance Net Revenue Retention (NRR) through upselling, cross-selling, and facilitating early renewals.

• Promote DIGIDECK AI features, such as DIGI Present and DIGI Connect, to drive customer expansion.

• Discover and pursue expansion opportunities across various departments, properties, and business units.

• Work alongside Customer Success Managers (CSMs) to identify accounts at risk by analyzing usage data and engagement signals.

• Manage churn forecasts and develop plans to retain customers.

• Utilize Claude and connected agents for account summaries, transcript evaluations, renewal documentation, Quarterly Business Review (QBR) presentations, pipeline assessments, and follow-up actions.

• Develop AI workflows aimed at enhancing renewal operations and disseminate best practices.

• Leverage DIGIDECK buyer analytics and Salesforce data to formulate executive-level ROI briefs.

• Cultivate strong relationships with users, executive sponsors, and other account stakeholders.

• Conduct QBRs and Executive Business Reviews (EBRs) as strategic discussions.

• Create account growth strategies that align with customer goals.

• Provide reports on renewals, expansion pipelines, NRR, Gross Revenue Retention (GRR), and churn risk during monthly and quarterly commitment calls.

• Analyze pricing trends, timing, and account health indicators.

• Collaborate with CSMs, Sales, Finance, Product, and leadership on customer success initiatives, transitions, order forms, invoicing, collections, roadmaps, and pricing strategies.

⛳️ Requirements

• Minimum of 10 years in strategic account management, renewals, or enterprise account management within a SaaS environment.

• Proven history of renewing, retaining, and expanding complex accounts with multiple stakeholders.

• Proficient in SaaS metrics: Annual Recurring Revenue (ARR), Net Revenue Retention (NRR), Gross Revenue Retention (GRR), and churn rates.

• Exceptional negotiation skills, encompassing pricing, contracts, notice periods, and handling challenging discussions.

• Genuine fluency in AI technologies; capability to utilize AI effectively in work processes.

• Advanced proficiency in Salesforce.

• Comfortable using both Microsoft Office and Google Workspace (G-Suite).

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Flexible working hours and remote work options.

• Professional development opportunities and training programs.

• Comprehensive health, dental, and vision insurance.

• Generous vacation and paid time off policies.