Strategic Account Manager

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

📋 Description

• Create and implement long-term strategic account plans to enhance executive alignment, drive adoption, boost expansion Annual Recurring Revenue (ARR), promote responsible consumption growth, ensure retention, and foster long-term value creation.

• Discover, assess, and finalize complex upsell, cross-sell, enterprise-wide standardization, and token-consumption opportunities.

• Propel expansion across various business units, departments, subsidiaries, regions, and affiliated organizations.

• Collaborate with Customer Success to manage renewal and expansion strategies.

• Position Agiloft as a vital enterprise platform, highlighting AI-driven functionalities, enterprise standardization, SaaS subscription advantages, and token-consumption economics.

• Establish strong relationships with senior leaders, C-suite executives, economic buyers, and transformation sponsors within legal, procurement, finance, IT, and operations sectors.

• Serve as a strategic advisor to align Agiloft's offerings with enterprise initiatives, operational priorities, risk management programs, and transformation agendas.

• Work closely with Sales Leadership, Customer Success, Solution Consulting, Product, and Professional Services teams.

• Facilitate executive business reviews concentrating on outcomes, adoption, consumption governance, strategic alignment, and enterprise-wide value realization.

• Utilize account intelligence, customer insights, consumption trends, executive priorities, and Clari/SalesLoft forecasting tools to pinpoint expansion opportunities and oversee pipeline health.

• Implement MEDDPICC methodology across expansion and renewal processes.

• Lead intricate strategic expansion endeavors from identification to closure.

• Formulate close plans and keep precise records of account status, renewal, expansion, risks, and forecasts.

• Deliver executive-level updates to the sales leadership team.

• Gather customer feedback to shape product direction, AI roadmap, monetization packaging, implementation strategies, and go-to-market plans.

• Guide executive discussions on AI-driven risk management, obligation governance, analytics, consumption governance, change management, and operational efficiency.

• Collaborate with Solution Consultants to effectively represent Agiloft's AI capabilities.

• Utilize AI-assisted tools to enhance productivity, processes, workflows, account planning, and daily operations.

⛳️ Requirements

• Over 7 years of experience in SaaS or consumption-based software sales; experience in CLM, Legaltech, or similar systems is preferred.

• Demonstrated ability to develop and execute account strategies while managing intricate cloud software, SaaS, and hybrid monetization sales cycles.

• Proven track record of managing complex strategic accounts (with annual revenues exceeding $2.5B) utilizing structured sales methodologies like MEDDPICC, focusing on executive alignment, retention, Net Revenue Retention (NRR), and successful expansion execution.

• In-depth knowledge of enterprise deal strategy, negotiation tactics, executive engagement, and complex commercial structuring.

• Strong executive presence and capability to influence senior and C-level stakeholders, economic buyers, and cross-functional transformation sponsors.

• Exceptional interpersonal, communication, and presentation skills.

• Proficient in navigating complex organizational frameworks, global account dynamics, and multi-threaded executive relationships.

• Strong problem-solving and strategic thinking abilities that align enterprise business initiatives with technical solutions.

• Solid skills in multi-year account planning, executive communication, forecasting, risk management, and pipeline management.

• Proficient with Salesforce, Clari/SalesLoft, Microsoft Office, and collaboration tools.

• Willingness to travel as required.

• Experience with Salesforce is preferred.

• Familiarity with enterprise software, consumption-based monetization, and contract management systems is preferred.

• Previous background in customer demonstrations and proof of concepts is preferred.

🏝️ Benefits

• Floating holidays

• Quarterly wellness day with no questions asked

• Healthy work/life balance

• Employee Resource Groups (ERGs)