Commercial (SMB) Account Manager

About the Role:

As an Account Manager in our Commercial segment, you will play a vital role in cultivating and enhancing our customers relationships with the HR and executive teams of our customers. Your expertise in SaaS solutions will help you identify growth opportunities and ensure our customers maximize the value of our product offerings while achieving their strategic goals. You will also focus on driving efficiency and managing account volume effectively.

Key Responsibilities:

• Understand and Adapt: Develop a comprehensive understanding of your customers unique business needs, industry trends, and communication styles to craft tailored solutions that resonate.
• Discover Growth Opportunities: Identify and prioritize opportunities to increase product adoption, focusing on volume-driven strategies to enhance customers satisfaction and engagement.
• Leverage Relationships: Deepen connections across various levels within customers organizations, including HR teams, leadership, and key stakeholders, to promote widespread adoption of our solutions.
• Research and Prepare: Conduct in-depth research on customers’ businesses to bring valuable insights and targeted questions to meetings, ensuring efficient use of time and resources.
• Engage Thoughtfully: Use layered, open-ended questions to uncover customers objectives, challenges, and aspirations, moving beyond surface-level discussions to drive impactful solutions.
• Strategic Account Planning: Employ a customer-centric approach to develop strategic account plans that emphasize efficiency and volume, mapping key stakeholders and fostering strong relationships while maintaining organized territory management and forecasting.
• CRM Best Practices: Effectively utilize CRM and sales tools to manage account activity, track progress, and ensure best practices are consistently applied to enhance workflow efficiency.
• Collaborative Accountability: Work closely with cross-functional teams to streamline processes and ensure a seamless and exceptional customer experience throughout the customers lifecycle.
• Optimize Workflows: Identify and implement strategies to improve account management processes, ensuring efficient handling of a high volume of accounts while maintaining quality engagement.
• Monitor and Report: Regularly track account metrics and performance indicators to assess efficiency, volume growth, and overall customers satisfaction, making data-driven adjustments as needed.

Qualifications:

• 4-6 years of experience in revenue growth roles focused on expansion, and customer-facing, with a high volume of accounts (120+).
• Proven background in the SaaS industry, particularly within HR Tech or related fields.
• Strong ability to identify and create opportunities for account expansion through innovative strategies.
• Exceptional communication and presentation skills, especially when engaging with HR professionals and executives.
• Experience building and managing relationships within small to medium organizations.
• Familiarity with sales methodologies, such as MEDDPICC, and a solid understanding of deal stage progression.
• Proficiency in leveraging data and analytics for decision-making and influencing customer strategies.
• Skilled in understanding diverse buyer personas and assessing business opportunities.
• Demonstrated success in cross-selling, upselling, and growing existing accounts.