ROLE OVERVIEW
The Account Manager (AM) is part of a team responsible for building strategic relationships with our customers to drive commercial success in the form of contract renewal and product cross-sell expansion. The AM plays a large role in facilitating our Go-to-Market (GTM) strategy and shapes how we engage with our customer base. The AM is driven, takes risks, hard-working and comfortable consulting with C-Level executives on a regular basis, helping them solve their business challenges with innovative uses of our software and resources. You will primarily engage with these executives via email and phone, but some onsite travel will be part of the role as well. All AMs are quota-carrying reps responsible for the full sales cycle within their book of business (including renewal and expansions).
AREAS OF FOCUS
Building strong relationships with executives
Revenue generation ($500,000+/year)
Contract renewal (70% GRR)
Consistent ability to team sell and manage a high volume of deals
RESPONSIBILITIES Sales Strategy Development Develop a strong understanding of key differentiators and the competitive landscapeDevelop account plans to effectively and efficiently manage your book of businessExperiment with new processes that scale across the account management teamCreate and deliver accurate sales and renewal forecasts
Revenue Generation Conduct diligent business reviews across the book of business resulting in continuous pipeline creation, risk identification, and development of renewal strategiesBecome an expert in the 15Five platform and services offeringBuild relationships and sell consultatively to VP and C-Level within book of businessManage pipeline, sales activity, and accurately forecastExecute a consultative sales approach including effectively reselling existing customers on the value of 15FiveDevelop understanding of the prospective customer's pain points and execute save strategies alongside the Customer Success team Confidently run product demos for people leaders and executives Effectively implement well coordinated team selling strategies
REQUIRED EXPERIENCE /COMPETENCIES / ATTRIBUTES Intelligence and technical aptitude to position the benefits of our productsStrategic mindset to drive and execute long sales cycles with multiple stakeholdersProven success in a customer or prospect facing position, including previous experience carrying and exceeding quotaConsultative sales style with the ability to thrive in a rapidly changing environmentExtraordinary commitment to accurately tracking all customer engagement and activity through the use of SalesforceHighly entrepreneurial with the drive and ability to own and perfect the processExcellent communication skills with track record of consistent follow up and follow through Adaptable to changing conditions and ambiguityExperience during the scaling of a software or SaaS sales organization is preferred
SAMPLE WEEK IN THE LIFEMonday: company wide boost call, RevOrg meetings, team standup, 1-2 hours customer outreach and planning, 3-4 hours on customer facing callsTuesday: 1-2 hours customer outreach and planning, 3-4 hours on customer facing calls, team standup, sales training, 2-3 hours of client/sales researchWednesday: company wide boost call, 1-2 hours customer outreach and planning, 3-4 hours on customer facing calls, 1:1 with Manager, team standupThursday: 1-2 hours customer outreach and planning, 3-4 hours on customer facing calls, 2-3 hours client/sales researchFriday: 1-2 hours customer outreach and planning, 3-4 hours on customer facing calls, company wide boost call, sales training, team standup, 1 hour ensuring salesforce data accuracy
ABOUT 15FIVE
15Five is the holistic performance management company. 15Five equips HR teams with a complete platform solution to improve manager effectiveness, drive high performance and engagement, and increase retention. 15Five’s easy-to-use software, coaching, manager training, and community enables HR leaders to continuously measure engagement and performance, and empower managers to drive change.
At 15Five, we focus on building a diverse team that prioritizes inclusivity and celebrates everyone’s unique identity. We are proud of our thriving hybrid culture that supports a remote-first workplace balanced with distributed office hubs, and annual opportunities for all employees to connect in person. We also offer:
- Full Medical, Dental, and Vision Insurance
- Flexible Time Off (minimum 3 weeks off every year)
- Employer paid Short-Term, Long-Term Disability, and Term Life
- 401K with 4% match at 6 months of employment
- Inclusive Benefits Stipend (to help cover some of the gap on medical needs not covered by traditional benefits)
- Up to 16 weeks Paid Parental Leave for birth and non-birth parents
- 15 paid holidays in 2024
- TalkSpace (mental health therapy)
- Wellness Coach App (offers meditation and movement classes, courses, workshops, and panels in a live and interactive setting)
- Thrive Time (2 hours of time on Friday dedicated to your personal self-care/self-growth/recharge activities)
- Monthly reimbursement for internet
- Sabbatical Program accessed at 7 Years
- We also provide extensive training and development such as strengths discovery and alignment and Manager specific development opportunities
For more information see:
Reading over the role description and feeling like you don’t check every box? That’s okay; if you think you have what it takes but don’t necessarily meet all the criteria, please apply—you could be exactly who we are looking for!
15Five follows equitable hiring practices. Our compensation programs are designed to attract, motivate, and retain talented employees who are highly engaged, high performing, and have an exceptional impact on the business and our customers.
The base salary range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the role across all US locations. We benchmark all roles for compensation in ranges relative to the top half of the market of similar tech companies using up-to-date market data. Within the range, individual pay is determined by budget allocated for the role and additional factors, including job-related competencies and skills, experience, and relevant education or training. Please note that the compensation details listed in US job postings reflect the base salary only, and do not include bonus, equity, or benefits. The US new hire base salary range for this full-time role is base salary $85,000 - $95,000 uncapped commission + equity + benefits. The OTE for this role is $170,000 - $190,000 (base + target commissions).
Note that base salary ranges are reviewed each year based on up-to-date market data, and team members who are performing are eligible for a merit increase, budget permitting.
In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.
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