Note: The job is a remote job and is open to candidates in USA. Clari + Salesloft are building the next era of enterprise revenue, and they are seeking a Senior Commercial Account Manager to join their fast-growing sales team. The role involves full-cycle account ownership, driving new revenue, and building executive relationships to ensure customer success.
Responsibilities
- Full-Cycle Account Ownership: Serving as the primary point of contact and ultimate owner of the account relationship, managing all commercial transactions including upsells, cross-sells, and the end-to-end renewal process
- Driving Net-New Revenue: Actively prospecting within your assigned territory to identify, qualify, and close new ACV opportunities within your install base to expand your total book of business. Actively hunt for opportunities to introduce additional products or seat expansions to existing customers, maximizing the lifetime value (LTV) of your portfolio
- Account Planning: Developing and executing success plans for high-value accounts to ensure long-term alignment between their business goals and our solutions
- Proactive Retention Management: Monitoring account health and usage patterns to identify potential churn risks early, implementing 'save' strategies to protect existing recurring revenue
- Executive Relationship Building: Cultivating ties with VPs, C-suite executives and key stakeholders to move beyond a vendor relationship and become a trusted business advisor
- Forecasting & Pipeline Accuracy: Provide leadership with accurate monthly, and quarterly revenue forecasts for both net new bookings and churn
- Market & Competitive Intelligence: Staying up to date of industry trends and competitor movements to effectively position our value proposition against market alternatives
- Collaborative Problem Solving: Partnering with Customer Success, Product, and Support teams to resolve complex client issues and ensure seamless post-sale transitions
- Segmented Renewal Strategy: Partnering with Renewal Account Managers to streamline the execution of long-tail, lower-spend accounts, while simultaneously identifying and 'cherry-picking' growth potential within that book to migrate into higher-value tiers
Skills
- 4+ years of proven relationship building and closing experience in a sales environment
- Experience establishing strategic C-level relationships
- Ability to run a full sales lifecycle, start to finish, within the SMB segment
- Experience executing detailed product presentations and web demonstrations of our software capabilities to C-level executives, directors, and sales managers
- Adept at identifying and utilizing internal resources (Sales Engineers, Customer Success, Support etc.) to build Clari / Salesloft brand awareness, assist in sales cycles, and close deals
- Collaborative mentality by prioritizing ‘we' and not focusing on ‘me.'
- Superb listening skills; you must understand objections and defeat them by turning sceptics into ecstatic new customers
- High level of empathy - it's important for our AM's to be a good person to peers and prospects
- Experience managing, expanding, and renewing customer relationships
- Consistent overachievement of quota and revenue goals
- Proven ability to make strong connections and overcome rejection to achieve results
- Demonstrated ability to conduct compelling on-site and virtual presentations to C-Level executives
Benefits
- Performance bonus
- Benefits
- Other applicable incentive compensation plans
Company Overview