Department: Sales
Location: Remote, USA or Hybrid (San Diego, CA)
About The Role
We’re searching for an Account Manager to help our customers win share by leveraging our game-changing data.
What We Need From You
In your first month, get to know our customers, market, and sales / product teams.
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Gain a comprehensive understanding of our data solutions, including the value proposition, key use cases, and overall benefits.
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Familiarize yourself with our clients’ specific needs, key players, utilization of data, areas of underutilization, and any data-related challenges.
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Engage with existing clients to understand their satisfaction levels, pain points, and areas for improvement.
Within three months, get a grip on your upsell + renewal process
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Build out account plans for your most important accounts.
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Create your process for staying on top of renewals and renewing them on time.
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Identify at least 3 new opportunities with existing clients
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Demonstrate strong sales process, value and data-based sales techniques.
In your first 6 months, close at least 5 upsell opportunities and get to 3X pipeline coverage to meet your target.
What You Need to Be Great At
- Strong Communication and Follow-Through – “Do what you say you were going to do,” meticulous pipeline management and account management structure.
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Data Savvy + Strong Business Judgment– You use data to demonstrate ROI, become a trusted advisor, and understand your deals better than anyone else – including where they are, what the next steps are, and how “real” your pipeline is, top-to-bottom
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Negotiation + Listening Skills – You know how to empathize with customers without negotiating against yourself.
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Account Penetration and Growth – You’re always thinking about new opportunities with clients, presenting new products proactively.
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ABP – You embrace an “always be prospecting” mindset.
What We’re Most Curious About
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How have you gotten creative to uncover opportunities to “do more” for an existing client that led to an upsell?
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How do you maintain your “customer radar” to proactively get ahead of little problems before they become big ones?
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How do you get to know the SMEs inside your company and use them to help you service your customers?
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What 2-3 metrics do you look at every week to gauge your progress?