Senior Commercial Account Manager

About the Role

Day-to-day, you will work closely with cross-functional teams, including Customer Success, Product, and Support, to resolve complex client issues and ensure seamless post-sale transitions. Your ability to navigate competitive landscapes, identify growth opportunities, and build strong relationships with key stakeholders will be crucial to your success. The role is fully remote, offering the flexibility to work from any location in the United States, and is part of a fast-growing and high-performing sales team.

What You Will Do

• Serve 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.
• Actively prospect within your assigned territory to identify, qualify, and close new ACV opportunities within your install base to expand your total book of business.
• Develop and execute success plans for high-value accounts to ensure long-term alignment between their business goals and our solutions.
• Monitor account health and usage patterns to identify potential churn risks early, implementing 'save' strategies to protect existing recurring revenue.
• Cultivate ties with VPs, C-suite executives, and key stakeholders to move beyond a vendor relationship and become a trusted business advisor.
• Provide leadership with accurate monthly and quarterly revenue forecasts for both net new bookings and churn.
• Stay up to date on industry trends and competitor movements to effectively position our value proposition against market alternatives.
• Partner with Customer Success, Product, and Support teams to resolve complex client issues and ensure seamless post-sale transitions.
• Partner 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.

What We Are Looking For

• Proven experience in sales, preferably in a digital or software sales environment, with a track record of consistently meeting or exceeding sales targets.
• Strong understanding of sales principles, including prospecting, qualifying, demonstrating, and closing.
• Excellent communication and interpersonal skills, with the ability to build strong relationships with customers, colleagues, and other stakeholders.
• Strategic thinking and problem-solving skills, with the ability to navigate complex sales ecosystems and identify growth opportunities.
• Experience with CRM software and sales tools, with the ability to learn and adapt to new technologies quickly.
• Strong analytical and forecasting skills, with the ability to provide accurate revenue forecasts and pipeline analysis.
• Ability to work in a fast-paced, dynamic environment, with a high level of energy, motivation, and resilience.

Nice to Have

• Experience working with predictive revenue systems or AI-driven sales tools.
• Knowledge of the sales technology landscape, including competitors and emerging trends.
• Certification in sales or a related field, such as a CMS or CSO designation.
• Experience working in a remote or distributed team environment, with a high level of self-motivation and discipline.

Benefits and Perks

• Competitive salary and bonus structure, with a strong focus on performance-based incentives.
• Comprehensive benefits package, including medical, dental, and vision coverage, as well as a 401(k) plan and other perks.
• Flexible work arrangement, with the ability to work from anywhere in the United States.
• Opportunity to work with a fast-growing, innovative company that is transforming the revenue operations landscape.
• Access to cutting-edge sales tools and technologies, with ongoing training and support to ensure success.
• Collaborative, dynamic work environment, with a strong focus on teamwork, innovation, and customer satisfaction.

• Develop a strong understanding of sales principles and practices, including prospecting, qualifying, demonstrating, and closing.
• Build a portfolio of your sales experience, including case studies or testimonials from previous clients or customers.
• Practice your communication and interpersonal skills, including active listening, objection handling, and relationship-building.
• Stay up to date on industry trends and competitor movements, and be prepared to discuss how you would position Salesloft's value proposition in a competitive landscape.
• Be prepared to provide specific examples of your experience and skills, including numbers and metrics wherever possible.
• Research the company culture and values, and be prepared to discuss how you would contribute to and thrive in a fast-paced, dynamic environment.
• Consider earning a certification in sales or a related field to demonstrate your expertise and commitment to the profession.