Account Manager

Resolver, a Kroll Business; Toronto; Hybrid; CAD 90,000 - 100,000; Full time

Job summary

Resolver, a Kroll Business, is seeking an Account Manager to grow existing customer engagements through cross-selling and upselling of our GRC SaaS solutions. This hybrid role requires collaboration with customers and internal teams to deliver outcomes aligned with client objectives.

You will build strong relationships, forecast and track metrics, and contribute to a high-growth culture. In-office presence is required as needed, with remote options; a competitive base salary is offered with

Qualifications

• 2-5 years related sales experience within a SaaS company.
• Exposure or knowledge within GRC is a plus.
• Experience in a high initiative, high autonomy environment is critical for success.
• Passionate about solving business problems with technology.
• You value customer loyalty and can anticipate needs and build rapport.
• Experience with marketing automation tools is an asset.

Responsibilities

• Upsell and cross-sell to existing customers while meeting retention targets.
• Develop account plans for growth and nurture relationships with assigned customers.
• Forecast and track account metrics; maintain accurate CRM data.
• Monitor and analyze customer usage to ensure value delivery.

Skills

SaaS sales experience

GRC knowledge

Autonomy

Customer focus

Tools

Marketing automation tools

Job description

Position at Resolver

Resolver operates as a hybrid workforce with the option to work at home, in the office, or a mix of both. This role is hybrid requiring in office presence as needed.

As an Account Manager, you play a critical role in the sales engine of Resolver's GRC solutions. You’ll focus primarily on growing our existing customers’ engagements through cross-selling, expansion and upselling. You’ll combine consultative selling with a solutions-based approach, solving problems, and building relationships while keeping our customers' business objectives in mind.

About Resolver

Resolver is a high-growth SaaS company whose intuitive, no-code platform gives our customers a clear picture of their risks so they can make quick and effective decisions. As a part of the Resolver team, your work will help transform risk management to risk intelligence so organizations can protect people and assets and deliver on their purpose. We are ambitious in both our mission and our culture. As a business within Kroll, we offer an innovative, non-hierarchical work environment blended with the stability and financial security of an enterprise. Resolver has also been named one of Canada's Great Places to Work six years in a row.

Responsibilities

Consultative and Conceptual Selling (60%)

Measures of Success: Win Rate, Recurring Revenue, User Licenses, Gross Revenue, Lead to Opportunity Conversions, Demos and Discovery calls.

• Sales generation: you’ll up-sell and cross-sell to existing customer accounts while meeting customer retention targets.
• Building: you’ll work with Resolverites to reach customer and company goals throughout the sales cycle.
• You’ll encourage real and transparent conversations with customers about their needs and challenges. You’re trying to find a customer-centric solution for key business needs.

Strategic Sales Planning (20%)

Measures of Success: Building business cases, knowledge of market/industry, connecting with internal stakeholders, and working with existing customer references.

• Develop account plans for growth by combining commercial acumen with local relationships.
• You’re great at forming relationships – you will be the point of contact for assigned customers and will ensure they receive requested products and services quickly.
• You’ll collaborate with your colleagues to ensure consistent service and on-board new customers.

Forecasting & Documentation (20%)

Measures of Success: Forecasting accuracy, accurate and up-to-date CRM data, mapping of decision makers and stakeholders, defining a quantitative 'new reality', and call to action.

• Forecast and track customer account metrics.
• Maintain records of customer transactions – you’re organized!
• Monitor and analyze customer’s usage of our product.

People who Excel

• 2-5 years related sales experience within a SaaS company
• Exposure or knowledge within GRC is a plus!
• Experience in a high initiative, high autonomy environment is critical for success; you are a resourceful problem-solver!
• Passionate about solving business problems with technology
• You know the value of customer loyalty and can effectively anticipate needs, establish clear goals, and facilitate rapport
• Experience with marketing automation tools an asset

What We'll Give You In Return

• Health and Wellness Benefits: 100% paid by us for health, dental and vision from day one.
• Professional development: we have an external learning budget to help you grow and develop. We host a learning workshop about every 6 weeks on topics like Time Management, Self-Awareness and Giving Feedback; we also have e-learning to meet the needs of our remote team. We offer career development opportunities to help you build your skillsets for internal growth opportunities and beyond. We also have a Coaching Program for all our managers. We know how important it is to have a good boss, so we invest in their development.
• Vacation: it's open, which means we don't worry about an accrual clock. On average, we see most folks enjoying between 3-4 weeks off a year
• Parental leave: Best-in-class top-up for new parents – 100% for 15 weeks new parents and 5 additional weeks of pregnancy leave for birth mothers.
• RRSP: Matching up to 2.5%
• Flexibility & trust - While we are remote for now, we enable our team to create a work environment that will set them up for success. We hire adults and we trust you to manage your outcomes. Day-to-day, everyone is given the option to decide whether they want to work remote or in-office depending on the needs of their role.
• In the Office – You will have access to snacks and beverages and in-office fun like ping pong, group lunches, karaoke & games. We provide lots of opportunity for team socials too, including the folks who are remote!
• The salary range for this role is $90-100k + commission

Interested?

If you want to work in a highly collaborative environment and are committed to making a difference, we'd like to meet you.

Resolver is committed to providing accommodations for all persons with disabilities. If at any point in the recruitment process you require accommodation, please notify the applicable recruiter or contact us directly at [email protected]