Mid Market Account Manager

360Learning; Canada; Remote; CAD 90,000 - 140,000; Full time

Benefits offered by this job

Base salary + equity

Medical, vision, dental

RRSP matching

Parental leave

Professional development

Unlimited vacation, sick leave 5 days

Remote-first, flexible hours

Diversity ERGs

CSR Charter access

Job summary

360Learning is seeking a Mid-Market Account Manager for the North American team. You will grow revenue from existing mid-market clients by collaborating with Customer Success to renew at high rates, using inbound and outbound strategies, and tailoring outreach across multiple teams.

You will map accounts, create detailed outreach cadences, conduct high-impact product demonstrations, and partner with cross-functional teams to optimize the customer experience while building strong relationships

Qualifications

• 3+ years of sales experience in HRtech/B2B SaaS as Account Manager or AE.
• Experience selling learning solutions such as LMS/LXP is a plus.
• Growth mindset and continuous learning attitude.
• Strong analytical and organizational skills.
• Excellent written and verbal communication.
• Willingness to travel up to ~5% of time.

Responsibilities

• Sell into existing mid-market client base.
• Use CRM to map accounts, build plans, and forecast opportunities.
• Identify top accounts and create growth strategies.
• Create outreach cadences and make outbound calls to meet quotas.
• Arrange regular meetings with key stakeholders, virtual or in-person.
• Demonstrate 360Learning and tailor initiatives per account.
• Collaborate with CS and other teams to optimize customer experience.
• Develop relationships with decision-makers and influencers.
• Analyze customer data and present insights and recommendations.
• Drive customer satisfaction and referenceability.

Skills

Sales experience HRtech SaaS

LMS/LXP experience

Growth mindset

Analytical & organizational skills

Written & verbal communication

Travel availability

Education

Bachelor’s degree or higher

Tools

CRM tools

Job description

As a Mid-Market Account Manager on the North American team, you will be responsible for growing revenue from our existing mid-market customer base while collaborating with customer success to ensure healthy customers that renew at a high rate. You will grow revenue through a combination of inbound and outbound efforts within your account portfolio, highly tailoring your approach to each client, focusing on top accounts, account mapping, and generating valuable conversations across multiple teams. Think of this as a sales position to expand our footprint within the mid-market client base.

What You\'ll Do

• Sell into our existing client base
• Use our CRM tool to map and build the account plans, prepares sales documentation, and provide forecasts for opportunities identified
• Identify top potential accounts, understand current connections, and create power map for growth opportunities
• Create detailed outreach cadences, and make outbound calls to accounts to achieve sales quota metrics
• Arrange regular meetings virtually and in-person with key players in the accounts, and ensure you are the point of contact for business opportunities, issues, and questions.
• Evangelize 360Learning vision through high-quality product demonstrations and account-specific initiatives
• Work with all other teams within the company to optimize the customer experience across your portfolio
• Establish and grow relationships with key decision-makers and influencers within the customer base, virtually and in-person
• Access, analyze, present customer reports to draw conclusions and provide recommendations
• Drive customer satisfaction and referenceability as champions

Within 1 month, you will:

• Get familiar with our Convexity culture
• Master the product demo and pitch
• Start work with our client success team to understand book of business
• Get familiar with our market positioning
• Take on management of your account portfolio

Within 3 months, you will:

• Build your own pipeline by power mapping top potential clients, and begin dedicated and intentional outreach to establish relationships
• Run tailored and exceptional client meetings with high priority clients, over VC or In-person
• Become knowledgeable in Learning & Development market trends, emerging technologies, and competitors
• Begin to identify product growth areas as it relates to opportunities within existing customer base
• Close your first deals!

Within 6 months, you will:

• Continue to drive revenue generation through strategic planning with CSP and current clients
• Continue pipeline growth efforts with intentional Account Based outreach
• Execute business reviews, both internally and externally
• Meet and exceed all quarterly sales quotas
• Help mentor others across the sales team

Within 12 months, you will:

• Contribute as a subject-matter expert on the 360Learning platform and share your knowledge with the rest of the organization
• Be actively aware of Learning and Development market trends and become a subject matter expert; influencing thought leadership within existing client base
• Be ready to tackle more complex, multi-thread deals

The Skill Set

• At least 3+ years of sales experience in an HRtech B2B SaaS environment as an Account Manager or an Account Executive
• Bonus points for experience selling learning solutions like an LMS or LXP!
• A growth mindset and a life-long learning attitude
• Strong analytical and organizational skills
• Strong written and verbal communication skills
• Executed complex software/platform demos in your sales process
• Expected to be available for client and larger team meetings (ex: Revenue Kick-Off, trade shows, etc.) for up to 5% travel time annually
• Ability to travel to a minimum of two trade shows per year is required
• A Bachelor’s degree or higher level of education
• Enthusiasm for our Convexity culture ( https://bit.ly/Convexity_360L )

What We Offer

• Compensation: Pay structure includes base salary, variable incentive pay, and company equity
• Benefits/Perks: Comprehensive medical, vision, and dental insurance starting your first full month
• Benefits/Perks: RRSP matching starting from day 1
• Benefits/Perks: Generous parental leave
• Benefits/Perks: Professional development opportunities through our own platform
• Balance: We offer unlimited days of annual vacation PTO 5 days for sick leave
• Balance: holidays following the Ontario holiday calendar and we are a remote-first organization and promote flexible work hours
• Diversity, Equity, and Inclusion: We have 6 active ERGs including Mental Health, Environmental/Sustainability, Women, Parents, LGBTQIA2S+, and Ethnic Diversity. Each group has at least one executive team member serving as a member of the group, bringing greater awareness to each group’s activities and providing a quick path to impact
• Corporate Social Responsibility: Review our CSR Charter: 360learning.com/blog/corporate-social-responsibility-charter
• Culture: A framework that will help you make an impact - envision what's it like to join 360Learning through our Onboarding Journey: https://360learning.com/blog/360learner-journey/ & Convexity Culture: https://bit.ly/Convexity_360L

Interview Process

• Phone Screen with our Talent Acquisition Manager
• Discovery Interview with the Hiring Coach
• Team Meeting & Case Study with a teammate, the Hiring Coach and 1 other sales leader
• Culture Interview with the Chief Revenue Officer
• References & Offer!

Get ready using our Knowledge Base: https://bit.ly/42H1ggC

Who We Are

360Learning enables companies to upskill from within by turning their experts into champions for employee, customer, and partner growth. With our LMS for collaborative learning, Learning & Development teams can accelerate upskilling with the help of internal experts instead of slow top-down training. 360Learning is the easiest way to onboard and upskill employees, train customer-facing teams, and enable customers and partners–all from one place.

360Learning powers the future of work at 1,700 organizations. Founded in 2013, 360Learning has raised $240 million with 400+ team members across the US and EMEA.

Learning Includes Everyone.

In concert with our culture, 360Learning believes learning includes everyone and that means embracing the strengths of diversity, connectedness, and inclusion. Through conscientious efforts, our global footprint celebrates cultures, perspectives, and experiences from all over the world to support our platform that is built for all regardless of race, ethnicity, gender identity or expression, sexual orientation, religion, age, neurodiversity, disability status, citizenship, veteran status or any other aspect which makes an individual unique or protected by laws and regulations in the locations where we operate. Thus, 360Learning is proud to be an equal opportunity workplace, and we commit to continue this throughout our processes for recruitment, compensation, benefits, performance, promotion, and all other conditions and terms of employment. We want to learn from and with you!

Who We Are

360Learning enables companies to upskill from within by turning their experts into champions for employee, customer, and partner growth. With our LMS for collaborative learning, Learning & Development teams can accelerate upskilling with the help of internal experts instead of slow top-down training. 360Learning is the easiest way to onboard and upskill employees, train customer-facing teams, and enable customers and partners–all from one place.

360Learning powers the future of work at 1,700 organizations. Founded in 2013, 360Learning has raised $240 million with 400+ team members across North America and EMEA.

Learning Includes Everyone.

In concert with our culture, 360Learning believes learning includes everyone and that means embracing the strengths of diversity, connectedness, and inclusion. Through conscientious efforts, our global footprint celebrates cultures, perspectives, and experiences from all over the world to support our platform that is built for all regardless of race, ethnicity, gender identity or expression, sexual orientation, religion, age, neurodiversity, disability status, citizenship, veteran status or any other aspect which makes an individual unique or protected by laws and regulations in the locations where we operate. Thus, 360Learning is proud to be an equal opportunity workplace, and we commit to continue this throughout our processes for recruitment, compensation, benefits, performance, promotion, and all other conditions and terms of employment. We want to learn from and with you!