Associate Account Manager

Remote; United States; À distance; USD 60 000 - 90 000; Plein temps

Résumé du poste

Remote is seeking an Associate Account Manager to manage a Book of Business of Tier 2 customers, driving retention and revenue expansion. You will engage through playbooks and sequences, collaborating with CSMs to reduce churn and identify cross-sell opportunities across Remote's portfolio.

The role emphasizes building deep customer relationships, maintaining regular communication with stakeholders, and delivering accurate forecasts and reports.

Qualifications

• 1+ year of Account Management experience in SaaS.
• Excellent verbal and written English communication.
• Ability to build relationships with key decision makers and champions.
• Experience managing a book of business including renewals and expansions.

Responsabilités

• Meet and exceed sales quota for the assigned book of business.
• Drive retention and revenue expansion across Tier 2 accounts.
• Collaborate with CSMs to reduce churn and increase product adoption.
• Identify cross-sell and upsell opportunities and manage renewals.
• Maintain proactive client communication and provide accurate reporting.
• Own end-to-end sales cycle from outreach to close.

Connaissances

Account management

Upsell & cross-sell

Relationship building

Forecasting & reporting

Sales processes

English fluency

Outils

CRM software

Description du poste

Introduction

This is an exciting time to join Remote and make a personal difference in the global employment space as an Associate Account Manager, joining our Sales team.

Job Description

As an Associate Account Manager, you will manage a Book of Business of Tier 2 customers to drive retention and revenue expansion; roughly 250 accounts per rep. This role requires a scaled out reach focus to ensure all customers within your BoB have been contacted, leveraging playbooks and sequences to drive engagement; email, calls, education, meetings, and in certain cases, Business Reviews to understand further expansion opportunities. You will work closely in a pod with dedicated CSMs to reduce churn risk, increase product adoption, and identify cross-sell and up-sell opportunities across Remote's portfolio (EOR, Global Payroll, PEO, Contractor Management, Equity, HRIS, and add-ons). You are accountable for upsell, cross sell and renewals of Tier 2 accounts, with a high level of transactional account management, as well as managing larger, more complex multi product opportunities. Success is measured by Account Growth and Retention.

What You Bring

• Ability in driving net new expansion bookings within customer accounts as well as upselling / cross selling opportunities within accounts


• Aptitude and eagerness to form deep relationships across customer organisations, including key decision makers and champions to be able to drive successful client outcomes, grow accounts and drive revenue outcomes


• Maintain consistent communication with key customer contacts and advocates on their needs as well as eliciting feedback on our products and services on how we can improve and support them further


• Able to create, execute and adapt proactive client strategies to achieve goals


• An ability to develop pipeline, forecast outcomes and provide accurate reporting data


• Good knowledge of sales processes


• Ability to learn complex solutions and eager to constantly develop new skills and competencies


• Understanding of Remote's services and its position in the industry


• 1+ year of Account Management experience preferable, or related SaaS sales experience


• Excellent verbal and written communication skills, with business fluency in English


• It's not required to have experience working remotely, but considered a plus

Desirable characteristics

• Highly self-motivated with ambitions to be in a closing and customer facing role


• Self-directed and able to work independently and as an active member of the team


• Resilience and perseverance with a positive attitude


• Able to perform under pressure and proficient in multitasking, prioritisation and time management


• Strong business acumen


• High level of integrity and work ethic

Key Responsibilities

• Meet and exceed sales quota based on role level and manage the entire sales cycle


• Identify new expansion, upsell and cross-sell business opportunities and push through the sales motion and cycle


• Presentation to existing customers on Remote's suite of services and create opportunities from existing customers to upsell solutions


• Own the customer relationship and complete the cycle from sale to business completion


• Remain in frequent contact with the customers and build strategic and partnership based customer relationships


• Understands the communication needs of small and mid-sized business customers, and designs solutions to meet those unique business needs


• Able to execute on customer retention initiatives and participates in key strategic events to nurture customer relationships


• Work with other cross-functional teams to ensure customer success

Practicals

• You'll report to: Manager, Sales (based on region)


• Team: EMEA, AMER Sales


• Location: Anywhere in the World


• Start date: As soon as possible

Application process

• 1. Interview with recruiter


• 2. (async) Small exercise


• 3. Interview with future manager


• 4. Discovery mock call


• 5. Bar Raiser interview


• 6. Prior employment verification check(s)