Enterprise Account Director (United States)
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Description
- Own a portfolio of existing accounts and take responsibility for their retention and growth
- Identify upsell and cross-sell opportunities within existing accounts
- Proactively own renewals in accounts in cooperation with the Customer Success team
- Succeed in a team-selling environment for maximum account penetration and coverage
- Consistently forecast monthly and quarterly performance
- Negotiate deals and contracts at various levels within the targeted account, with primary focus/importance on “C” and enterprise-level negotiations
- Participate in meetings with key stakeholders, starting from onboarding kick-off to Business Review meetings
- Discover the strategic needs and direction of the customers, setting goals and objectives with the customer that will enable the teams to drive business impact
- Analyze stakeholder mapping and set an overall strategy to capture the right frequency in touchpoints
- Take ownership of renewal success and strategy to achieve key commercial/contractual targets
- Ensure Customer Success realization is achieved and recognized across key stakeholders, and reach NPS targets ensuring the best customer experience and success recognition
- Achieve customer advocacy goals with the marketing team through success stories and testimonials
- Monitor market trends and industry analysis to nurture key stakeholders aligned with Insider One’s product and strategic roadmap execution
- Proven oral and written communication abilities, positive and energetic phone skills, and exquisite listening skills. Alas, we’ve got clients all over the world!
- To be a self-motivated and savvy tech bug, always in search of savvy solutions and ideas to improve our relationship with our clients
- Proven track record of driving decisions collaboratively, resolving conflicts, and ensuring follow-through with verbal and written communication
- 7+ years of experience in Customer Success Management, Account Management, or Sales, ideally in SaaS
- To cherish one of our core ethos: care. You’ll need to care for our clients and make sure they feel at home with our products and our around-the-clock support
- Passion for testing, measuring, and improving outreach and follow-up effectiveness
- Strong communication skills in both writing and speaking
- High sense of responsibility and accountability
- A strategic thinker with excellent project and time management skills
- Experience negotiating and navigating contracts and legal discussions
- Proven track record of using sales and persuasive skills
- Strong presentation skills, with a high degree of comfort with both large and small audiences and various levels of management (senior marketing executives, IT management, database administrators, and data scientists)
- Thrives in a fast-paced, high-growth, rapidly changing environment
- Experience in managing various stakeholder relationships to gain consensus on solutions/engagements required
- Proven track record of building relationships and need discovery with senior customer executives in large or highly strategic accounts