Skilljar is seeking an Account Manager to join our fast-growing team! This individual will play an instrumental part in the Skilljar customer journey. The Account Manager is primarily responsible for driving value, retention, and growth within a named account base. In addition to top-notch sales and customer relationship skills, you will be joining a rapidly growing team, where you will have direct input on team development and scalability.

We’re looking for a motivated, self-starter who is comfortable wearing multiple hats and thrives in a dynamic environment. You must be forward-thinking, highly-collaborative, and able to think on your feet. This is a phenomenal opportunity to join a rapidly accelerating startup that has dozens of Fortune 1000 and mid-market clients on its roster.

Responsibilities:

• Manage a book of business to minimize churn, negotiate renewals, and expand business where appropriate.
• Own business level strategy and partner with Customer Success Managers on program level strategy.
• Establish and nurture the executive relationship and drive connections with all key stakeholders within an account.
• Assess and surface at-risk customers and partner with CSMs to develop a strategic plan of action to mitigate retention risk.
• Facilitate Quarterly Business Reviews along with CSMs and provide strategic insights driving business impact.
• Monitor and identify adoption and utilization trends, provide recommendations based on risk and customers’ business needs.
• Conduct a whitespace analysis (products, departments, divisions, use cases) and determine total opportunity within a named account base.
• Prospect within book of business to create new opportunities within new divisions, teams, subsidiaries, parent companies, etc.
• Maintain updated pipeline and sales stages based on entry and exit criteria in Salesforce.
• Log all customer activity in CRM ensuring high integrity on customer record keeping.
• Use internal Customer champions and relationships to identify new opportunities, including referrals when applicable.
• Build account plans with timelines that will translate to customer value, renewals, expansion, and referrals.
• Identify and navigate the procurement, legal, and contracts process, budget process, spending limits, procurement thresholds, and sole source options.
• Work closely with the Marketing team to drive Account-Based Marketing strategy and automation workflows where applicable.

Requirements:

• 5 years of sales experience in a SaaS solution-based sales environment, including 2+ years of Account Management experience.
• Experience with Salesforce (SFDC), Outreach, and ZoomInfo a plus.
• Must be revenue-focused with exceptional execution skills and determination to maximize the revenue opportunity for Skilljar.
• Outstanding customer empathy. Understanding the way to drive revenue is to uncover customers' largest problems and positive business outcomes, then clearly articulate our defensible differentiators.
• Motivated by driving new business opportunities while cultivating customer relationships.
• Excellent communication skills — with customers, leadership, and cross-functional teams of all levels.
• Ability to problem-solve on the fly and work cross-functionally to execute on solutions quickly and effectively.
• Results-driven and resourceful. Someone who will continuously test and iterate on their approach.
• Kindly assertive. Isn’t afraid to level-set expectations with customers or ask for their business.

Our Benefits

• Comprehensive Medical Coverage: Skilljar pays 100% of our employee premiums for medical, dental, vision, disability, and life insurance. (PTO and family leave)
• Flexible Time Off: We believe in a healthy work/life balance and trust our employees to take the time off they need to bring their A-game to work.
• Benefits Package: Skilljar employees receive a monthly technology reimbursement for remote work, 401K savings plan, stock options, and access to an Employee Assistance Program.
• Inclusive Culture: We are intentional about creating a culture that is fun and inclusive. Join us for Fun Committee events, trivia nights, Bingo, and more!

The Company