Senior Account Manager at DomainTools

| Seattle
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DomainTools is looking for a talented Account Manager to help enable DomainTools customers to get the most out of our products. The ideal candidate will be a proven relationship builder and manager with a deep passion and curiosity about technology and start-ups.

You will use your extensive experience and consultative selling skills to communicate our solutions to a highly technical audience at some of the largest companies in the world. You will be responsible for initiating and maintaining relationships with our customers to drive high retention rates and employ effective selling strategies to successfully position DomainTools as a critical element in their security architecture.

You will be responsible for conducting accounts from initial onboarding through securing renewals and contract expansions. You will effectively manage the renewal and/or contract expansion process throughout the sales and contract cycle, including customer follow-up, relationship-building, product demonstrations in person or via web, writing quotes and proposals, and negotiating and closing business.

Unlike a position at a larger company, this is not a silo position with just a quota and a list of accounts. We want a collaborative and energetic individual that can contribute to the overall go-to-market (GTM) team, work in a dynamic environment and deliver messaging and product feedback back into the rest of the organization.

The Account Manager role includes but is not limited to the following responsibilities:

  • Manage the customer life cycle from onboarding through contract renewal, including scheduling initial meetings and ongoing solution set trainings and quarterly business reviews, through upsell evaluations, negotiation, contract changes, and signature while ensuring customers renew at an escalated ARR rate.
  • Ensure continued high retention rates in an assigned book of business
  • Drive upsell business in your territory accounts, managing your sales process from prospecting to close
  • Conduct effective discovery calls with customers
  • Build, maintain and develop knowledge to become an expert on Cyber Threat Intelligence and DomainTools’ data, as well as the competitive landscape
  • Utilize Salesforce to track all pertinent information related to the opportunity and account, and effectively manage your territory and maintain accurate and timeline updates
  • Be a trusted advisor, customer advocate, driving relationships with key customers and creating new champions within accounts.
  • Know your customer’s use case, applied technologies, strategic plans and internal operations to stay ahead of trends and competition.
  • Serve as the primary point of contact for customers while collaborating with multiple internal stakeholders to ensure the existing customer base is receiving the value they expect from their implemented solutions.
  • Provide high touch customer service, including escalation and coordination of support issues as needed.
  • Deliver feedback to the Product Management team on new feature requests and product enhancements.
  • Be available to travel during the year to represent DomainTools at trade events and shows to help drive pipeline growth and increase marketing presence post-Covid

Requirements

Key Applicant Qualifications

  • Minimum 5 years of proven excellence in account management or customer success for technology solutions to enterprise class organizations and successfully achieving an assigned up-sell quota
  • Proficient using Salesforce.com and Microsoft Office to build sales presentations, proposals and contracts
  • Ability to influence key decision makers and to negotiate effectively based on value and time to close
  • Fast learner, adept at understanding and articulating new technologies and corresponding value propositions on the fly
  • Effective using consultative selling methodologies.
  • Ability to identify economic drivers and articulate effects on customers’ business, and position our solutions to a technical audience
  • An analytical approach to sales process, pipeline management and improving sales effectiveness
  • Positive can-do attitude and tireless work ethic. Driven and self-sufficient and able to thrive and adapt to change in a very fast paced environment
  • Passionate about technology and the startup culture with broad responsibilities, crazy busy, lots of uncertainty, lots of responsibility and lots of fun

Preferred Qualifications

  • Experience in the network/cyber security industry would be a plus

Benefits

DomainTools is the leader in domain name, DNS and Internet OSINT-based cyber threat intelligence and cybercrime forensics products and data. With over 15 years of domain name, DNS and related ‘cyber fingerprint’ data across the Internet, DomainTools helps companies assess security threat risks, profile attackers, investigate online fraud and crimes, and map cyber activity in order to stop attacks. Our customers include many Fortune 500 companies, including leaders in Internet technology, banking, consumer products, manufacturing and government.

We are located in Belltown (downtown Seattle) in a very cool office staffed with smart and energetic co-workers. We provide great benefits such as fully paid premiums on medical plans for employees, pet insurance, flexible PTO, and flexible scheduling to name a few.

DomainTools embraces diversity, equity, and inclusion to its fullest as an equal opportunity employer. We build our teams so creativity and innovation can flourish. We believe inclusivity and equity fosters innovation and growth; and we harness this mindset to drive a culture that serves our employees and our customers. We encourage people of all backgrounds, ages, perspectives, and skill sets to apply; and do not discriminate based on age, religion, color, national origin, gender, sexual orientation, gender identity, marital status, veteran status, disability, or any other characteristic protected by law.

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • GolangLanguages
    • JavascriptLanguages
    • PHPLanguages
    • PythonLanguages
    • SqlLanguages
    • D3JSLibraries
    • ReactLibraries
    • AngularJSFrameworks
    • DjangoFrameworks
    • FlaskFrameworks
    • HadoopFrameworks
    • SparkFrameworks
    • CassandraDatabases
    • HiveDatabases
    • Maria DBDatabases
    • MemcachedDatabases
    • MySQLDatabases
    • BalsamiqDesign
    • IllustratorDesign
    • PhotoshopDesign
    • SketchDesign
    • Aha!Management
    • ConfluenceManagement
    • JIRAManagement
    • SalesforceCRM
    • MarketoLead Gen

Location

Belltown is described as top-notch noshing meets artsy vibes adjacent to downtown, with great access to bus terminals(We're 100% remote right now).

An Insider's view of DomainTools

How would you describe the company’s work-life balance?

DomainTools is second to no one in terms of work-life balance. There’s a healthy blend of expectation and accountability, which is apparent in the work-hard play-hard culture we embody. DomainTools is the best parts of the Office and Parks n Recreation combined.

Jeff

Senior Account Executive

How do you collaborate with other teams in the company?

Collaboration is key at DomainTools and we use several tools to bring team members together. Slack and Google Hangouts have also been great when bringing teams together. We are learning that working from home or connecting with team members across the globe doesn't have to be hard and it makes you feel like we are all in this together.

Brendan

Account Manager

How does the company support your career growth?

DomainTools provides fantastic opportunities for career growth. The company has been incredibly supportive as I’ve advanced from a Product Manager to VP of Product, offering wide-ranging opportunities for training, industry leadership, and collaboration that enable me to continuously learn and share that knowledge with the rest of the organization.

Jackie

VP of Product

What is your vision for the company?

My vision for the company is that we live and breathe our values (Integrity, Customer-Focus, Impact, Teamwork, Innovation, Joy) every day so that we can provide a workplace where each and every employee can do their best work. If we can successfully do this, we make an impact on the world by furthering the vision of a safe & secure open internet.

Kirsten

CFO

What makes someone successful on your team?

We are very passionate about making the internet a safer place and we have great distributed team members around the globe. We value employees who are curious, have a get-it-done mentality, make an impact and thirst for learning new things, and want to make things better, innovative and more collaborative. We want to do all our work with 'joy'!

Gunawan

VP of Engineering

What are DomainTools Perks + Benefits

DomainTools Benefits Overview

Full medical, dental and vision insurance with 100% of premiums paid for employees, 50% of premiums paid for dependents. FSA and Dependent Care FSA available. Optional pet insurance and 401k plan. Other perks include: Casual dress environment, unlimited PTO, 13 paid holidays, free yoga and discounted cross-fit membership, twice weekly catered lunches, regular events and parties, unlimited ride ORCA card, employee referral program, phantom shares and annual target bonus of 10% of salary.

Culture
Volunteer in local community
Friends outside of work
Eat lunch together
Intracompany committees
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Documented equal pay policy
Highly diverse management team
More than half of our leadership team identifies as female.
Unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Team workouts
These have gone virtual!
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
Performance Bonus
Child Care & Parental Leave Benefits
Child Care Benefits
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Acme Co. hosts company outings Quarterly.
Free Daily Meals
Game Room
Stocked Kitchen
Some Meals Provided
Employees get free lunch on Tuesday and Thursday through GrubHub.
Happy Hours
Parking
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Time allotted for learning
Online course subscriptions available
Customized development tracks
Paid industry certifications

Additional Perks + Benefits

We are located in Downtown Seattle (100% remote through at least March 2021) in a very cool office staffed with smart and energetic co-workers. We provide great benefits such as fully paid premiums on medical plans for employees, pet insurance, flexible PTO, and flexible scheduling to name a few.

DomainTools embraces diversity, equity, and inclusion to its fullest as an equal opportunity employer. We build our teams so creativity and innovation can flourish. We believe inclusivity and equity fosters innovation and growth; and we harness this mindset to drive a culture that serves our employees and our customers. We encourage people of all backgrounds, ages, perspectives, and skill sets to apply; and do not discriminate based on age, religion, color, national origin, gender, sexual orientation, gender identity, marital status, veteran status, disability, or any other characteristic protected by law.

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