Commercial Account Manager

5–6 years of experience in quota-carrying roles focused on expansion within a high volume of accounts (200+)
Demonstrated success in cross-selling, upselling, and growing existing accounts in the SaaS industry
Strong ability to build and progress pipeline opportunities for account expansion through innovative strategies and a structured sales process
Exceptional communication and presentation skills, especially when engaging with HR professionals and executives
Experienced in building and managing relationships and buyer personas within organizations ranging from 100 to 1,000 employees
Familiarity with sales methodologies such as MEDDPICC, and a solid understanding of deal stage progression, objection handling, competitor depositioning, and negotiation tactics

Develop a comprehensive understanding of your customers’ unique business needs, industry trends, and communication styles to craft tailored solutions that solve their people and business challenges.
Identify and prioritize opportunities to increase product adoption, focusing on volume-driven strategies to enhance customer satisfaction and engagement.
Deepen connections across various levels within customer organizations—including HR teams, leadership, and key stakeholders—to deliver insights and uncover challenges and opportunities to expand our customer relationships.
Work closely with cross-functional teams to deliver an exceptional customer experience throughout the customer lifecycle.
Conduct in-depth research on customers’ businesses to bring valuable insights and targeted questions that help book meetings and drive customer value.
Employ a customer-centric approach to develop strategic account plans that emphasize efficiency and volume—mapping key stakeholders and fostering strong relationships while maintaining organized territory management and forecasting.
Effectively utilize Salesforce to manage all account activities, provide monthly/quarterly forecasts, and ensure Salesforce hygiene on a weekly basis.