Skilljar is helping millions of people around the world gain job-relevant skills in a constantly evolving economy. We’re delivering business outcomes for our customers, innovating in an exciting new category, and driving impact to narrow the global skills gap!

We are seeking a Senior Account Manager to join our customer success team, where they will have a direct impact on our product! We’re looking for a highly-collaborative, motivated, self-starter who is comfortable owning renewals and expansion opportunities within our Mid-Market and Enterprise customer base.

As a part of our team, you will power the value, retention, and growth within a named account base. Plus have opportunities to build creatively, learn new skills, and stretch yourself at a scaling company.

Responsibilities:

• Lead a book of business to minimize churn, negotiate Mid-Market and Enterprise 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 team members within an account.
• Assess and surface at-risk customers and support the development of 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 your portfolio.
• Prospect within a MM 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.
• 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.

Requirements:

• 5+ years of sales experience in a SaaS solution-based sales environment, including 3+ years of Account Management experience.
• Must be revenue-focused with outstanding execution skills and determination to enhance the revenue opportunity for Skilljar.
• Outstanding customer empathy. Understanding the need to uncover customers’ largest problems and drive positive business outcomes, in order to clearly articulate our defensible differentiators and drive revenue.
• Motivated by driving new business opportunities while encouraging strong 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.