Strategic Account Manager

Why join Tipalti?

Tipalti is one of the world’s fastest-growing fintech companies. We free finance professionals to lead by modernizing the entire payables operation. We are a well-funded, late-stage start-up backed by high-profile investors. Our 2021 Series F funding round raised $270 million, valuing us at over $8.3 billion. With total funding of just over $550 million, and with more than 4000 global customers, Tipalti is one of the most valuable private fintech companies in the world.

At Tipalti, we pride ourselves on our collaborative culture, the quality of our product and the capabilities of our people. Tipaltians are passionate about the work they do, and keen to get the job done. Tipalti offers competitive benefits, a flexible workplace, career coaching, and an environment where diverse individuals can thrive and make an impact. Our culture ensures everyone checks their egos at the door and stands ready to reach for success together. 

Founded in Israel in 2010, Tipalti is a global business headquartered in the San Francisco Bay Area (Foster City) with offices in Tel Aviv, Plano, Toronto, Vancouver, London, Amsterdam and Tbilisi.

We are looking for a Strategic Sales Account Manager to further develop our relationships with existing customers, partners, and resellers. The Strategic Sales Account Manager will focus on prospecting into our existing customer base and some Net New to uncover pipeline, drive sales cycles and close business.  The Strategic Sales Account Manager will develop, own and execute against account success plans. They will work closely with internal teams such as Solution Consultants, Customer Success, Implementation, Operations, Product to help ensure overall expansion

The Opportunity:

Customers have significant expansion opportunities that require additional sales cycles. This opportunity is oftentimes not evident at the time of the original sale or a compelling/business takes place subsequently. This role would work hand in hand with our Customer Success Managers for these partnerships Working 100+ customer accounts. Building executive relationships, multi-threading and aligning on key business goals is essential to ensure they get maximum value across all of Tipalti solutions.

Responsibilities:

• Execution: Strategic account planning and execution skills that lead to consistent quota attainment, pipeline generation, and forecast accuracy 
• Product / Applied Knowledge: Tech Savvy, proficient using SaaS applications and translating technical features into business concepts. Utilize deep understanding and knowledge of the Tipalti products, and Finance (AP/MP) industry trends 
• Strong sales acumen: skillful prospecting, negotiating and closing, based on Tipalti Sales playbook. 
• Professional presence and confident, articulate communication skills – ability to initiate and direct discussions with Executive-level decision makers
• Problem solving capabilities, highly organized, and detail-oriented, strong time-management skills
• Proactive, self-starting individual who can identify opportunities and run with it.
• System and Data Driven: Accurately maintain account and opportunity information within our internal CRM systems. Able to effectively leverage systems and tools to engage with customers, manage pipeline, track deal progress, etc and use data to inform and enable effective decisions
• Accountability, “GSD”: Highly motivated, goal-oriented, and competitive. Persistence and tenacity is key for success in this role
• Customer Focus: Maniacal focus on Customer Success and Expansion, delivering impactful business benefits
• Flexibility and Adaptability – things move fast around here!
• Team Player - Collaborative, holds themselves and others accountable.

Requirements:

• Minimum 4+ years of experience in Software/SaaS or Financial Tech sales with a successful track record of consistent quota achievement
• Previous experience selling to C Suite - Emerging Technologies, Digital Economy and Global Organizations strongly preferred
• Demonstrated ability to sell large scale solutions and achieve sales revenue targets through increased adoption and expanded use of technology in existing customer base
• Skilled at fostering and leveraging strong working relationships with cross-functional teams to develop and execute customer success strategies
• Driven to achieve aggressive goals combined with equal passion for customer success
• Ability to travel up to 25% to nurture relationships with customers in territory
• Bachelors degree preferably in Finance, Economics or Accounting. Management consulting background is a plus
• Please note, this is a hybrid position and requires you to be in the office Monday, Tuesday, Thursday

Tipalti’s sales teams drive global growth for our best-in-class product. Whether you are an account executive, sales development representative, or solutions consultant, you’ll be joining a team of individuals who thrive within a fast-paced, metrics- and performance-driven sales organization. Our collaborative culture ensures that our sales teams work as one to deliver on common goals, whilst being provided with the resources to learn and grow via the Tipalti Academy.

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