Role Specialist, Expansion Strategist
The tech company Appcues is on the hunt for a seasoned Account Manager to join their team. This role, titled Account Manager, Growth, is a pivotal position that focuses on expanding and managing a portfolio of high-potential B2B SaaS accounts.
The successful candidate will be responsible for developing and executing growth and retention strategies for assigned accounts. This will involve mapping and researching accounts to identify new buying centers and referral opportunities, as well as building consultative relationships with senior decision-makers (VP and C-level).
One of the key responsibilities of this role is leading sales qualification, demos, and contract negotiation for expansion. The candidate will also use data and customer insights to prioritize and time outreach effectively. Collaboration with Customer Success, Marketing, Support, and Billing teams is also a crucial part of this role.
To qualify for this position, candidates must have 4+ years of B2B SaaS Account Management experience, ideally at a company with $30M+ ARR. They should have a proven track record of growing large, complex accounts and exceeding revenue targets. Comfort with outbound prospecting and pipeline building within existing accounts is essential.
The candidate should also possess strong executive presence, able to earn trust and drive urgency with VP- and C-level decision-makers. Excellent communication, presentation, and negotiation skills are a must. The candidate should be a strategic thinker who can develop tailored growth plans based on customer goals and business context.
Non-converted buyer centers should be identified and engaged for account expansion through referrals and outbound prospecting. Renewal conversations should be led with a focus on maximizing value and driving upsell. The role requires partnering with Customer Success Managers and Marketing counterparts.
The role requires acting as the commercial guide of the account, setting the vision and strategy for growth and coordinating internal resources to execute. Data and insights from product usage and customer conversations should be used to prioritize and time outreach effectively.
Key growth potential accounts should be mapped to understand their priorities, business units, stakeholders, and buying centers. The role involves conducting sales qualification calls, platform demos, and contract negotiations for new teams or divisions within assigned accounts. The candidate should have experience working with Salesforce.
The role requires maintaining accurate pipeline and forecast data in CRM systems. The candidate is a collaborative individual who has experience working closely with customer success and cross-functional teams. Bonus points if the candidate has knowledge and interest in Appcues.
In summary, the Account Manager, Growth position at Appcues is a challenging and rewarding role that offers the opportunity to lead with value, educate customers on best practices, industry trends, and strategic opportunities. The successful candidate will build strong, consultative relationships with senior decision-makers to uncover new opportunities and contribute to the development of best practices for strategic account growth.
- The Account Manager, Growth, at Appcues will need to use their knowledge in finance and business to develop and execute growth and retention strategies for assigned accounts, including mapping and researching accounts to identify new opportunities and building consultative relationships with senior decision-makers.
- In this role, the successful candidate will also need to be skilled in technology, education, and self-development, as they will collaborate with cross-functional teams, identify non-converted buyer centers, and use data and customer insights to prioritize effective outreach and time management, contributing to career development within the company.
