About the Role:
As an Account Manager in our Commercial segment, you will play a vital role in growing our existing customer partnerships with Culture Amp. Your primary goals are to understand their challenges and offer aligned, impactful solutions where appropriate. You will build a sustainable pipeline of expansion opportunities within your assigned book of business through innovative outbound strategies and will be responsible for managing that pipeline to close.
Key Responsibilities:
- Understand our customers: 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.
- Discover growth opportunities: Identify and prioritize opportunities to increase product adoption, focusing on volume-driven strategies to enhance customer satisfaction and engagement.
- Leverage relationships: 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.
- Collaborative accountability: Work closely with cross-functional teams to deliver an exceptional customer experience throughout the customer lifecycle.
- Build pipeline through outbounding, segmenting your book, and thorough research: Conduct in-depth research on customers’ businesses to bring valuable insights and targeted questions that help book meetings and drive customer value.
- Strategic account planning: 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.
- CRM forecasting and best practices: Effectively utilize Salesforce to manage all account activities, provide monthly/quarterly forecasts, and ensure Salesforce hygiene on a weekly basis.
Qualifications:
- 2–4 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
