Senior Account Manager, PubNub
$190-235k
OTE
+ Stock options
Platform for building & operating real-time interactive apps
Job no longer available
Platform for building & operating real-time interactive apps
101-200 employees
Job no longer available
$190-235k
OTE
+ Stock options
101-200 employees
Company mission
To make virtual experiences and spaces as engaging as in-person ones.
Role
Who you are
- This role requires a solid business acumen, adroit account management, and strong technical ability to understand our customer’s product development needs and conveying the value of PubNub’s suite of services to both senior decision makers and technical developers
- A motivated, self starter who thrives in a highly technical product environment and feels challenged by complex sales scenarios and possesses a track record of owning the success and growth of key customers
- A minimum of 8 years of highly successful technology sales experience and large account management experience, with a demonstrated track record of consistent over-achievement against assigned quotas
- Experience in selling a technical SaaS solution of APIs, SDKs, and similar technologies to Product and Engineering teams, while managing a highly complex technology sales process. Familiarity with real-time technologies like Pub/Sub, Socket.io, MQTT, Firebase or similar technologies
- Empowered with a consultative sales approach, you are able to positively address customer needs while driving successful outcomes
- Experience with closing 6-figure deals with complex organizations with multiple stakeholders including CTOs, product managers, and software engineers
- Proficient in Salesforce.com for tracking activity, retention and revenue metrics, while leveraging tools like Outreach, Gong and Zoominfo to drive productive sales motions and communication
- World-class interpersonal and communication skills with the ability to effortlessly make complex contractual, technical, and financial details sound simple
- Ability to work within a team of AEs, AMs, SDRs and SEs/SAs in order to achieve excellent results
- Must be able to collaborate with cross-functional teams including marketing, product, engineering, support, legal and finance
- Has an ability to focus on what is important in the face of multiple competing priorities
- Possesses excellent problem solving skills
- Must be friendly, considerate and engaging
- Demonstrates humility and willingness to admit when they don’t know something
What the job involves
- As a Senior Account Manager, you will be responsible for managing and growing revenue for a defined set of PubNub’s customers
- In this role, you’ll act as a trusted advisor to our key customers and expand PubNub’s presence through consultative selling and building relationships with key executives, product managers, and software engineers
- Manage and grow a defined set of current large PubNub customers, engaging in a consultative selling effort to expand the footprint of PubNub through uncovering new use cases and upselling PubNub’s additional services
- Build relationships across a range of stakeholders within large customer organizations, including executives, product managers, software engineers, and developers. Interact at both the senior executive and management level to identify product development priorities and effectively convey PubNub’s value proposition to increase use and adoption of PubNub for building and managing real-time solutions
- Expand and grow ARR with existing customers through maintaining and executing on robust customer account plans for growth, forecast business opportunities accurately, and close both new and renewal revenue opportunities
- Expand and grow ARR with existing customers through building relationships and regular meetings to align around customer product roadmaps and opportunities to leverage PubNub in real-time projects
- Be the voice of your customers communicating feedback to product development and addressing customer issues while working internally with our support, solution architect and engineering teams
- Regular meetings and QBRs with customers and travel to customer sites to align on product development plans, showcase PubNub’s product roadmap, gather customer feedback, and uncover future business opportunities
- Leverage sales automation, pipeline management and prospecting tools to productively manage your customer base, maintain an accurate record of customer priorities and next steps, and accurately forecasting pipeline and revenue growth opportunities
- Continuous learning of PubNub’s evolving products, services, and processes
Our take
Despite the hyper-connected world of today, developers struggle to build fully connected applications due to the reliance of servers. Servers result in low-latency communication, a problem that seems both archaic and totally approachable.
PubNub provides a real-time network IaaS for companies and users to send and manage data between the internet-of-things. The company provides API tools for secure and low-latency communication within digital events, bidirectional monitoring, and connectivity between applications.
Boasting over 800 million device connections a month, plus a host of valuable use cases, PubNub appears to have well and truly landed in the space. It is well funded, and has been focussed on both geographical expansion and enhancing the functionality of its platform - for example with the addition of React native chat UI components to its product portfolio
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Nov 2021
$65m
SERIES E
Apr 2019
$23m
SERIES D
Total funding: $134.1m
Company benefits
- Employee Stock Option Plan
- Flexible Time Off
- Hackathons
- Health Plans
- Wellness/Fitness Program
- Developers Community Meetups
Company values
- Earn Customer Loyalty: We sweat the details so our customers don’t have to and strive to offer a consistent and predictable service
- Ruthless Efficiency: We look for continuous improvements to everything we do and look beyond today’s standards for what is possible
- Point Positive: We share a clear vision of what a better future looks like and inspire to blaze the path to it
- Passion for Innovation: We take pride in what we’ve built and always look for ways to better PubNub
- Celebrate Achievements: We do not win alone. We pick each other up. We succeed as a team. Every success is celebrated, big and small
Company HQ
Embarcadero, San Francisco, CA
Articles
Leadership
Stephen Blum
(CTO)Studied Computer Science at three universities. Founded LTS Yavo LLC. Was Lead Software Developer at Microsoft for 2 years. Was Lead System Architect at Loyalize for 2 years.
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