Account Manager, Productiv
$120-140k
Management platform for SaaS products
Open for applications
Management platform for SaaS products
101-200 employees
Open for applications
$120-140k
101-200 employees
Company mission
To unlock the power of data to drive productivity at work.
Role
Who you are
- 5+ years in Account Management, Customer Success, or a similar role in SaaS/B2B technology, with a proven track record of managing renewals, upsells, and exceeding targets
- Skilled in leading complex negotiations and developing account plans aligned with customer goals, driving growth through upsell, cross-sell, and retention
- Strong ability to build and maintain multi-threaded relationships with key stakeholders across IT, Procurement, and Finance
- Experience working cross-functionally with Customer Success, Product, Marketing, and Engineering teams to ensure customer success and account expansion
- Deep understanding of customer needs, using data insights to address challenges and maximize value and retention
- Excellent communicator, able to engage senior leaders and solve customer challenges with tailored solutions
- Effective at managing multiple accounts in a fast-paced environment with flexibility to adapt to changing needs
- Open to feedback and committed to continuous improvement
What the job involves
- We are looking for an Account Manager dedicated to maximizing the value our customers receive from our solutions, and subsequently revenue generated for Productiv
- In this role, you will oversee the commercial aspects of the customer journey, including renewals, contract negotiations, identifying and managing up-sell and cross-sell opportunities
- Working closely with the Vice President of Customer Success and the Customer Success Manager (CSM) team, you will develop and execute a holistic strategy to ensure our customers successfully adopt Productiv and expand their partnership with us
- Account Strategy: Develop comprehensive account plans with CSMs, aligning Productiv's solutions with customer objectives to drive adoption and deliver value
- Revenue Growth: Manage and grow revenue from existing customer accounts by identifying and executing upsell and cross-sell opportunities
- Pipeline Management: Maintain a healthy pipeline of expansion opportunities, targeting 3x quarterly revenue coverage for future growth
- Renewals: Oversee the renewal process to ensure 80% retention, proactively addressing customer needs and securing long-term contracts
- Negotiations: Lead negotiations for renewals, upsells, and cross-sells, ensuring mutually beneficial terms and maintaining an ASP of at least $50K for expansion deals
- Relationship Management: Build and maintain strong relationships with key stakeholders across IT, Procurement, and Finance, ensuring alignment with customer business goals
- Collaboration: Partner with CSMs, Solutions Architects, and internal teams to ensure seamless execution of customer success strategies and account growth
- Customer Health Monitoring: Monitor customer health scores to identify tailored solutions that maximize satisfaction and upsell potential
- Trusted Advisor: Act as a trusted advisor, continuously identifying ways to enhance customer experience and deliver additional value from Productiv's platform
Our take
As more products move to a SaaS model, businesses are dealing with an increasingly large SaaS portfolio that can be troublesome to keep track of and ensure efficiency of use. With hundreds or even thousands of apps for a multitude of purposes, a spreadsheet won’t cut it if you’re looking for useful insights. This is where Productiv have found their market niche, by creating a platform for managing a SaaS portfolio of any size.
Other similar platforms are out there, such as Zylo and BetterCloud but what makes Productiv unique is its advanced data-driven analysis offering insights into the bigger picture, to identify usage patterns, streamline SaaS services by reducing redundant apps, and providing data needed to encourage use of services amongst employees.
Productiv has the backing of several investors, and its service is already being used by big name clients such as Fox, Glassdoor, Kayak, Uber and Zoom.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Mar 2021
$45m
SERIES C
Oct 2019
$20m
SERIES B
Total funding: $73m
Company benefits
- 401K plan
- Health insurance 100% paid for workers and their families
- Generous vacation time and sick time
- Health insurance
Company values
- Stay human
- Plan to win big
- Deliver results
- Customer before team before self
- Do the right thing, even when it's hard
- Take ownership
Company HQ
University South, Palo Alto, CA
Articles
Leadership
Jody Shapiro
(CEO)Jody is an experienced product management and engineering management executive. Prior to Productiv, Jody worked for google as the lead for Google Analytics 360.
Munish Gandhi
(COO)Prior to founding Productiv, Munish Gandhi led Sales Operations for LinkedIn’s Sales Navigator business as the COO for the Americas, where he was responsible for scaling revenue growth.
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