Account Manager, UserGems
Expansion
$144-192k
OTE
OTE: (50/50 base/ variable split)
Automated pipeline generation software
Be an early applicant
Automated pipeline generation software
21-100 employees
Be an early applicant
$144-192k
OTE
OTE: (50/50 base/ variable split)
21-100 employees
Company mission
To help sales and marketing teams achieve their revenue targets with less stress and more qualified pipeline.
Role
Who you are
- This is a great opportunity for someone who thrives in a high growth environment and is self-motivated with an entrepreneurial spirit
- 3-5 years of quota-carrying experience in B2B SaaS with a strong track record in expansion / existing customer growth
- You have a firm grasp on SaaS sales best practices
- Strong discovery + value framing skills: can tie outcomes to business impact and run a clean close plan
- Highly organized with strong CRM discipline and forecasting
- You are comfortable with internal prospecting: mapping accounts, finding new stakeholders, and creating opportunities (not just taking inbound)
- You’ve become a trusted resource for your prospects, customers, and teammates
- You are an excellent cross-functional partner: you thrive working with CS, Product, and leadership teams to move accounts forward
- You are comfortable leading “business value” and “ROI” conversations
- Willing to become a technical expert yourself without relying on a dedicated Solutions Engineer
What the job involves
- We are looking for an Account Manager to own expansion inside a defined book of commercial accounts
- The goal of the AM is to create and close incremental expansion revenue through disciplined internal prospecting, tight partnership with Customer Success, and a consistent close process
- Consistently create pipeline from whitespace, not just from support tickets or inbound asks
- Run 10–15 active expansion cycles at once without losing control of next steps
- Build at least two champions in priority accounts and multi-thread to power
- Hit or exceed your incremental expansion target while improving team processes
- Identify opportunities in existing accounts: departments, teams, personas, and use cases not currently covered
- Run internal prospecting: stakeholder mapping, outreach, discovery, and multi-threading to build champions and executive alignment
- Create clear value hypotheses tied to customer outcomes (not feature pitches)
- Lead expansion discovery, qualification, close plans, and negotiation for upsells/cross-sells within your book
- Maintain accurate forecasting and pipeline hygiene in Salesforce
- Coordinate internal resources (CSM, Product, Leadership) to advance deals
- Operate as the commercial counterpart to the CSM: CS owns adoption/health; you own expansion pipeline and closes
- Run joint account planning, QBR prep, and quarterly whitespace reviews
- ...within your first week..
- Shadow your first expansion deal
- Learn about our product + customer segments
- Meet your colleagues on the CSM and AM team
- ...day 30..
- Get hands on with the product yourself
- Complete stakeholder maps and expansion hypotheses for top 25 accounts
- Establish operating cadence with CSMs; baseline your book (usage, adoption, renewal timing)
- Start building pipeline by week 3
- ...day 60..
- Consistent outbound motion underway
- Multiple opportunities in mid/late stages; aim for first closed-won expansion(s)
Our take
Blending data mapping with machine learning, UserGems is a digital platform that helps marketing and sales agents for B2B by making it easier to connect to former customers who may have moved to new jobs. Using an automated pipeline generator, UserGems simplifies contact with potential customers through monthly updates to your Salesforce addresses.
Founded in 2019 by the Kletzl Brothers, former Y Combinator graduates and SmartHire creators, UserGems was launched using software from their previous startup. With the era of remote work and digitalisation, recruitment and sales leads have become increasingly data-driven, and the concept behind UserGems helps businesses keep up the pace whilst also using algorithms to help recommend more potential warm leads. The enthusiasm for its offering is evidenced by the company's successful funding rounds that have boosted the speed of UserGem’s technological development.
As mentioned, the sales lead data industry is a competitive one. Many aspects of UserGem’s business model have been adopted by the likes of LinkedIn and ZoomInfo, as well as startups such as LeadIQ and 6Sense that are valued in the billions. UserGems however, has proven that it knows where the challenges lie ahead and pay particular attention to former customers. To stay ahead of the game, it must now focus on expanding its own customer base.
Freddie
Company Specialist at Welcome to the Jungle
Insights
32% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Oct 2021
$20m
SERIES A
Jul 2021
$2.4m
SEED
Total funding: $25m
Company benefits
- 100% paid health, dental & vision
- Home office & tech stipend
- Unlimited paid time off
- 401K
- Bi-annual team off-sites
- Professional development
Company HQ
Potrero Hill, San Francisco, CA
Leadership
Christian Kletzl
(CEO)Previously Co-Founder ShelfFlip and SmartHires, Product Manager at Google and Premium Field engineer at Microsoft.
Stephan Kletzl
(CTO/DPO)Previously Data Protection Officer at Novogenia, Co-Founder ShelfFlip and SmartHires.
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