Relationship Manager, Lattice
Upmarket
$213.1-266k
OTE
$127.8-159.6k
BASE
Eligible for incentive stock options, subject to the terms of Lattice’s applicable plans; OTE is subject to personal performance, company performance, and the terms of Lattice’s applicable plans
Employee success platform
Job no longer available
Employee success platform
501-1000 employees
Job no longer available
$213.1-266k
OTE
$127.8-159.6k
BASE
Eligible for incentive stock options, subject to the terms of Lattice’s applicable plans; OTE is subject to personal performance, company performance, and the terms of Lattice’s applicable plans
501-1000 employees
Company mission
To build cultures where employees and their companies thrive.
Role
Who you are
- 6+ of applicable, relevant sales experience
- Excellent communication, negotiation, and forecasting skills
- Experience working in a B2B SaaS environment is required, experience working with the HR Technology space is preferred
- Excellent negotiationing contract renewals and accurate forecasting skills required
- Experience carrying a revenue target or quota with the ability to develop compelling strategies that deliver results is required
- Demonstrated ability to find and manage high-level business in an evangelistic sales environment, including
- Ability to gather and use data to inform decision-making and persuade others
- Ability to assess business opportunities and read prospective buyers
- Ability to orchestrate the closure of business with an accurate understanding of prospect needs
- Ability to include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitors
- Proficiency with tools including Salesforce, Gainsight, Drift, Google Suite, and Slack
What the job involves
- The Upmarket Relationship Manager is a crucial role that acts as a bridge between Lattice and our customers
- This role focuses on building and maintaining strong relationships with customers and understanding their needs
- You’re motivated by ensuring our customers can make work meaningful for their teams through the successful implementation and ongoing satisfaction with the Lattice Platform
- You’ll work closely with both the sales and technical teams to ensure the smooth communication and execution of projects, as well as the identification of opportunities for upselling and cross-selling to meet and exceed your quota
- This is an exciting opportunity for a closer to help Lattice win market share in a competitive and team-oriented environment!
- Build relationships with key decision makers and stakeholders across a dedicated customer base
- Drive customer decision-making by achieving a shared vision and proactively considering the value propositions that tie all stakeholders together
- Drive customer growth by proactively identifying opportunities to deliver greater customer value
- Own the strategic contract renewal process, mitigating risks, driving client value, and maintaining a high retention rate by proactively understanding the buying process, negotiating effectively, and securing client commitments
- Operate with a high level of customer orientation including, but not limited to
- Researching customers’ businesses and preparing thoughtful questions and insights in advance of customer meetings
- Asking layered, open-ended questions to understand and clarify customers’ objectives and challenges beyond surface-level detail
- Adapting and shifting communication style and content to fit the needs of different stakeholders
- Leading with solutions, not products, when making recommendations aligned to customer objectives
- Engaging customers consistently to confirm and clarify value and adapt a strategy when needed to optimize ROI
- Sell with integrity while also thinking commercially including, but not limited to
- Applying business acumen when crafting & negotiating commercial agreements
- Using data and insights to support investment recommendations or overcome customer objections
- Proactively mitigating churn risk by adopting a holistic, customer-centric approach
- Applying business acumen in account planning by considering economic, industry, and company factors with a customer-centric lens
- Mapping all key stakeholders in an account to assess the strength of the account relationship and create account outreach strategy
- Maintain joint accountability with cross-functional teams for customer success
- Consistently practice humility - seeking guidance from colleagues when faced with novel challenges or untested scenarios
- Maintain discipline in territory and account planning, forecasting, quota attainment, and using the CRM and other sales tools
- 25-35% travel requirement
Our take
Modern HR departments face many challenges, such as maintaining employee engagement, often across a distributed workforce. Lattice’s people success platform solves this problem.
Lattice enables companies to launch effective performance review cycles, implement OKRs and facilitate manager meetings, all of which are proven to drive engagement and productivity. Lattice’s solutions are now trusted by over 5,000 business leaders, including executives at Reddit, Slack and Cruise. And the company is now valued at over $3B, which is testament to industry confidence in its product.
Recently, the company has launched a London office, which will accelerate its international expansion, aided by some serious funding. Scaling in this way will be an instrumental part of their future success, allowing the company to compete with rival HR software providers, and become central to carving out the new world of work.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
109% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jan 2022
$175m
SERIES F
Mar 2021
$60m
SERIES E
Total funding: $329.4m
Company HQ
Rincon Hill, San Francisco, CA
Leadership
Sarah Franklin
(CEO)Prior to joining Lattice in 2024, Sarah spent 16 years at Salesforce, while there she held various roles, including President & CMO. She also worked at Amazon Web Services as the Head of Database Product Marketing.
Gabe Cortes
(CFO)Prior to joining lattice in 2023, Gabe served as the CFO of Included Health for 6 years. He also spent 3 years at Workday as VP of Finance and Senior VP of Global Field Operations.
Cheryl Sanclemente
(CMCO)Cheryl joined Lattice in 2024 as a Chief Communications Officer, moving into the role of Chief Marketing and Communications Officer in 2025. Previously, she spent 8 years at Salesforce, holding various roles while there, including Senior Director of Corproate PR and VP of Public Relations.
Amy Christensen
(CRO)Prior to joining Lattice in 2025, Amy was GM of americas/Head of Revenue at Asana. She also spent nearly 10 years at LinkedIn, holding various roles including Senior Director of LinkedIn Talent Solutions.
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