Senior Account Manager, Iterable

• We are looking for a dynamic and accomplished Senior Enterprise Account Manager (SAM) to join our growing and talented team
• This position requires a deep understanding of our products and services to effectively renew, upsell and cross-sell, ensuring our clients achieve their marketing objectives with our AI-enriched, no-code solutions
• Possess Relevant SaaS experience in Sales, Account Management or Customer Success
• At least 8 years closing recurring revenue SaaS deals with Enterprise customers with business and technical stakeholders as a part of the buying process
• At least 5 years of experience selling to existing customers and driving successful contract renewals
• Exceptional technical aptitude with a passion for understanding our technology and communicating its benefits to both technical and non-technical customers
• Demonstrate a strategic mindset, with the ability to map and understand complex organization structures of global, multi-brand companies
• Can effectively connect Iterable's product capabilities with the customer's specific marketing challenges, demonstrating how our solutions can directly address and resolve these challenges
• Can conduct strong discovery with customers to assess value and impact
• Utilize discovery findings to identify opportunity and quantify value across all the products and channels that Iterable offers to customers
• Shows strong ability to multi-thread customer stakeholders, not just during deals, but through the customer lifecycle
• Are seen as marketing experts by our clients, capable of guiding them through complex marketing landscapes and offering innovative, data-driven solutions to enhance their marketing efforts
• Have a proven track record as a closer, confidently asking for business and discussing value and pricing
• Are inherently trustworthy, earning the respect and trust of both customers and colleagues
• Excel in problem-solving, demonstrating a proactive approach to overcoming challenges and achieving goals
• Are service-oriented, willing to go the extra mile for their clients
• Exhibit a proactive mindset, taking charge of the commercial plan and not waiting to take action
• Demonstrate the ability to thrive in an agile, evolving environment
• Show a willingness to experiment and iterate quickly
• Have an awareness of the bigger picture into which our Account Management function fits within Iterable plan for sustained success
• Are effective team players, collaborating well with others and prioritizing team success

Desirable

• As an Account Manager at Iterable, you will be instrumental in realizing the full potential of existing customer accounts through expansion and retention strategies
• This role demands a strategic approach to account management, particularly in navigating the complexities of global brands with multiple, often siloed, business units
• Key responsibilities include renewal contract negotiation, identifying and negotiating expansion opportunities, developing strategic account plans, understanding the organizational structure within customer accounts, creating pricing proposals, and managing forecasts and pipelines
• The Account Manager will work closely with our Customer Success team to continuously explore new ways to expand customer engagement and satisfaction
• Your performance will be measured by key metrics including achieving target retention rates and surpassing expansion revenue goals, demonstrating your ability to effectively maintain and grow our client base
• This role is a potential path to a management opportunity in the Account Management org
• Drive the entire renewal and expansion sales cycle, from pipeline management and pricing proposal creation to forecast management and final deal closure
• As such SAMs will be expected to partner with the Senior Director, Account Management to refine playbooks and strategies
• Develop strategic account plans aligned with both Iterable's goals and customer objectives, ensuring a high level of customer satisfaction and retention
• Proactively introduce new products, new channels, and new services to customers, understanding their unique needs, and providing customized solutions
• Execute win/win renewal negotiations to maximize contract value while protecting client relationships
• Collaborate closely with our Customer Success team and other internal departments to ensure a seamless and integrated customer experience
• Map out and understand the structure of global, multi-brand customer accounts to identify potential new business units, regions and use cases
• Identify and engage with influencers and decision-makers within these business units, building strong relationships that foster trust and open up paths to expansion
• Handle commercial inquiries and requests from customers, ensuring their needs are met promptly and effectively
• Work with leadership to test and optimize strategies for customer engagement and revenue growth