Account Executive, Totango
$110-160k
Eligible for a variable compensation when quotas and metrics are met
Customer success platform
Posted today
Customer success platform
101-200 employees
Posted today
$110-160k
Eligible for a variable compensation when quotas and metrics are met
101-200 employees
Company mission
To help businesses grow by investing in their customers.
Role
Who you are
- Experience managing and closing complex sales-cycles using solution-selling and value-selling techniques
- 3-5 years of your most recent years in B2B software sales experience, SaaS/Application sales required
- Experience in areas relating to CRM, revenue intelligence, business process automation, etc
- Track record of success selling complex solutions to matrixed organizations
- Track record of consistently over-achieving quota (top 10% in your company)
- Strong interpersonal and presentation skills
- Exceptional verbal and written communication skills
- Ability to travel to prospects and customers
- Bachelor’s degree or equivalent experience
- You’re excited about selling the future of post-Sales and thrive in a fast-moving, high-growth environment
- You bring high energy, sharp thinking, and an entrepreneurial mindset to everything you do
- You’re personable, consultative, and see Sales as a true partnership—not just a transaction
- You have solid B2B Sales experience, and if you’ve sold CRM, revenue intelligence, or other category-creating software before, even better
- You’re comfortable experimenting, moving fast, and sharing your learnings along the way
What the job involves
- Spread the good word of the new methodology of Customer Success and Post-Sales teams: Customer-Led Growth through Value Realization. We’re not selling tech, we’re selling a strategy with tech to enable it
- Help prospects and customers understand the ROI of a partnership with us, helping them get the project prioritized + budget approved / released internally
- Own the entirety of the sales cycle: prospecting, qualification, pitch, demo, negotiations, signatures, and alignment post-sale for success value delivery along their customer journey. Both new logos and upsells / cross-sells to existing customers
- Partner with stakeholders like Solutions, Marketing, SDR, and Value (CSM) and exec teams for many needs across the sales cycle and customer journey
- Master this new world of outbound, using creative approaches and new tools to create repeatable, durable pipeline generation
- Crush your activity, pipeline, and revenue goals on a quarterly basis
- Create compelling use cases through opportunity analysis, building strong customer relationships and applying your depth of experience
- Generate short-term results while maintaining a long-term perspective to maximize overall revenue generation
- Prepare formal proposals, produce price quotes, work with management on contract negotiations, and gather all necessary paperwork to process orders
Our take
Building customer journeys is crucial for companies to improve revenue performance and build client bases. However, many of the tools available for journey mapping, designing and building are separate, meaning that the operations are siloed and work is too slow to build revenue and customer engagement momentum.
Totango is a leading customer growth and success solutions provider that merges many of the operations within the sector into one platform. Its tools provide businesses with customer data analysis, revenue growth, business scaling, and market strategy solutions through the adoption of AI and automation.
Totango’s merger with customer growth platform Catalyst in 2024 expanded the company’s remit, and it was bolstered even more by acquiring Parative AI later that year. These two partnerships add customer growth analysis and churn intelligence to the suite available at Totango, ultimately creating an all-in-one solution for customer success. With massive clients such as Github citing 130% net revenue retention increases and a market presence across 25 states and 6 countries, Totango has firmly secured its top position in the customer growth sector through recent expansion and savvy partnerships.
Steph
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 5 rounds)
Sep 2021
$100m
SERIES D
Feb 2018
$9m
LATE VC
Total funding: $136.9m
Company benefits
- Flexible PTO
- Employee equity
- Learning & development
- Remote first, hybrid friendly
- 401(k) with employer matching
- Team celebrations
- Generous parental leave
- Comprehensive health & wellness plans
Company values
- Curious - We’re ignited by the spark of curiosity that kickstarts innovation. We encourage a culture of ongoing learning and exploration so we can find new opportunities, learn from what we do, and move forward with fresh insights
- Collaborative - We’re all about “we,” not “me.” We tap into the unique strengths and perspectives of everyone. Working as “one team” is how we achieve more together
- Competitive - We’re fueled by a healthy competitive spirit that helps us exceed our own expectations. We drive innovation. We lead the industry. We achieve remarkable results
- Committed - We’re totally committed to our work and customers. We tackle challenges head-on because we’re set on reaching our goals and being excellent in everything we do
- Candid - We’re brave enough to speak openly, truthfully, and kindly, even when it’s tough. Honesty and transparency build trust and help things continuously improve
Articles
Leadership
Keith Frankel
(CEO)Keith was Totango's Chief Product Officer when he became CEO. His previous positions included: CEO of Parative (acquired), CPO at Firecracker (acquired), HubSpotter (IPO), & Techstars mentor.
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