Account Manager, Grata
Key Accounts
$150-160k
Search engine to find & research private companies
Be an early applicant
Search engine to find & research private companies
101-200 employees
Be an early applicant
$150-160k
101-200 employees
Company mission
To unlock the middle market by providing unparalleled information and access to drive the private economy.
Role
Who you are
- You have 4-5 years of experience in a customer-facing role, with demonstrable success managing renewals and upsells
- You have experience managing key/enterprise level accounts, and managing customers across different product lines
- Commercially oriented mindset with emphasis on contract renewal and negotiation of mutually beneficial outcomes
- Ability to work in a feedback driven environment, share ideas, seek opportunities for improvement and contribute to the growth of others
- Successful candidates will be: innovative, persuasive, creative and have a genuine curiosity in their clients’ business. They will be goal and results-oriented, optimistic and smart, with a value added mindset, a proactive approach to the role and the ability to adapt to change and of course, nice
- Well-organized, with a high attention to detail, you are a resourceful problem solver and can manage multiple simultaneous work streams
- Self-starter, who can develop strategies, establish and organize daily activities to execute those strategies working as a fully independent contributor
What the job involves
- We are seeking a dynamic and results-oriented Account Manager to join our team and take ownership of driving growth within our key accounts (investment firms, investment banks, and corporations).
- You will proactively interact with senior stakeholders on a regular basis, building rapport and credibility to drive end-users towards our services, and decision makers to higher value contracts.
- This role will involve strategic account planning, upselling and cross-selling, and collaborating with internal teams to ensure the ongoing successful delivery of services and solutions
- Develop and execute account growth strategies that align with customer goals and Grata’s company objectives, aiming to grow the partnership through account expansion and enterprise subscription sales
- Identify, pursue and close upselling and cross-selling opportunities within your territory
- Expand the use of Grata beyond current user groups by identifying and closing new user groups within customers in your territory
- Lead commercial negotiations in your territory for renewals, upsells, and new contracts, ensuring favorable terms for both the client and Grata
- Build lasting relationships with decision makers leveraging product, customer and market knowledge to tailor regular interactions (in person, video call, email and phone) to each contact
- Maintain up-to-date client organizational maps including leadership, influencers (both users and financial) and key decision makers to track the progress of expansion efforts
- Collaborate with internal stakeholders. As the voice of your customers provide regular and productive feedback to cross-functional Grata teams (such as product, engineering, and marketing) to enable continuous improvement of our platform
- Consistently exceed quarterly and annual revenue targets within your territory
Our take
Grata offers investors a way of locating and targeting private companies through its B2B search engine. The engine leverages Machine Learning (ML) and Natural Language Processing (NLP) to collect distributed company data, giving potential stakeholders greater insight into middle-market businesses.
It’s remarkable that, despite the middle market making up 99% of all US businesses, it’s long been a very difficult sector to gain any real insight or access to. Now that millions of small and medium enterprises (SMEs) are going online, however, a solution like Grata’s makes it much easier to find key information as investors weigh up their options.
While the likes of SourceScrub, which focuses on the financial services industry, are also making inroads in the B2B search engine niche, the fact that Grata is both industry-non-specific and market-focused could play to its advantage. That being said, it also scales up the challenge for the company’s tech to provide actionable insights for dealmakers.
With plenty of funding at its back, the company is looking to continue to refine its machine-learning capabilities moving forward. It has also been working to expand its customer list, which already includes the likes of Providence Equity, Denali Growth Partner, and One Medical.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Feb 2022
$25m
SERIES A
Apr 2021
$6.3m
SEED
Total funding: $34.5m
Company benefits
- Company-sponsored health, dental, and vision plans
- Flexible Time Off
- 12 weeks of parental leave for all employees
- Stock options for all employees
- 401K plans
- Weekly happy hours
- Monthly lunch and learns
- Hybrid work environment
- Dog-friendly office
- Monthly social events
Company values
- Excellence – Grata has a history of delivering at every level. People trust us because when we set goals, we achieve them. When we encounter challenges we learn from them and improve
- Transparency – We focus on clear goals. We address company issues out in the open within our organization. Everyone is held accountable in a positive, constructive way
- Growth – We succeed because we're growth-minded and nimble. Wins at Grata are celebrated then built-upon; losses are analyzed then addressed. If something isn’t working we pivot. We’re always comfortable experimenting with new areas of opportunity
- Community – Grata’s community is a place where we share knowledge and ideas with each other, customers, investors, and partners. This builds trust, which builds lasting relationships. Everyone contributes to the shared vision
Company HQ
Midtown Manhattan, New York, NY
Articles
Leadership
Andrew Bocskocsky
(Co-Founder & CEO)Before co-founding Grata in 2016, they founded and led Gramercy360, a Technology Consulting, Strategy and Development firm.
Nevin Raj
(Co-Founder & COO)Private Equity, Investment Banking and Business Analyst who, before co-founding Grata, spent periods at investment firms Riverside Partners and Jefferies, as well as McKinsey & Company.
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