Senior Small Business Relationship Manager, Lattice

$153.5-180.5k

OTE

$92.1-108.3k

BASE

+ This position is also eligible for incentive stock options, subject to the terms of Lattice’s applicable plans + Variable compensation is subject to personal performance, company performance, and the terms of Lattice’s applicable plans

Salesforce

GSuite

Drift

Gainsight

Slack

Mid level

New York

San Francisco Bay Area

1-2 days a week in office

Employee success platform

Job no longer available

Employee success platform

501-1000 employees

B2BEnterpriseHRAnalyticsSaaS

Job no longer available

$153.5-180.5k

OTE

$92.1-108.3k

BASE

Salesforce

GSuite

Drift

Gainsight

Slack

Mid level

New York

San Francisco Bay Area

1-2 days a week in office

501-1000 employees

B2BEnterpriseHRAnalyticsSaaS

Company mission

To build cultures where employees and their companies thrive.

Job

Company

Role

Who you are

3-4 years 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 negotiation 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 Sr. SMB 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
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

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

Led by a woman

Top investors

109% employee growth in 12 months

Glassdoor (3.3)

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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