At Weights & Biases, our mission is to build the best tools for AI developers. We founded our company on the insight that while there were excellent tools for developers to build better code, there were no similarly great tools to help ML practitioners build better models. Starting with our first experiment tracking product, we have since expanded our solution into a comprehensive AI developer platform for organizations focused on building their own deep learning models and generative AI applications.
Weights & Biases is a Series C company with $250M in funding and over 200 employees. We proudly serve over 1,000 customers and more than 30 foundation model builders including customers such as OpenAI, NVIDIA, Microsoft, and Toyota.
Reporting to the Director of Enterprise Sales, The Account Manager is responsible for managing the renewal process of existing customer contracts within Weights & Biases. This role plays a critical part in ensuring customer satisfaction, retention, and revenue growth. You will act as a trusted advisor, leading multi-threaded, multi-channel expansions, using a consultative approach to be able to identify the key aspects of a business and discuss top down initiatives with VP and C-suite leaders.
Responsibilities
- Renewal Management:
- Proactively manage the renewal process for assigned customer accounts.
- Collaborate with sales, customer success, and other relevant teams to identify renewal risks and opportunities.
- Negotiate renewal terms and pricing to maximize contract value while maintaining strong customer relationships.
- Customer Engagement:
- Build and maintain strong relationships with key stakeholders within customer organizations.
- Understand customer needs, usage patterns, and business objectives to drive successful renewals.
- Address customer inquiries and concerns in a timely and professional manner.
- Forecasting and Reporting:
- Maintain accurate records of renewal activities and forecast renewal revenue.
- Provide regular reports and updates on renewal performance and trends.
- Process Improvement:
- Identify opportunities to streamline and optimize the renewal process.
- Work with cross-functional teams to implement process improvements and best practices.
- Upsell and Cross-sell:
- Identify upsell and cross-sell opportunities during the renewal process.
- Collaborate with sales teams to pursue additional revenue opportunities within existing accounts.
Requirements
- Relevant experience in a similar role at a AI/ML, DevOps or Data product company.
- Deep experience interacting or selling to ML Engineers or developers is required.
- 3+ years of experience total in sales (SDR, AM)
- Proven success with renewing and growing customer base.
- Entrepreneurial mentality - self-starter with a strong desire to build processes.
- Interest in working at a hyper-growth startup in a quickly innovating space.
- Strong negotiation and closing skills.
We encourage you to apply even if your experience doesn't perfectly align with the job description as we seek out diverse and creative perspectives. Team members who love to learn and collaborate in an inclusive environment will flourish with us. We are an equal opportunity employer and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you need additional accommodations to feel comfortable during your interview process, reach out at
[email protected].
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