Mid Market Account Manager

The Opportunity at Culture Amp

We are looking for an exceptional Sr. Account Manager to join us in our mission to make as many culture-first companies possible through accessible people analytics.

Culture Amp is the world’s most trusted Employee Experience platform. Our mission is to create a better world of work for 100 million people by helping companies put their people and culture first. As an Account Manager, you will have the opportunity to impact this mission by working directly with our customers. You will continue to refine how we grow the Net Revenue Retention of our existing customers (including renewal, cross-sell and account growth) to 115% and beyond, therefore continuing to influence positive employee experiences throughout our customer base.

As one of the members of the Account Management team, you will:

• Own an expansion quota for our current customer base targeted at the Mid-Market level (500-15000 employees)
• Own a gross retention target for our current customer base targeted at the Mid-Market level
• Build a pipeline and identify opportunities to expand revenue from current customers through understanding long-term strategic Business and People goals
• Work closely with Customer Success to lead on multiple touch points with Customers during the subscription year
• Be able to confidently present our full product suite to existing customers to own up-sell and cross-sell of the Culture Amp platform
• Contribute to the Account Manager Playbook to iterate on the process for account growth

What You Bring to Our Camp

• 4-6 years of account management experience, preferably in SaaS
• Experience working effectively with cross-functional teams and all levels of management (internally and externally)
• Proven track record of achieving sales goals within a large existing customer base at the mid-market level (500-1500 employees) 
• Ability to manage a high number of accounts (100+) with quarterly opportunities (50+) while maintaining focus on goals
• Strong presentation and communication skills
• A focus on building strategic relationships with customers
• A passion for people and analytics

You will...

Drive expansion and retention across a regional and segment focused Book of Business:

• Build a pipeline of opportunities of 3x your quota for current quarter and going into the following quarter
• Identify and lead the upsell to a different tier or population size (organic growth or acquisition)
• Identify customers for cross-sell additional product offering(s) and lead the sale
• Identify ways to leverage current customer accounts into parents, subsidiaries or other parts of the same organization
• Use tools (e.g., Outreach) to sequence customers to identify new opportunities
• Support customer and field marketing efforts to get customers to events and follow-up events

• Achieve Expansion target
• Understand and demonstrate the Full Culture Amp suite of Products
• Convert pipeline opportunities into Closed Won $s aligned with individual quota
• Work entire deal cycle from Discovery to Closing with Negotiations
• Complete sales enablement training and apply it to your work
• Work with Legal and Security teams to support any deals aligned with standard processes
• Keep Salesforce updated including Weekly Forecasts, Renewal Next Steps (weekly/bi-weekly) and Opportunity Next Steps

• Retain and Renew customers
• Partner with the Customer Success team to deliver key commercial and strategic account touch points throughout the customer subscription year across your entire book of business (approximately 150 customers)
• Support Customer Success to develop and execute plans to drive platform adoption and customer value
• Proactively raise up At Risk Customers, build a plan for solution and retention and bring in appropriate parties to support the solution
• Work with the Renewal team to review upcoming renewals and proactively identify and collaborate on any more difficult renewal processes