Role Description

This is a fully remote opportunity and can be worked from any location in the United States.

At Clari / Salesloft, our Senior Commercial Account Managers are pivotal to our company’s success. You will be a key member of our fast-growing and high-performing sales team and will be our boots-on-the-ground solution to building personal relationships and making our customers successful. We believe that the most successful sellers have a passionate and supportive team behind them.

On a day-to-day basis, you will be responsible for:

• Full-Cycle Account Ownership: Serving as the primary point of contact and ultimate owner of the account relationship, managing all commercial transactions including upsells, cross-sells, and the end-to-end renewal process.
• Driving Net-New Revenue: Actively prospecting within your assigned territory to identify, qualify, and close new ACV opportunities within your install base to expand your total book of business. Actively hunt for opportunities to introduce additional products or seat expansions to existing customers, maximizing the lifetime value (LTV) of your portfolio.
• Account Planning: Developing and executing success plans for high-value accounts to ensure long-term alignment between their business goals and our solutions.
• Proactive Retention Management: Monitoring account health and usage patterns to identify potential churn risks early, implementing "save" strategies to protect existing recurring revenue.
• Executive Relationship Building: Cultivating ties with VPs, C-suite executives and key stakeholders to move beyond a vendor relationship and become a trusted business advisor.
• Forecasting & Pipeline Accuracy: Provide leadership with accurate monthly, and quarterly revenue forecasts for both net new bookings and churn.
• Market & Competitive Intelligence: Staying up to date of industry trends and competitor movements to effectively position our value proposition against market alternatives.
• Collaborative Problem Solving: Partnering with Customer Success, Product, and Support teams to resolve complex client issues and ensure seamless post-sale transitions.
• Segmented Renewal Strategy: Partnering with Renewal Account Managers to streamline the execution of long-tail, lower-spend accounts, while simultaneously identifying and "cherry-picking" growth potential within that book to migrate into higher-value tiers.

In addition to working with amazing colleagues who exemplify our ‘team over self’ core value, you will also have the opportunity to sell an impactful and revolutionary software that is changing the way sellers sell. You will have an opportunity to make a difference.

Qualifications

• Results-oriented, motivated, and strategic mindset.
• Growth-minded advocate focused on deepening and expanding relationships within the existing customer base.
• Passionate about sales technology and delivering a world-class customer experience.
• Thrives in a fast-paced, hyper-growth startup environment.

Requirements

• 4+ years of proven relationship building and closing experience in a sales environment.
• Experience establishing strategic C-level relationships.
• Ability to run a full sales lifecycle, start to finish, within the SMB segment.
• Experience executing detailed product presentations and web demonstrations of our software capabilities to C-level executives, directors, and sales managers.
• Adept at identifying and utilizing internal resources (Sales Engineers, Customer Success, Support etc.) to build Clari / Salesloft brand awareness, assist in sales cycles, and close deals.
• Collaborative mentality by prioritizing ‘we’ and not focusing on ‘me.’
• Superb listening skills; must understand objections and defeat them by turning skeptics into ecstatic new customers.
• High level of empathy - important for our AMs to be a good person to peers and prospects.
• Experience managing, expanding, and renewing customer relationships.
• Consistent overachievement of quota and revenue goals.
• Proven ability to make strong connections and overcome rejection to achieve results.
• Demonstrated ability to conduct compelling on-site and virtual presentations to C-Level executives.

Benefits

• Competitive wages and salaries that are motivational, fair, and equitable.
• Performance bonus, benefits, and/or other applicable incentive compensation plans.