Manager, Account Management

Overview

Valimail is looking for an experienced leader for our Account Management team. Reporting into the Director of Customer Success & Enablement, this role is responsible for achieving Net Revenue Retention and upsell targets. You’ll be responsible for coaching the Account Management team on renewal and expansion techniques, joining escalation calls when needed, and guiding negotiation strategies. You will alsohandle a subset of our highest priority enterprise clients yourself with a focus on renewals, expansion and churn.

What You'll Be Doing:

• Manage, coach and develop a team of Account Managers
• Work closely with the Product & Product Support to collaborate on the long-term health of our clients while owning renewals and expansion
• Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas including product
• Coach the team to handle all renewal negotiations, joining calls when needed
• Negotiate and execute renewal contracts (in partnership with legal) that align to customer goals
• Discover and identify upsell/cross-sell opportunities upon to maximize customer growth
• Forecast and manage a pipeline of renewal and expansion opportunities
• Effectively engage with key decision makers to identify customer requirements and uncover roadblocks to ensure timely commitments
• Communicate risk clearly and take the lead in developing resolution strategies, escalating wherever appropriate
• Set customers up for success by curating use-case recommendations and educating customers on relevant new features and opportunities to grow with

About You:

• 5+ years of experience in SaaS account management focused on renewals and upsells
• 2+ years experience successfully managing employees while simultaneously managing high priority accounts
• Experience building relationships with the high priority clients,presenting and selling to C-suite level decision-makers
• Ability to identify strategic problems and commercial opportunities with very strong negotiation skills
• Ability to build strong relationships and collaborate cross-functionally  across departments such as Customer Success, Product, Sales, Marketing and Revenue Operations
• Experience with Salesforce (or similar CRM)
• Experience in information security, email phishing, threat vectors preferred

Bonus Points:

• DMARC experience
• Experience in the security industry

Frequently cited statistics show that women and underrepresented classes will only apply to roles if they feel they meet 100% of the qualifications. At Valimail, we encourage you to break through that statistic. Roles evolve over time, especially with innovation, and you may be just the person we need in the future. NO ONE ever meets 100% of the qualifications. We hope you're open to learning new skills in order to grow with us. Make our team, your team!

Who We Are

Valimail is the global leader in zero-trust email security. The company's full line of cloud-native solutions authenticate sender identity to stop phishing, protect brands, and ensure compliance; they are used by organizations ranging from neighborhood shops to some of the world's largest organizations, including Uber, Splunk, Yelp, Mercedes Benz USA, and the U.S. Federal Aviation Administration. Valimail is the fastest-growing DMARC solution with the largest global market share and is the premier DMARC partner for Microsoft 365 environments.

Why Join Us?

• Competitive pay + participation in employee stock option plan. The anticipated salary range for this role is $145,000 - 160,000. This role is eligible to participate in our equity incentive and variable bonus plan.  Actual title and compensation is commensurate with qualifications and experience.
• Comprehensive health, dental, + vision coverage
• Eight weeks of paid maternity leave & Four weeks of paid paternity leave (if the parent also qualifies for STD, this benefit is in addition)
• Remote First Company, you can work anywhere within the US
• Unlimited and flexible PTO. We believe balanced, happy, relaxed people do better work

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