Senior Account Manager

Act-On is a leading marketing automation company servicing thousands of customers worldwide. We are a challenger, a rebel, and a changemaker in the martech space, looking for people who question the status quo. Joining Act-On means having a real opportunity to make an impact in your work in addition to a supportive, fun and authentic culture. We are looking for an Account Manager who will build relationships internally and externally, take charge of all renewals, forecasting, negotiation and generating upsell/cross-sell opportunities that drive our clients' success. This is an opportunity to join a collaborative team that is focused on combined success, continuous learning, and having fun throughout the workday. In this role, you will collaborate with leaders in the MarTech space, learn from their innovation, and regularly engage with the executive team ensuring your visibility in the company.

What You'll Be Doing

• Drive all renewals in your book of business by building relationships
• Prioritize your clients to focus on revenue growth opportunities
• Build and/or maintain relationships with key POC's (Exec Sponsor, Decision Maker, Budget Owner, Signer)
• Develop and execute give/get negotiation strategies for contract renewals that maximize contract value while protecting and enhancing the customer relationship
• Achieve or exceed monthly renewal targets maximizing account growth opportunities by playing an active role on the account team and helping to identify upsell/cross-sell opportunities upon contract renewal
• Identify at-risk accounts before they become at-risk and partner with cross-functional teams to solve client needs for future growth
• Serve as point of escalation for all contracts and pricing inquiries
• Build and manage pricing and contract execution
• Maintain Salesforce with all opportunities and contracted-related initiatives
• Build a long-term account plan and strategy focused on product adoption, driving business value, and discovering growth opportunities across your book of business
• Attend and lead weekly/monthly calls to discuss renewal forecast, top renewals, and at-risk accounts with the Executive Team
• Work with internal resources (Marketing, Pricing, Product Mgmt, Sales Engineers, Customer Success, Account Executives, etc) to develop comprehensive 'win' strategies for renewals and expansion opportunities
• Provide executive management with both risk analysis and complete visibility to renewals and solicit executive involvement as required.
• Accurately maintain a quarterly forecast of renewals and upsell opportunities weekly

Who You Are:

• 5+ years of relevant experience (preferably sales/account management/renewals experience from a SaaS, software or solution selling industry.
• Strong organizational skills with the ability to manage multiple projects simultaneously
• Self-Starter with the curiosity to learn new technologies, build processes, and bring a creative mindset to complex proposals
• Considerable interpersonal skills are mandatory, including the ability to establish and maintain effective working relationships with others
• Strong negotiation skills that allow for value-based contract negotiations at the CXO level
• Strong analytical skills with the ability to oversee and manage Act-On renewal forecast, helping the team manage all renewal opportunities appropriately
• Knowledge of partnering with legal, finance, and billing
• Vast knowledge or experience of Business Applications such as Salesforce, Gong, etc. (Marketing Automation experience as user/sales/support is preferable)
• Fundamental understanding of SaaS product solutions and pricing models

What We Offer:

• Generous Medical, Dental and Vision Benefits
• Flexible time off
• Unlimited access to LinkedIn Learning
• Monthly wellness allowance
• Monthly commuter allowance
• Stock Options and 401k plan with discretionary matching
• Flexible Spending Accounts for health and child care
• EAP access for you and your immediate family
• 3 weeks paid parental leave on top of state paid family leave, (including for fostering & adoption)
• Paid time off to volunteer
• Disability Insurance
• Life Insurance
• This role is eligible for bonus/variable compensation in addition to base pay of about $40,000.

Compensation:

The anticipated base annual compensation for this position will be $75,000 - $85,000. Compensation packages are based on a combination of factors, including the selected candidate's skills, experience as well as internal and external equity.

Culture:

Our values are active guidelines we attempt to live by every day - Put People First, Be Yourself, Do Your Best (Together), and Make It Better. We are working to ensure that all our people feel seen, respected, supported and connected at work, and we celebrate our differences for all the ways they make us stronger together.

In the spirit of those values and beliefs, we are proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race or ethnicity, national origin, gender identity or expression, sexual orientation, religion, socioeconomic status, disability, age, or veteran status. If you have a disability or special need that requires accommodation, please let us know.

Don't meet every requirement? Statistics show that women and people of color are unlikely to apply to jobs unless they are 100% qualified, which is rarely the case for anyone. So, let's change that statistic! We strongly encourage individuals from minoritized groups to apply, even if your experience doesn't align perfectly. If this role excites you, we want to hear from you. You might bring the exact talent and perspective our team needs!