Product: Rewards & Incentives SaaS
Company: Program Manager

Job Filled Q1 2024

In this Account Management-farming role, you will hold a book of business consisting of ~150 accounts and carry a quota for both renewal and expansion deals. You will take new accounts upon sign up, work to expand the account, and renew the account annually. This is your chance to utilize your experience in client relationship and account management to help mid-market businesses solve problems, implement solutions to grow their business, and delight their employees, customers, and partners with a robust SaaS-based solution for fast and easy delivery of gift, reward, loyalty, and incentive solutions that integrate with digital platforms your clients use every day. If you have 3+ years of experience in a SaaS account management type setting, and you are a passionate nurturer of relationships and champion of client success, this could be an exciting new role for you!

Key Responsibilities:

• Run strategic Quarterly Check-ins with customers to
  • develop strong, lasting relationships, and
  • identify expansion opportunities while you proactively
  • identify risk in customer retention and
  • resolve needs and with proper solutions
• Collect and analyze customer data to understand consumer trends and changing needs, as well as earn customer trust as you
  • understand their needs
  • thoughtfully answer questions
  • demonstrate product bottom-line benefits, and
  • recommend best practices that fulfill the needs
• Serve various industries with differing use cases while engaging existing customers through compelling product demonstrations, solution-based discovery, and competitive commercial proposals
• Identify and maintain the appropriate expansion sales pipeline coverage to achieve annual expansion sales targets and help customers be better
• Quickly articulate B2B solutions business benefits and in-depth functionality for all customer use cases
• Collaborate with Marketing, Product, and Sales Leaders as needed to plan, draft, and execute outbound communication cadences – review plans with Sales Leaders prior to execution
• Utilize CRM system and SalesLoft to execute and accurately record all activities. Exceptional CRM hygiene is critical to achieve success in this role as you will use this data and the available sales technology stack to
  • understand account backgrounds,
  • identify key contacts to successfully personalize communications,
  • maximize a successful outreach strategy, and
  • accurately forecast and roll-up retention risk and sales projections to sales leadership
• Be a product expert as you stay up to date with product enhancements and understand how our solutions serve all industry use cases
• Attend weekly meetings with sales leadership to strategize and drive opportunities through the sales cycle
• Work with Mid-Market Business Development Team to efficiently and effectively transfer account ownership to ensure an optimal customer experience
• Implement and follow structured account management processes and best practices while meeting and exceeding Key Performance Indicators (KPIs)

Ideal Background:

• 4+ years prior account management experience in a full sales cycle selling B2B (SaaS preferred) with an exceptional track record of retaining and growing accounts
• Experience in Payments, Incentives, Loyalty, and/or any sort of Financial Technology business
• Experience in a retention and expansion sales model
• Experience using Salesforce and/or Microsoft Dynamics CRM
• Excellent communication and interpersonal skills with the ability to liaise effectively with senior stakeholders
• Thoughtful and thorough with genuine desire to understand and solve customer pain points
• College degree
• Ability to travel up to 25% annually

Job Filled By:
Ian Horsted
605.275.8803
Ia*@Ra********.com
Schedule a Call with Ian