Strategic Account Manager

The Strategic Account Manager (SAM) is part of a team responsible for building strategic relationships with our largest customers to drive commercial success in the form of contract renewal and expansion. The SAM plays a large role in facilitating our Go-to-Market (GTM) strategy and shapes how we engage with our customer base. The SAM is driven, takes risks, hard-working and comfortable consulting with C-Level executives on a regular basis, helping them solve their business challenges with innovative uses of our software and resources. You will primarily engage with these executives via email and phone, but some onsite travel will be part of the role as well. All SAMs are quota-carrying reps responsible for the full sales cycle within their book of business (including renewal and expansions). 

AREAS OF FOCUS 

- Building strong relationships with executives 

- Revenue generation ($850,000+/year) 

- Contract renewal (70% GRR)

- Consistent ability to team sell to bring in larger deals

RESPONSIBILITIES

• Sales Strategy Development 

• Develop a strong understanding of key differentiators and the competitive landscape

• Develop account plans to effectively and efficiently manage your book of business

• Experiment with new processes that scale across the account management team

• Create and deliver accurate sales and renewal forecasts

• Revenue Generation 

• Conduct diligent business reviews across the book of business resulting in continuous pipeline creation, risk identification, and development of renewal strategies

• Become an expert in the 15Five platform and services offering

• Build relationships and sell consultatively to VP and C-Level within book of business

• Manage pipeline, sales activity, and accurately forecast

• Execute a consultative sales approach including effectively reselling existing customers on the value of 15Five

• Develop understanding of the prospective customer's pain points and execute save strategies alongside the Customer Success team 

• Confidently run product demos for people leaders and executives 

• Effectively implement well coordinated team selling strategies

REQUIRED EXPERIENCE /COMPETENCIES / ATTRIBUTES

• Intelligence and technical aptitude to position the benefits of our products

• Strategic mindset to drive and execute long sales cycles with multiple stakeholders

• Proven success in a customer or prospect facing position, including previous experience carrying and exceeding quota

• Consultative sales style with the ability to thrive in a rapidly changing environment

• Extraordinary commitment to accurately tracking all customer engagement and activity through the use of Salesforce

• Highly entrepreneurial with the drive and ability to own and perfect the process

• Excellent communication skills with track record of consistent follow up and follow through 

• Adaptable to changing conditions and ambiguity

• Experience during the scaling of a software or SaaS sales organization is preferred

SAMPLE WEEK IN THE LIFE

• Monday: company wide boost call, RevOrg meetings, team standup, 1-2 hours customer outreach and planning, 3-4 hours on customer facing calls

• Tuesday: 1-2 hours customer outreach and planning, 3-4 hours on customer facing calls, team standup, sales training, 2-3 hours of client/sales research

• Wednesday: company wide boost call, 1-2 hours customer outreach and planning, 3-4 hours on customer facing calls, 1:1 with Manager, team standup

• Thursday: 1-2 hours customer outreach and planning, 3-4 hours on customer facing calls, 2-3 hours client/sales research

• Friday: 1-2 hours customer outreach and planning, 3-4 hours on customer facing calls, company wide boost call, sales training, team standup, 1 hour ensuring salesforce data accuracy

ABOUT 15FIVE

15Five is the holistic performance management company. 15Five equips HR teams with a complete platform solution to improve manager effectiveness, drive high performance and engagement, and increase retention. 15Five’s easy-to-use software, coaching, manager training, and community enables HR leaders to continuously measure engagement and performance, and empower managers to drive change.

At 15Five, we focus on building a diverse team that prioritizes inclusivity and celebrates everyone’s unique identity. We are proud of our thriving hybrid culture that supports a remote-first workplace balanced with distributed office hubs, and annual opportunities for all employees to connect in person. We also offer:

- Full Medical, Dental, and Vision Insurance

- Flexible Time Off (minimum 3 weeks off every year)

- Employer paid Short-Term, Long-Term Disability, and Term Life

- 401K with 4% match at 6 months of employment

- Inclusive Benefits Stipend (to help cover some of the gap on medical needs not covered by traditional benefits)

- Up to 16 weeks Paid Parental Leave for birth and non-birth parents

- 15 paid holidays in 2024

- TalkSpace (mental health therapy)

- Wellness Coach App (offers meditation and movement classes, courses, workshops, and panels in a live and interactive setting)

- Thrive Time (2 hours of time on Friday dedicated to your personal self-care/self-growth/recharge activities)

- Monthly reimbursement for internet

- Sabbatical Program accessed at 7 Years

- We also provide extensive training and development such as strengths discovery and alignment and Manager specific development opportunities

For more information see:

Our Mission, Vision, & Values - https://www.15five.com/about

Our People and Culture - https://www.15five.com/about/careers

Diversity, Equity, Inclusion, & Belonging - https://www.15five.com/deib

Our Personal & Professional Development Resources - https://www.15five.com/resources/content-library

Reading over the role description and feeling like you don’t check every box? That’s okay; if you think you have what it takes but don’t necessarily meet all the criteria, please apply—you could be exactly who we are looking for!

15Five follows equitable hiring practices. Our compensation programs are designed to attract, motivate, and retain talented employees who are highly engaged, high performing, and have an exceptional impact on the business and our customers.

The base salary range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the role across all US locations. We benchmark all roles for compensation in ranges relative to the top half of the market of similar tech companies using up-to-date market data. Within the range, individual pay is determined by budget allocated for the role and additional factors, including job-related competencies and skills, experience, and relevant education or training. Please note that the compensation details listed in US job postings reflect the base salary only, and do not include bonus, equity, or benefits. The US new hire base salary range for this full-time role is $79,000-$93,000/year + uncapped commissions + equity + benefits.  

Note that base salary ranges are reviewed each year based on up-to-date market data, and team members who are performing are eligible for a merit increase, budget permitting. 

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.

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