Culture Amp
Mid Market Account Manager
Culture Amp, San Francisco, California, United States, 94199
Join us on our mission to make a better world of work.Culture Amp revolutionizes how over 25 million employees across 6,000 companies create a better world of work. As the global platform leader for employee experience, Culture Amp empowers companies of all sizes and industries to transform employee engagement, develop high performing teams, and retain talent via cutting-edge research, powerful technology, and the largest employee dataset in the world. The most innovative companies across the globe, such as Salesforce, PwC, KIND, SoulCycle, Celonis and BigCommerce depend on Culture Amp every day.Culture Amp is backed by 10 years of innovation, leading capital venture funds, and offices in the U.S, U.K, Germany and Australia. Culture Amp is recognized as one of the world’s top private cloud companies by Forbes and one of the most innovative workplace companies by Fast Company.The Opportunity at Culture AmpWe are looking for an exceptional Sr. Account Manager to join us in our mission to make as many culture-first companies possible through accessible people analytics.Culture Amp is the world’s most trusted Employee Experience platform. Our mission is to create a better world of work for 100 million people by helping companies put their people and culture first. As an Account Manager, you will have the opportunity to impact this mission by working directly with our customers. You will continue to refine how we grow the Net Revenue Retention of our existing customers (including renewal, cross-sell and account growth) to 115% and beyond, therefore continuing to influence positive employee experiences throughout our customer base.
This position can only be performed from the SF Bay Area.
The salary range reflects base + OTE.As one of the members of the Account Management team, you will:Own an expansion quota for our current customer base targeted at the Mid-Market level (200-1000 employees)Own a gross retention target for our current customer base targeted at the Mid-Market levelBuild a pipeline and identify opportunities to expand revenue from current customers through understanding long-term strategic Business and People goalsWork closely with Customer Success to lead on multiple touch points with Customers during the subscription yearBe able to confidently present our full product suite to existing customers to own up-sell and cross-sell of the Culture Amp platformContribute to the Account Manager Playbook to iterate on the process for account growthWhat You Bring To Our Camp4-6 years of account management experience, preferably in SaaSExperience working effectively with cross-functional teams and all levels of management (internally and externally)Proven track record of achieving sales goals within a large existing customer base at the mid-market level (200-1000 employees)Ability to manage a high number of accounts (100+) with quarterly opportunities (50+) while maintaining focus on goalsStrong presentation and communication skillsA focus on building strategic relationships with customersA passion for people and analyticsYou will...Drive expansion and retention across a regional and segment focused Book of Business:Build a pipeline of opportunities of 3x your quota for current quarter and going into the following quarterIdentify and lead the upsell to a different tier or population size (organic growth or acquisition)Identify customers for cross-sell additional product offering(s) and lead the saleIdentify ways to leverage current customer accounts into parents, subsidiaries or other parts of the same organizationUse tools (e.g., Outreach) to sequence customers to identify new opportunitiesSupport customer and field marketing efforts to get customers to events and follow-up eventsAchieve Expansion targetUnderstand and demonstrate the Full Culture Amp suite of ProductsConvert pipeline opportunities into Closed Won $s aligned with individual quotaWork entire deal cycle from Discovery to Closing with NegotiationsComplete sales enablement training and apply it to your workWork with Legal and Security teams to support any deals aligned with standard processesKeep Salesforce updated including Weekly Forecasts, Renewal Next Steps (weekly/bi-weekly) and Opportunity Next StepsRetain and Renew customersPartner with the Customer Success team to deliver key commercial and strategic account touch points throughout the customer subscription year across your entire book of business (approximately 150 customers)Support Customer Success to develop and execute plans to drive platform adoption and customer valueProactively raise up At Risk Customers, build a plan for solution and retention and bring in appropriate parties to support the solutionWork with the Renewal team to review upcoming renewals and proactively identify and collaborate on any more difficult renewal processesNon average workplaces attract above average people.We consider ourselves anything but average and strive to make a home for different types of people from around the world to do their best work and have fun doing it. So we have created 4 “not your average” values that we live by, take a read , and if this sounds like the environment for you, please apply!We are extremely proud of the Culture we have built, but don't just take our word for it, our Glassdoor reviews speak for themselves.We are committed to not only making a better world of work, but also a better world. So we are proud to be recognised as a certified B-Corp.We believe that inclusive businesses are better, not just for “company results”, but for the world. We have a strong commitment to Anti-Racism, and endeavour to lead by example. Every step we make as a business towards anti-racism is another step we can support our customers in making a better world (of work).We ensure you have the tools you need to thrive both in and out of work.MacBooks for you to do your best workShare Options - it’s important to us that everyone is an owner and can share in our successMedical insurance - for you and your family so you can feel safe in these uncertain timesExcellent parental leave and in work support programme, - for those families to beFlexible working schedule - where we can, let’s make work, work for youFun and inclusive digital, and (in the future) in-person eventsMost importantly, an opportunity to really make a difference in people’s lives.A few highlights from Culture Amp:Learn about our Employee Feedback PlatformThe Rise of the People GeekOur unique DIY approach to L&DWhat does Culture First mean?Please keep reading...Research shows that while men apply to jobs when they meet an average of 60% of the criteria, women and other marginalized folks tend to only apply when they check every box. So if you think you have what it takes, but don't necessarily meet every single point on the job description, please still get in touch. We'd love to have a chat and see if you could be a great fit.We already have over 1,000 amazing Campers and we want to continue to attract exceptional people who are motivated by our mission. Our approach to compensation aligns with this value. We believe in fair & equitable pay at Culture Amp, and therefore, we build pay equity into all our programs in addition to conducting annual pay equity audits.For this role, the estimated base salary range is listed below. The range is a guideline, and the base salary range for this role may be modified. The actual base salary will vary based on various factors, including market and individual skills, capabilities and experience, objectively assessed during the interview process.In addition to base salary, your compensation package will include additional components such as equity and benefits. For sales roles, your package may also include sales commission. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.US Salary Range$130,000 — $160,000 USDThank you for taking the time to read this advert. If you decide to apply, as part of your application, we will ask you to complete voluntary diversity questions (excluding Germany). Please watch this video from our amazing DEI Leader, Aubrey Blanche to share more on why we collect the data and how we will use it.
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This position can only be performed from the SF Bay Area.
The salary range reflects base + OTE.As one of the members of the Account Management team, you will:Own an expansion quota for our current customer base targeted at the Mid-Market level (200-1000 employees)Own a gross retention target for our current customer base targeted at the Mid-Market levelBuild a pipeline and identify opportunities to expand revenue from current customers through understanding long-term strategic Business and People goalsWork closely with Customer Success to lead on multiple touch points with Customers during the subscription yearBe able to confidently present our full product suite to existing customers to own up-sell and cross-sell of the Culture Amp platformContribute to the Account Manager Playbook to iterate on the process for account growthWhat You Bring To Our Camp4-6 years of account management experience, preferably in SaaSExperience working effectively with cross-functional teams and all levels of management (internally and externally)Proven track record of achieving sales goals within a large existing customer base at the mid-market level (200-1000 employees)Ability to manage a high number of accounts (100+) with quarterly opportunities (50+) while maintaining focus on goalsStrong presentation and communication skillsA focus on building strategic relationships with customersA passion for people and analyticsYou will...Drive expansion and retention across a regional and segment focused Book of Business:Build a pipeline of opportunities of 3x your quota for current quarter and going into the following quarterIdentify and lead the upsell to a different tier or population size (organic growth or acquisition)Identify customers for cross-sell additional product offering(s) and lead the saleIdentify ways to leverage current customer accounts into parents, subsidiaries or other parts of the same organizationUse tools (e.g., Outreach) to sequence customers to identify new opportunitiesSupport customer and field marketing efforts to get customers to events and follow-up eventsAchieve Expansion targetUnderstand and demonstrate the Full Culture Amp suite of ProductsConvert pipeline opportunities into Closed Won $s aligned with individual quotaWork entire deal cycle from Discovery to Closing with NegotiationsComplete sales enablement training and apply it to your workWork with Legal and Security teams to support any deals aligned with standard processesKeep Salesforce updated including Weekly Forecasts, Renewal Next Steps (weekly/bi-weekly) and Opportunity Next StepsRetain and Renew customersPartner with the Customer Success team to deliver key commercial and strategic account touch points throughout the customer subscription year across your entire book of business (approximately 150 customers)Support Customer Success to develop and execute plans to drive platform adoption and customer valueProactively raise up At Risk Customers, build a plan for solution and retention and bring in appropriate parties to support the solutionWork with the Renewal team to review upcoming renewals and proactively identify and collaborate on any more difficult renewal processesNon average workplaces attract above average people.We consider ourselves anything but average and strive to make a home for different types of people from around the world to do their best work and have fun doing it. So we have created 4 “not your average” values that we live by, take a read , and if this sounds like the environment for you, please apply!We are extremely proud of the Culture we have built, but don't just take our word for it, our Glassdoor reviews speak for themselves.We are committed to not only making a better world of work, but also a better world. So we are proud to be recognised as a certified B-Corp.We believe that inclusive businesses are better, not just for “company results”, but for the world. We have a strong commitment to Anti-Racism, and endeavour to lead by example. Every step we make as a business towards anti-racism is another step we can support our customers in making a better world (of work).We ensure you have the tools you need to thrive both in and out of work.MacBooks for you to do your best workShare Options - it’s important to us that everyone is an owner and can share in our successMedical insurance - for you and your family so you can feel safe in these uncertain timesExcellent parental leave and in work support programme, - for those families to beFlexible working schedule - where we can, let’s make work, work for youFun and inclusive digital, and (in the future) in-person eventsMost importantly, an opportunity to really make a difference in people’s lives.A few highlights from Culture Amp:Learn about our Employee Feedback PlatformThe Rise of the People GeekOur unique DIY approach to L&DWhat does Culture First mean?Please keep reading...Research shows that while men apply to jobs when they meet an average of 60% of the criteria, women and other marginalized folks tend to only apply when they check every box. So if you think you have what it takes, but don't necessarily meet every single point on the job description, please still get in touch. We'd love to have a chat and see if you could be a great fit.We already have over 1,000 amazing Campers and we want to continue to attract exceptional people who are motivated by our mission. Our approach to compensation aligns with this value. We believe in fair & equitable pay at Culture Amp, and therefore, we build pay equity into all our programs in addition to conducting annual pay equity audits.For this role, the estimated base salary range is listed below. The range is a guideline, and the base salary range for this role may be modified. The actual base salary will vary based on various factors, including market and individual skills, capabilities and experience, objectively assessed during the interview process.In addition to base salary, your compensation package will include additional components such as equity and benefits. For sales roles, your package may also include sales commission. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.US Salary Range$130,000 — $160,000 USDThank you for taking the time to read this advert. If you decide to apply, as part of your application, we will ask you to complete voluntary diversity questions (excluding Germany). Please watch this video from our amazing DEI Leader, Aubrey Blanche to share more on why we collect the data and how we will use it.
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