Principal Account Manager

View full description

Requirements:

• 5+ years of experience in a Strategic Account Executive, Account Manager or similar role, preferably in B2B SaaS
• Experience growing and maintaining relationships with named accounts, which include Global Banks and Fortune 500, globally distributed organizations
• Proven track record of developing sales opportunities and managing complex deal cycles
• Experience embedding themselves into key accounts, acting as an extension of the customer’s team to drive meaningful business outcomes that support account expansion
• Ability to develop relationships with senior leaders and C-level executives
• Excellent ability to build cross-functional relationships and a team player
• Exceptionally analytical and a keen ability to derive insights from data and reporting
• Highly organized; your calendar reminders have calendar reminders
• Highly effective communicator, you will be speaking with existing Loopio customers and presenting our solution to broader groups
• Highly strategic; you like to understand the big picture, and new ways to drive forward high-level organizational goals
• Experience using a dynamic sales tech stack

Responsibilities:

• Leading end-to-end conversations around Renewal negotiations and Expansion opportunities with your portfolio of Enterprise customers (10,000+ employees)
• Build meaningful relationships with Loopio customers at all levels through engaging emails, phone calls, video and in-person meetings
• Map customer organization and develop strategies to increase customer engagement at all levels and identify opportunities including strategic account mapping of your customers in partnership with the CS team
• Partner closely with Customer Success Managers to understand customer adoption of Loopio, develop thoughtful pricing strategies, and identify expansion opportunities
• Negotiate contract terms and pricing with guidance from relevant internal departments and management
• Respond to customer requests for subscriptions and other upgrades outside of their renewal process and provide a high level of service that allows our customers to maximize their success
• Present to key stakeholders and executives the value of expanding Loopio’s usage within their organization
• Conduct discoveries and online demonstrations of the Loopio platform to additional user groups that may be interested in expanding their Loopio usage
• Build engaging “playbooks,” email templates, and meeting frameworks to help support the growth and success of your accounts
• Leverage engagement and product data through our Customer Health Score framework and other tools to understand where customer growth opportunities exist and proactively flag risk
• Develop creative strategies to increase customer engagement, drive growth, create more relationships within each customer account, and produce Loopio advocates
• Conduct regular market research to maintain an updated knowledge of consumers' needs and competitors' activities
• Generate pipeline through prospecting and outbounding activities, and partner with Growth Business Development Representative for pipeline creation
• Report and maintain an accurate forecast on a monthly/quarterly basis; manage renewal and expansion forecasting meetings and collaboration activities for designated account portfolio
• Maintain and update account information in Salesforce; close renewals and expansions in a timely manner and keep track of any contract updates and renewals
• License Management - monitor consumption and usage in line with contractual entitlements and identify opportunities for expansion/upsell
• Work with and maintain relationships with the various teams at Loopio - Product and Development, Marketing, Sales, CS Teams to communicate customer feedback and priorities
• Distill and present insights to our internal teams, including our Senior Leadership Team, on key learnings from working closely with our Enterprise organizations
• Regularly travel to support Loopio events or on-site customer meetings. The estimated travel frequency outside of Canada is once per quarter.