Building Enterprise Leaders

Renewals Manager at SalesLoft
Atlanta, GA, US

Why You’ll Love SalesLoft:

Put Customers First. Team Over Self. Focus on Results. Bias Towards Action. Glass Half Full.

These are the values that define who we are, and which have empowered our staggering growth since our founding in 2011. It's excited to be North America's 7th fastest growing company!

At SalesLoft, our mission is to activate the authentic seller in all of us. More than 300 “Lofters” are deeply committed to building the Modern Sales Engagement Platform that allows our 2000+ clients (i.e. Square, Cisco, Alteryx, Dell, MuleSoft, etc.) to reach their customers faster and more effectively.

We’re on a mission to redefine an industry! This is challenging work – but our team of brilliant creatives makes the journey thrilling! We’re fast-paced, innovative, and collaborative. We pursue excellence in everything and have a lot of fun along the way.

As a testament to the culture we've collectively built, our world-class team has been voted by the Atlanta Journal-Constitution as the Top Midsize Workplace in 2018.

What You’ll Do:

Although we’re proud of our history, we’re just as excited about the future! We want to create a world-class culture that attracts, develops, engages and retains the nation’s elite talent. To do this, we are looking for a Customer Account Manager. In this role you are entrusted with the strategy, relationships and commercial well-being of SalesLoft’s existing customers. The AMs are ultimately responsible for making sure that the executives in their customer portfolio are consistently realizing quantifiable business results from the SalesLoft relationship, as a result, deepening their investment.

The Account Manager position is a quota carrying position. As an early member of the team, you'll help shape process, manage customer’s retention lifecycle, negotiate pricing, unearth expansion opportunities and close renewals to achieve annual targets. Your experience identifying business problems and working cross-functionally to deliver solutions, as well as building relationships with key decision makers within the current accounts will be crucial to your success.

You will direct business value assessment alongside SalesLoft Customer Success Managers to ensure our customers gain the most ROI from SalesLoft The success of this role means higher customer satisfaction, increased retention and expansion velocity.

Responsibilities:

  • Possess a comprehensive understanding of SalesLoft solutions and connect that knowledge directly to customer ROI
  • Build strong relationships with customer executive levels; make sure they are engaged and consistently seeing the value of SalesLoft
  • Maintain a high retention rate, ensure on-time renewals and generate expansion opportunities (up-sell, add-on, cross-sell, etc.)
  • Proactively identify customer risk and opportunity signals; develop comprehensive strategies to combat and/or exploit
  • Conduct regular business reviews (both virtual and onsite)
  • Understand competitive products and can speak at length to product differences that highlight SalesLoft advantage
  • Act as an escalation point-of-contact for other relationship and commercial issues
  • Identify opportunities for the customer to expand their SalesLoft investment, both within their existing platforms and from new ones
  • Negotiate and close renewal contracts leveraging automation, where plausible, and direct communication with clients
  • Work with multiple teams within SalesLoft to make for an effortless renewal experience for customers. Look for process improvements that will reduce effort and increase win rate

Qualifications:

  • 2+ years of customer management experience at a software company [SaaS model]  (ideally with an emphasis on renewals and expansion)
  • Experience with customer segments of 250 - 5000+ employees
  • Strong commercial and technical aptitude, can confidently discuss technical aspects alongside commercial negotiations
  • Experience navigating with a wide-range of sophisticated contracts and legal discussions
  • Ability to rapidly develop and deliver creative business solutions for complex business problems
  • Experience with a variety of customer and commercial management tools and technologies [Salesforce, Excel, Google Apps, SalesLoft]
  • Excellent written and verbal communication skills
  • BA or BS required

Here's why we think you should come work with us:

  • You will become part of an amazing culture with a supportive CEO and smart teammates who actually care.
  • You will work with an amazing team you can learn from and teach.
  • You will experience joining a high-growth/high-traction organization.
  • You will hear “Yes, let’s do that!” and then have the opportunity to successfully execute on your ideas.
  • We have a vibrant, open office that utilizes modern technology.
  • You will grow more here than you would anywhere else. That is a promise.