Account Manager, Enterprise Sales - job 2 of 2

As an Account Manager, Enterprise Sales at Attentive, your primary responsibilities include driving renewal conversations with enterprise customers, managing complex pricing negotiations, and identifying strategic growth opportunities within existing accounts. You will also prepare forecasts, present data trends to customers, and work collaboratively with Customer Success and other internal teams for optimal account management.

To qualify for the Account Manager, Enterprise Sales position at Attentive, candidates should have a minimum of 5 years of experience in a sales role such as Renewals Management or Account Executive. Experience in SaaS, MarTech, or AdTech is preferred. Strong objection handling skills, the ability to create strategic alignment around product price/value, and a solid understanding of the sales cycle using a CRM platform, preferably Salesforce.com, are essential for success.

The Account Manager, Enterprise Sales plays a crucial role in customer success at Attentive by being the primary point of contact for enterprise clients. This role focuses on understanding customer goals, driving renewals, and uncovering expansion opportunities, ensuring clients receive exceptional value from the platform. By acting as a trusted advisor, you will help clients maximize their engagement and profitability.

The expected salary range for the Account Manager, Enterprise Sales position at Attentive is between $100,000 to $115,000 annually. This role is also eligible for performance-based cash bonuses or variable compensation, providing further financial rewards based on success.

At Attentive, you can expect a vibrant company culture that values action, teamwork, and a customer-centric approach. The company encourages employees to take ownership of their work, support each other, and foster an inclusive environment where diversity is celebrated. The culture is designed to motivate and empower employees to succeed together.

When tackling a challenging renewal negotiation, it's essential to outline your approach clearly. Discuss how you prepared by gathering data on the customer's usage and value derived from the service. Highlight how you engaged key stakeholders and navigated objections, ultimately leading to a successful renewal agreement that benefited both parties.

To identify upsell opportunities, start by closely analyzing the account's current engagement metrics and overall usage trends. Regular check-ins and open communication with clients can uncover their evolving needs and goals, allowing you to suggest relevant enhancements or additional services that deliver value.

Maintaining long-term customer relationships requires consistent communication and providing value over time. I prioritize regular check-ins to discuss their goals and challenges, ensuring they feel supported. Being proactive in delivering solutions, sharing insights, and involving them in the renewal process fosters trust and collaboration.

When approaching forecasting and reporting, I ensure accuracy by analyzing historical data, current engagement, and renewal timelines. I utilize CRM tools to maintain organized records and prepare detailed forecasts that incorporate projections based on trends, while also discussing insights with stakeholders to align on expectations and goals.

I have extensive experience using Salesforce, having managed numerous sales cycles within the platform. I utilize Salesforce to track account activities, manage pipeline stages, analyze reports, and update customer interactions, ensuring all information is current, which facilitates effective decision-making and communication.

In handling a situation with an unhappy customer, my first step is to listen actively to their concerns without interruption. I would acknowledge their feelings, thank them for their feedback, and assure them I will work to resolve the issue. By collaborating with the Customer Success team, we can formulate a solution that meets their needs and restores their confidence in our services.

Balancing the needs of multiple enterprise clients requires organization and prioritization. I use project management tools to track deadlines and key deliverables while ensuring regular communication with each client. Establishing clear expectations and a structured follow-up schedule allows me to manage time effectively and provide personalized support.

When discussing a time I exceeded sales targets, I focus on specific metrics that demonstrate the impact of my efforts. I outline the strategies I employed, such as leveraging data analytics to drive targeted campaigns and building strong relationships that led to expanded contract sizes. This example illustrates my ability to not only meet but exceed expectations.

Data plays a crucial role in my sales strategy by providing insights that inform decision-making. I analyze customer behavior, engagement metrics, and market trends to tailor my approach, create targeted proposals, and ensure we’re offering solutions that align with client goals, ultimately driving successful conversions.

My approach to collaborating with Customer Success teams involves open communication, sharing insights, and setting joint goals. By understanding their workflows and schedules, we can align efforts to ensure timely follow-ups on customer inquiries, collaboratively strategy for renewals, and provide a seamless experience for client success.