Manager, Account Management

About Productiv

Productiv is creating a SaaS Intelligence movement, empowering IT teams to enhance their SaaS portfolios with unmatched insights. Founded in 2018 by leaders from Google, Amazon, and LinkedIn, we're a Series C startup that's defining a market while living our values: stay human, plan to win big, deliver results, take ownership, customers before team before self, and do the right thing, even when it's hard. And we're backed by Tier 1 investors including Access, Norwest, IVP, Okta, and Atlassian. CIOs at innovative companies like Okta, Equinix, Dropbox and Uber trust Productiv to optimize spend, speed operations, and drive engagement. Come explore the huge opportunities our tight-knit, collaborative teams are creating together.

Productiv is on a mission to align IT and business leaders to unlock the most value from their SaaS portfolio at scale. We are looking for someone customer-centric, data-focused, and passionate about building products users love. This is a career-changing opportunity, working with some of the best in the Valley to build a product that changes the way companies get value out of their SaaS products.

The Role

We're seeking a driven Sales leader with start-up energy and a track record of successfully managing renewals and expansions for their accounts. You will lead an existing team of account managers who renew, discover and develop new opportunities in our customer accounts by selling our suite of expansion products, manage pipeline and execute account strategies. You will report directly to our CRO and will be an integral part of our sales leadership team.

The US base salary range for this full-time position is $137,813-$183,750. Our base salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include commission/variable, equity, benefits, or discretionary bonus.

Responsibilities:

• Lead a team of Account Managers to renew, discover and develop new opportunities in our customer accounts by selling our suite of expansion products, manage pipeline and execute account strategies.
• Accurately forecast churn and expansion ARR and serve as a primary business point of contact for high priority / strategic customers
• Analyze current process, understand gaps and quickly implement changes to maximize output of the team
• Coordinate and create the creation of business value cases to be presented to Executive Sponsors in close collaboration with the Customer Success team
• Be a contributing member of the sales leadership team and own additional projects including but not limited to (coordinating booth coverage at conferences, leading team-wide enablement, assisting with CKO, evaluating of talent and hiring, territory and pricing strategy and analysis)
• Own renewal & expansion KPIs through delivering exceptional customer experiences

Requirements:

• 5+ years of software AM or CSM experience working with Enterprise customers, complex contracts and multi-buyer sales cycles
• Extensive knowledge of enterprise SaaS applications: typical features, license tiering, administration, internal requirements as well as creating SaaS contract structures, including early renewals and expansions
• Experience with value-selling methodology and ability to create and inspect business cases/value POV including MEDICC
• Experience selling to IT/Finance/Procurement personas
• Excellent written and verbal communication skills, and the ability to deal with challenging clients & situations - Strong Executive Presence required
• Decisive, Action-Orientated, and comfortable working with ambiguity

If this role sounds like you, even if you do not meet 100% of the requirements - please apply!

Our Benefits:

• Medical, dental, and vision insurance, 100% paid for you and your family
• 401K plan
• Free lunches, snacks, and beverages in office
• 12-week parental leave