Enterprise Account Manager

As an Enterprise Account Manager at Vidyard, you'll be responsible for managing a territory of high-value customer accounts. Your key duties include creating and executing structured account plans, prospecting for growth opportunities, leading renewal negotiations, and collaborating with Customer Success to mitigate churn. You'll also be expected to forecast sales revenue and pipeline activity accurately to communicate effectively with leadership.

To apply for the Enterprise Account Manager role at Vidyard, you should have approximately six years of sales experience, preferably within SaaS organizations. A growth mindset and a deep understanding of the entire sales lifecycle, SaaS concepts like ARR and MRR, and a proven track record of exceeding quotas are essential. Excellent communication skills and experience with CRM tools, especially Salesforce, will also be highly valued.

At Vidyard, the Account Management team plays a crucial role in driving growth and renewal revenue for our Enterprise customers. As an Enterprise Account Manager, you'll be part of a collaborative team focused on identifying risks and opportunities. You will work closely with customer success teams to ensure client satisfaction and retention while leveraging opportunities to upsell and cross-sell Vidyard solutions.

Vidyard is deeply committed to the career development of its employees, particularly for roles like the Enterprise Account Manager. The company provides extensive opportunities for growth, including structured training, mentorship from senior leaders, and access to resources that enable you to refine your skills and expand your knowledge within the technology and sales landscape.

The work culture at Vidyard is remote-first and collaborative, focusing on user obsession and empowering employees. As an Enterprise Account Manager, you'll enjoy flexibility in your work environment, access to resources that promote wellness, and opportunities for community engagement. The supportive environment encourages creativity and problem-solving while recognizing the unique contributions of each team member.

When answering this question, highlight specific enterprise accounts you've managed, emphasizing your approach to building relationships, understanding their unique challenges, and delivering tailored solutions. Use examples to illustrate your achievements in driving revenue growth or improving customer satisfaction.

In reply, discuss your methods for understanding client needs through open communication and regular check-ins. Explain how you use CRM data to analyze account performance and highlight the importance of aligning your solutions to their evolving business objectives.

Share an example of a challenging negotiation where you successfully maintained the integrity of the business relationship while achieving a favorable outcome. Talk about your focus on understanding the client's perspective and the importance of finding common ground.

To answer, describe your proactive approach to research, such as following industry news, attending relevant webinars, and networking with industry professionals to stay informed. Highlight how this knowledge enables you to provide valuable insights to your clients.

Provide a specific instance where you surpassed your sales goals, detailing your strategy, the challenges faced, and the actions taken that led to your success. Include how this success positively impacted both your clients and the company.

Discuss your criteria for prioritization, such as revenue potential, engagement levels, and growth opportunities. Explain your methods for balancing time between high-value accounts and those that may require urgent attention due to at-risk statuses.

In your response, outline the steps you would take to assess the situation, engage with the client to understand their concerns, and propose tailored solutions to address the issues at hand. Emphasize your focus on retaining their business and rebuilding trust.

Mention the specific CRM and sales tools you've used, such as Salesforce, Salesloft, or Gong, explaining how these tools have helped you manage your pipeline, track progress, and cultivate meaningful relationships with your clients.

Describe your communication style and collaborative strategies when working with teams like Customer Success or Marketing. Provide an example of a project where cross-departmental collaboration resulted in improved account performance.

Relate your personal values and career aspirations to Vidyard's mission and product offerings. Discuss how you resonate with their commitment to innovation in video technology and your enthusiasm for helping clients elevate their business through effective solutions.