Strategic Account Manager

You’ll report to the VP of Account Management and own a portfolio of high-value accounts. You will deliver retention and expansion from knowing your customers’ priorities better than anyone else on the account and showing them value long before renewal comes up You’ll work closely with CSMs, Finance, Legal, and Product. A strategic renewal here means it’s tied to an account plan, positioned against the competition, and backed by a multi-year story about the value the customer is getting, not just a contract that gets signed on time Every day will look a little different, but in general you will: Build and keep an account profile and plan for each customer, company profile and strategic priorities, use case and recommendations, whitespace and expansion analysis, and event tech stack, so you know where the growth is before anyone asks Map the stakeholders and buying committee in each account: who has influence, who makes the decision, what’s important to each stakeholder and what the politics look like Run effective discovery to find the priorities customers haven’t said out loud, and use what you learn to shape the plan Build the business case with each customer. Executive business reviews are where you connect Swoogo to their own strategic goals and show quantified ROI and outcomes Develop multi-threaded relationships with senior stakeholders and act as a trusted advisor to them Spot renewal risk early in partnership with CSMs and decide when to push, when to hold, and when to bring in help Negotiate multi-year agreements from a position of knowledge, with the customer’s usage, value, and alternatives in hand Keep track of the competitive landscape, industry trends and other event solutions used at the customer’s organization Work with Finance, Legal, and Product to structure deals that make sense for both sides Bring customer insights to leadership to inform pricing, packaging, and the product roadmap Keep renewal forecasts and the expansion pipeline current in Salesforce Benefits Fully Remote Company: Every member of the Swoogo team workdf from home. We’ve been fully distributed since 2015 Open PTO: That we really want you to use! Well-rested teammates make awesome teammates; take the time you need PTO Travel Reimbursement: No seriously, we mean it. Employees get $1000/year towards vacation expenses; think flights, hotels, and restaurants Bi-Annual Offsites: We get together as a team twice a year. We’ve been to Newport, Lisbon, Cancun, Miami… where should we go next? 401k with Company Contribution: Swoogo offers a 401k plan through Betterment with a company contribution of 3%- no personal contribution required Remote Work Reimbursement: Whether you need an iPad or 10 ne offic e plants, employees get $1000/year to spend on home office equipment No Internal Meetings Wednesday: Everyone needs time to get things done/ No Internal Meetings Wednesdays help you focus on heads-down tasks, connecting with customers, and building partnerships Latest Tech: Pick your poison; whether you choose a Mac or PC, you’ll get the latest and greatest to help you succeed Donation Matching: Swoogo will match your own personal donations to any 501(c)3 charity, up to $1,000 per calendar year Event Stipend: The best way support events is to really get events./ Every Swoog get $1000/year to attend or host an event DoorDash DashPass: Grab lunch with a no-fee DoorDash delivery. Your DashPass makes every day tacos that much easier Comprehensive Medical, Dental, and Vision Insurance: Your health = our health. We make sure every employee has the right tools to stay well Parental Leave: Swoogs are eligible for up to 15 weeks paid leave for birth, foster and adoption of a child, regardless of the child’s age You think about an account the way its leadership doesYou take the time to understand the customer’s business model, strategic priorities, what they’re measured on, and how events tie to their strategic priorities and goals, who the key stakeholders are and what’s important to them. Retention and growth follows from thatYou have strong business acumen and commercial skills, you’re curious and you drive discovery that surfaces unstated opportunities, you’re analytical, use judgment and exercise critical thinking, and are comfortable making a commercial case with real numbers behind itYou manage your accounts from a position of strength based on your knowledge and insights into your accountsYou see the big picture and can get into the details when it mattersYou work well with others, share what you know, and you’re a few steps ahead of risk instead of reacting to itIf you like building long-term partnerships and pushing for growth when the opportunity is there, you’ll be right at home at SwoogoYou’ve worked in SaaS account management, ideally in enterprise or strategic segmentsYou’ve managed a book of business with a focus on GRR and NRR. You know how to balance corporate rigor with customer empathy, and you work with urgency, precision, and careYou’ve done account planning and whitespace analysis, shown customers ROI and outcomes, and negotiated complex multi-year dealsYou have experience managing relationships with VP and C-level stakeholders at large, complex enterprise organizations #J-18808-Ljbffr