Account Manager

As a Sr. Account Manager, you will play a critical role in driving expansion revenue by closing strategic deals with enterprise clients within an assigned book of business. This role will focus on building relationships with key decision-makers, understanding their business challenges, and positioning our SaaS products as the ideal solution. You will be responsible for managing the upsell and expansion business sales cycle within assigned market verticals, specifically within Construction.

As a Sr. Account Manager you will be assigned to a POD, teaming up with your CSM and Solutions Consultant focusing on large, complex enterprise accounts. The ideal candidate has a proven track record of success in Enterprise SaaS sales, is skilled in consultative selling, and has experience engaging with C-level executives and decision-makers.

Duties/Responsibilities:

• Sales Cycle Management: Own the expansion and upsell sales process from new business handoffs. Identify and prospect new use cases closing high-value enterprise deals. 
• Relationship Building: Develop strong relationships with key decision-makers and influencers, understanding their business needs and positioning our solutions as strategic partners.
• Solution Selling: Utilize consultative selling techniques to thoroughly understand client pain points and challenges, and effectively articulate the value of GoFormz to meet their business goals.
• Sales Presentations & Demos: Work alongside the Solutions Consultant to conduct compelling product demonstrations and presentations tailored to the specific needs of each client.
• Pipeline Management: Maintain a robust pipeline of qualified expansion opportunities, ensuring consistent follow-up, accurate forecasting, and timely movement through the sales funnel using CRM (Salesforce).
• Cross-functional Collaboration: Work closely with marketing, product, and customer success teams to align strategies, share market feedback, and ensure seamless onboarding for new clients.
• Negotiation & Closing: Lead contract negotiations and pricing discussions with existing clients, ensuring favorable terms while maintaining a focus on long-term retention.
• Reporting & Forecasting: Accurately track sales activities and performance metrics, providing regular updates and forecasts to the sales leadership team.
• Market & Competitive Insights: Stay informed about industry trends, competitive landscape, and emerging technologies to effectively position our product against competitors.

Required Skills/Abilities:

• Proven experience selling to enterprise-level clients, with the ability to engage and influence C-suite executives.
• Deep understanding of the SaaS sales cycle and consultative selling methodologies, MEDDIC.
• Strong negotiation and closing skills, with experience handling complex sales processes.
• Proficiency with CRM software (preferably Salesforce) and other sales enablement tools.
• Excellent communication, presentation, and interpersonal skills.
• Ability to work independently and as part of a team in a fast-paced, high-growth environment.
• Experience working on a team with SDR’s, Account Executives and Customer Success Managers to ensure client satisfaction and Renewal.
• Experience consulting clients on best practices within a technical product.

Education and Experience:

• 6+ years of successful B2B SaaS sales experience, with a strong track record of closing complex, high-value deals.
• Experience selling SaaS solutions in specific verticals, specifically Construction.
• Familiarity with enterprise software purchasing processes, including procurement, IT security, and compliance.
• Proven ability to manage large-scale contracts and work within complex sales cycles.

Travel and Physical Requirements:

• Prolonged periods of sitting at a desk and working on a computer.
• Up to 25% Travel to Industry Events and Client Meetings

Benefits

• Compensation Range: $175,000- $200,000 OTE (DOE).
• Employee medical and dental paid by the company; you just cover vision.
• 4 weeks (160 hours) accrued paid vacation in your first year.
• Options to work from home or from our vibrant office in downtown San Diego where we provide complimentary underground parking or a monthly MTS pass.
• We care about your physical health. Our office is equipped with automatic sit/stand desks, plus you’ll get a monthly reimbursement for wellness related purchase!
• We have a fantastic team that gets stuff done and is fun to work with! 
• The environment is fast pace, so you will see the results of your work immediately. 
• You will have plenty of opportunities to use and learn cutting-edge technologies.