Commercial Account Manager

ABOUT THE ROLE We are seeking a highly motivated and strategic Commercial Account Manager to join our fast-growing and high-performing sales team. As a key member of our team, you will be responsible for building personal relationships and making our customers successful. You will be a pivotal part of our company's success, driving net-new revenue and securing high-value renewals. WHAT YOU'LL DO As a Commercial Account Manager, your primary responsibilities will include: - Full-cycle account ownership: managing all commercial transactions, including upsells, cross-sells, and the end-to-end renewal process. - Driving net-new revenue: actively prospecting within your assigned territory to identify, qualify, and close new ACV opportunities within your install base. - Account planning: developing and executing success plans for high-value accounts to ensure long-term alignment between their business goals and our solutions. - Proactive retention management: monitoring account health and usage patterns to identify potential churn risks early and implementing "save" strategies to protect existing recurring revenue. - Executive relationship building: cultivating ties with VPs, C-suite executives, and key stakeholders to move beyond a vendor relationship and become a trusted business advisor. - Forecasting and pipeline accuracy: providing leadership with accurate monthly and quarterly revenue forecasts for both net new bookings and churn. - Market and competitive intelligence: staying up to date on industry trends and competitor movements to effectively position our value proposition against market alternatives. - Collaborative problem solving: partnering with Customer Success, Product, and Support teams to resolve complex client issues and ensure seamless post-sale transitions. - Segmented renewal strategy: partnering with Renewal Account Managers to streamline the execution of long-tail, lower-spend accounts, while simultaneously identifying and "cherry-picking" growth potential within that book to migrate into higher-value tiers. WHAT YOU'LL NEED We are seeking a results-oriented, motivated, and strategic Commercial Account Manager with: - 2-3 years of proven relationship building and closing experience in a SaaS environment. - Experience establishing strategic C-level relationships. - Ability to run a full sales lifecycle, start to finish, within the SMB segment. - Experience executing detailed product presentations and web demonstrations of our software capabilities to C-level executives, directors, and sales managers. - Adept at identifying and utilizing internal resources (Sales Engineers, Customer Success, Support etc.) to build Clari/Salesloft brand awareness, assist in sales cycles, and close deals. - Collaborative mentality, prioritizing 'we' over 'me.' - Superb listening skills, understanding objections and defeating them by turning sceptics into ecstatic new customers. - High level of empathy, being a good person to peers and prospects. - Experience managing, expanding, and renewing customer relationships. - Consistent overachievement of quota and revenue goals. - Proven ability to make strong connections and overcome rejection to achieve results. - Demonstrated ability to conduct compelling on-site and virtual presentations to C-Level executives. WHY REMOTE This is a fully remote opportunity that can be worked from any location in the United States. As a remote employee, you will have the flexibility to work from anywhere and be part of a fast-growing and high-performing sales team. BENEFITS -