Account Manager

Account Manager

The primary purpose of the Account Manager is to retain current customers and identify opportunities to grow or expand their presence and usage across the platform. This role is responsible for driving value and adoption within an assigned territory of customers, primarily in our Commercial segment. You are responsible for managing the relationship with current customers, including contract renewals, identifying expansion opportunities, and managing the sales cycle for those expansions. Additionally you are responsible for driving platform adoption, assessing overall health of a customer's engagement with Outreach, and providing strategic insight and guidance to customers aligned with their goals. Your primary points of contact within existing customers will include both above the line contacts (CRO, COO, CEO, CFO, and CISO) as well as below the line contacts (System Administrators, GTM Leaders, Marketing / content, Revenue Operations, etc). Key performance indicators include, but are not limited to, customer retention and renewal targets, net revenue retention, expansion quota attainment, renewal forecast quality and accuracy, platform utilization and adoption, and customer sentiment. We expect you to act as trusted advisors to the Revenue Office for their customers and to provide guidance throughout the customer's journey.

Location : Preference for hybrid (3x a week in office) based out (Seattle / Atlanta / New York). Will consider remote candidates as well.

Your Daily Adventures Will Include :

• Manage a high volume of accounts with proactive engagement to drive customer value and adoption.
• Develop and build territory strategy plans using multiple data points from various sources to drive adoption, utilization, and customer sentiment.
• Manage the renewal, expansion, and cross-sell attachment of current Outreach customers at high rates to protect revenue retention.
• Build partnerships with your customers to realize value, adoption, and business process optimization of the Outreach platform.
• Apply successes, best practices, and learnings from the experiences of Outreach customers to apply those to consulting with other customers
• Partner with and influence key stakeholders on how best to achieve customer goals, removing roadblocks where necessary; this can range from product adoption, prioritization, or technical [handled directly or in partnership with internal teams]
• Apply basic technical proficiency to troubleshoot issues independently and collaborate with technical teams, as needed.
• Engage with operations teams and multi-thread within accounts to reach key decision makers.
• Support the onboarding process by coordinating internal resources and aligning with clients to ensure a seamless and high-quality implementation.
• Update and manage systems of record, including Outreach, Salesforce (SFDC), and other relevant tools, to ensure data accuracy and support effective client relationship management.
• Identify risks or barriers to client health, and provide targeted mitigation strategies to get the client "back to green"
• Forecast renewals and expansion pipeline with high level of accuracy using Outreach's forecast methodology.
• Act as the primary point of contact / the face of Outreach for your customers. Assist them when navigating product training, strategic guidance, best practices in the platform, and selling expertise.
• Prioritize multiple projects at the same time, managing several internal / external stakeholders who have varying priorities ranging from business, technical, and organizational
• Stay abreast of sales and revenue trends to increase your credibility in the industry, e.g. going to industry events, subscribing to blogs / podcasts, reading books, researching case studies
• Perform other duties as assigned.

Our Vision of You :

$120,000 - $180,000 a year

Compensation for this role is a mix of a base salary and a variable component. The total compensation will range between $120,000 - $180,000 USD. You may also be offered incentive compensation, restricted stock units, and benefits. Actual compensation is based on factors such as the size of the book of business being managed, candidate's skills, and qualifications. We have a location-based compensation structure; there may be a different range for candidates in other locations.

Flexible time off

401k to help you save for the future

Generous medical, dental, and vision coverage for full-time employees and their dependents

A parental leave program that includes options for a paid night nurse, and a gradual return to work

Infertility / assisted reproductive services benefit

Employee referral bonuses to encourage the addition of great new people to the team

Snacks and beverages in the Office, along with fun events to celebrate

Diversity and inclusion programs that promote employee resource groups like Outreach Women's Network, Latinx community, Outreach Black Connection, AAPI community, Pride / LGBTQIA+, Gender+, Disability Community, and Veterans / Military

Outreach is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

Our success is reliant on building teams that include people from different backgrounds and experiences who can elevate assumptions and ideas with fresh perspectives. We're dedicated to hiring the whole human, not just a resume. To that end, we look for a diverse pool of applicants-including those from historically marginalized groups. We would like to invite you to apply even if you don't think you meet all of the requirements listed below. We don't want a few lines in a job description to get between us and the opportunity to meet you.