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About Our Client
Our client is revolutionizing the logistics space by tackling its most pressing problems using advanced automation, AI, and machine learning to make freight more efficient and transparent. With a constant flow of new products, the company is always at the forefront, addressing the future needs of freight.
Since a breakthrough funding round in early 2022, the company has rapidly scaled and recently secured additional funding, fueling growth and commitment to driving the future of logistics. Join the team in crafting groundbreaking solutions and influencing the future of logistics!
About The Role
As an Account Manager, you will lead the charge to own a book of business toward overall net retention outcomes. Approach customers as consultative thought partners, focusing on customer value and needs to drive win/win commercial outcomes. Partner closely with Customer Success Managers to optimize growth in assigned accounts, charting opportunities and working toward account plans to achieve retention and expansion targets.
Responsibilities
- Own net retention targets and outcomes for the company's existing customers
- Expand and deepen relationships with customers
- Creating an account map and engagement strategies to become an expert on customers' business
- Become an expert storyteller on the value to customers to excite them about the platform
- Master building business cases for solutions and proposals to connect proposed solutions to impact and value
- Identify strategic growth opportunities within customers, driving growth tied to high-level business outcomes
- Serve as a trusted advisor and thought partner on digital freight strategy and brokerage workflow optimization
- Navigate complex customer needs with a "challenger" mentality - lead with insight and build trust and vision with customers
- Partner cross-functionally with Solutions, Marketing, Customer Success, Product, Support, and Engineering to ensure delivering customer value to drive win/win growth
What Success Would Look Like in Your First Few Months
- Connect with all customers in the assigned book to better understand their business and needs
- Craft account plans for each customer, pulling together internal and external knowledge to chart a path to optimize renewals and overall net retention in the portfolio
- Learn and build customer value stories that you can tell at ease
- Setup a cadence with cross-functional partners to build trust and teamwork toward achieving goals together
- Build a pipeline of 3x coverage of gross expansion targets - identify the accounts and growth potential within the portfolio
Basic Qualifications
- 2-3 years of experience working with customers with commercial responsibilities (account management, account executive, customer success, etc.)
- Proven track record of expanding relationships in complex accounts
- Ability to leverage data and reporting in the day-to-day workflow to identify trends and opportunities within the portfolio
- Excellent communication skills and ability to build trusted relationships with stakeholders in various functions and levels
- Consultative approach to defining strategic opportunities with customers to map, measure, and achieve successful commercial outcomes
- Passion for helping customers solve problems with technology
- Ability to navigate complex organizations and drive mutual account plans
- Track record of overachieving revenue growth goals
- Strong desire to learn and curiosity to understand how things work
Preferred Qualifications
- Core sales training in Challenger or Sandler methodologies
- 3-5+ years of professional experience working in truckload freight logistics, ideally at a freight brokerage and/or in relevant logistics technology
- Experience handling and closing negotiations for large contracts ~$500k+ (new business, renewals, expansions)
- Advanced technical aptitude and ability to deeply understand the product, the freight and logistics space, and modern approaches to rolling out technology across organizations
- Entrepreneurial approach to owning responsibilities with strong accountability to delivering outcomes
- Strong leadership skills and presence – proven ability to establish relationships and lead discussions with cross-functional and external partners and executives
Perks
- Competitive salary and compensation package with full Medical, Dental, and Vision benefits
- 401k plan to help you save for the future
- UNLIMITED Paid Time Off - and we want you to use it!
- 100% Remote
- Company Offsites to get to know your teammates
Compensation
The expected on-target compensation for this role is $140,000 ($98,000 base, $42,000 variable compensation) for work performed in the United States.
