Jobs and Careers

Manager, Enterprise Account Management

United Statesfull_timeVerifiedPosted 22 Nov 2024

💰 $280,000/yr($140,000/yr – $280,000/yr)

About the role

Job Summary: The Manager, Account Management, will lead a team of Enterprise Account Managers responsible for the retention and expansion of our Enterprise clients. The Manager of Enterprise Account Management will have experience managing Enterprise HCM SaaS software Account Management teams. Success will be measured based on renewal dollars and incremental ARR quota attainment. Retention is the lifeblood of our business, and your role is a critical part of the overall success of our revenue organization. Payscale has over 4,000 Enterprise-level customers and is proud to call some of the world's most successful organizations customers of our compensation platform. We look for inspirational leaders who can build, manage, and grow business athletes who are ideal team players. You must be able to coach, mentor, and enable Account Managers who will be presenting to C-Level executives, senior leaders, and human resource professionals who are current Payscale customers. In this role, you will:

Lead a team of Enterprise Account Managers, holding each individual accountable for exceeding their individual monthly ARR and Renewal quotas
Drive upsell and cross-sell ARR across the Enterprise segment
Hold weekly 1-1s to review activity, achievements, and attitude of your team
Present your forecast to the extended revenue leadership team, including your peers, marketing, finance, and legal leadership
Prepare pipeline reviews with your team
Coach AMs on account mapping, territory planning, campaign optimization, and prioritization
Coach AMs on deal-specific strategy, including product positioning, pricing, and negotiation of T&Cs
Stay current on industry trends and maintain a high-level knowledge of competitors' product offerings
Meet with the Demand Generation team to review campaign effectiveness and key KPIs
Work cross functionally with our Customer Success team to gain deeper understanding of client adoption and engagement as well as overall client health.
Work with our legal, finance, and deal desk operations teams to structure amendments and deal terms that are consistent with accounting and auditing rules
Meet and exceed all monthly, quarterly, and annual sales quotas
Ensure proper customer satisfaction scores and align with retention strategies of the business

Qualifications:

A proven, customer-centric leader of Enterprise Account Management with experience driving revenue growth and retention across an existing global customer base
3+ years software sales leadership experience (or equivalent) & a BA/BS degree strongly preferred
Strong preference for Human Capital Management sales experience compensation, talent management, benefit technologies, etc.
Proven track record of consistently exceeding sales team KPIs
A collaborative growth mindset, a bias towards action, a strong sense of accountability, and a beat-and-raise mentality are essential.
Superior professional presence and business acumen
Experience selling at the "C" level, CHROs (Chief Human Resources Officer) a plus, and to other HR (Human Resources) personas.

Compensation

In the spirit of pay transparency, we are excited to share the OTE for this position is $280,000. This OTE is made up of a target base compensation of $140,000 and commission target of $140,000. If you are hired at Payscale, your final compensation will be determined based on factors such as skills, education, and/or experience. In addition to those factors – we believe in the importance of pay equity and consider any internal equity of our current team members as a part of any final offer. We also offer a generous compensation and benefits package (more information on benefits listed below).

About Payscale

As the industry leader in compensation management, Payscale is on a mission to help job seekers, employees, and businesses get pay right and to make sustainable fair pay a reality. Empowering more than 65% of the Fortune 500, Payscale provides a combination of diverse and dynamic data sources, experienced compensation services, and scalable software to enable organizations such as Angel City Football Club, Panasonic, Mars Global, eBay, American Airlines and PetSmart to make fair and appropriate pay decisions.

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