Principal Account Manager

About Foursquare 

Foursquare is the leading independent location technology and data cloud platform dedicated to building meaningful bridges between digital spaces and physical places. Our proprietary technology unlocks the most accurate, trustworthy location data in the world, empowering businesses to answer key questions, uncover hidden insights, improve customer experiences, and achieve better business outcomes. A pioneer of the geo-location space, Foursquare’s location tech stack is being utilized by the world’s largest enterprises and most recognizable brands.

About the Position

Foursquare is looking for a Principal Account Manager to join our team located in or near our office hubs in New York City or Chicago.

As our Foursquare Sales team continues to expand, we’re seeking a sales-driven, experienced Principal Account Manager, to engage with our Advertiser clients. The Account Manager creates, identifies, qualifies and manages  retention and upsell opportunities. They own the commercial relationship with existing clients, partnering with Customer Success who onboard customers and provide ongoing technical management for campaigns.

As an Account Manager, you’ll ensure clients achieve their desired future scenarios and positive business outcomes from our Attribution and Targeting suite of products. You’ll play a key role in driving revenue growth by doing continuous discovery, ensuring our customers are getting value from our offerings, and strategizing with them on how to achieve their business outcomes.

You’ll run the commercial processes for renewals and upsell opportunities based on the account strategy you will have developed in collaboration with Sales and CS and identify cross-sell opportunities for Sales to engage on. The commercial aspects of this role include revenue forecasting, building champions, getting economic buyers involved, and running quarterly business reviews (QBRs) with clients.

The ideal candidate will have experience in account management working with key clients in the ad tech space. Familiarity with ad agencies, publishers, and the ad tech space is essential in this role. You should understand how programmatic buys, social media advertising, and ad campaigns are bought and run. Your goal will be to ensure advertising agencies and the brands they serve are getting maximum value from our offerings in every campaign.

In this role, you’ll

• Own the full renewal and upsell cycle (discovery, alignment, negotiations, & forecasting) within your book of business
• Build meaningful and strategic customer relationships to elevate our partnership to new heights
• Influence the prospect’s required capabilities to align with our solutions
• Work cross-functionally with CS, Ops, Product, and Engineering team members to address client escalations and position Foursquare as a leader of thoughts in the space
• Grow the breadth and depth of our customer relationships through effective multi-threading
• Uncover new opportunities within key accounts that are a good fit for Foursquare and introduce products and capabilities that are relevant to the client’s desired outcomes and future scenarios
• Run monthly syncs and QBRs that truly provide value to our clients
• Respond to RFIs/RFPs as needed, present customer stories, proof points, and proposals
• Use our value selling methodology to effectively understand customer goals and requirements and communicate the value of our solutions
• Provide customer and market feedback on product/services roadmaps, messaging, and positioning

What you’ll need

• Bachelor's degree in Marketing, Sales, Business, or related field
• 10+ years of experience, ideally at a technology-focused advertising company, in a sales role or client management role with commercial responsibilities
• Experience in Negotiating and Gaining Commitment: helping align stakeholder interests to create a win/win balance that demonstrates mutual benefit, increases the probability of commitment and drives deals to close
• Excellent written and verbal communication, discovery, and presentation skills
• Industry expertise in ad tech, with mastery of the landscape, terminology, and excellence in client services
• Ruthless prioritization of work activities across your book of business in a fast-paced, dynamic environment
• Ability to consistently apply a sales methodology such as Command of the Message, Sandler, Challenger, or Corporate Visions is preferred
• Complex problem solving skills with the ability to bring new or alternative perspectives forward for consideration
• Demonstrated capability of creating and managing a sales pipeline leveraging MEDDPIC as a compa