Senior Account Manager

About Invoca:

Invoca is the industry leader and innovator in AI and machine learning-powered Conversation Intelligence. With over 400 employees, 2,000+ customers, and $100M in revenue, there are tremendous opportunities to continue growing the business. We are building a world-class SaaS company and have raised over $184M from leading venture capitalists including Upfront Ventures, Accel, Silver Lake Waterman, H.I.G. Growth Partners, and Salesforce Ventures.

About the Role:

We are seeking a Senior Account Manager (AM) to drive continued value and expansion within a portfolio of Invoca’s mid-market and e accounts. Responsible for executing on retention and expansion goals, the Senior AM ensures Invoca is aligned with the customers’ needs and expectations by working cross-functionally with Customer Success and Account Executives to ensure the renewal and growth of every customer. In this position, you will be expected to craft and execute strategic account plans, support customer relationships, demonstrate and quantify platform/feature value to ultimately ensure subscription renewal and expansion.

You Will:

• Strategic Leadership: Develop and execute high-level strategic account plans that drive growth and retention across a portfolio of mid-market and enterprise accounts.
• Cross-Functional Collaboration: Lead coordination efforts with  Account Executives to ensure seamless transitions alignment with customer needs. Plus provide Customer Success in the creation and delivery of Customer Success Plans.
• Senior Stakeholder Engagement: Present and negotiate with C-suite executives and senior management, leveraging deep industry knowledge to drive complex renewals and expansions.
• Performance Reporting: Own and report on the renewal, expansion, and retention forecast with actionable insights and recommendations.
• Account Growth: Design and implement strategic initiatives to increase adoption and usage of Invoca Call Analytics across accounts.
• Software Demonstrations: Lead the creation and execution of compelling software demonstrations and presentations to showcase Invoca’s value propositions and differentiators.
• Value Proposition Communication: Articulate the unique value and benefits of Invoca’s platform and features to clients, tailoring messages to meet their specific needs.
• Complex Negotiations: Handle complex contract negotiations and documentation, ensuring favorable terms and long-term customer satisfaction.

You Have:

• Experience: 5+ years of on-quota, B2B SaaS experience with a focus on marketing tech and ad tech for large, complex organizations.
• Industry Knowledge: Extensive understanding of online advertising, marketing technology, and advanced SaaS sales tech stack including Salesforce, LinkedIn, and Business Intelligence Systems.
• Leadership Skills: Proven ability to lead and mentor teams, and manage complex account strategies.
• Negotiation Expertise: Experience negotiating business terms with senior management and executives, including MSSAs, Order Forms, and SOWs.
• Advanced Communication: Exceptional ability to connect with all levels of the customer’s organization, with advanced skills in crafting proposals, presentations, and communications.

Nice to Haves: 

• Marketing Tech Experience: Experience working with marketing technology such as Google AdWords, Analytics, Bid Management, or programmatic media platforms; experience with competitors is a plus.
• Vertical Experience: Experience selling into Travel, Insurance, Telecom, Financial Services, Auto, and Home Services verticals is a plus.

Salary, Benefits & Perks:

Teammates begin receiving benefits on the first day of the month following or coinciding with one month of employment. Offerings include:

• Paid Time Off - Invoca encourages a work-life balance for our employees. We have an outstanding PTO policy starting at 20 days off for all full-time employees. We also offer 16 paid holidays, 10 days of Compassionate Leave, 3 days of volunteer time, and more.
• Healthcare - Invoca offers a healthcare program that includes medical, dental, and vision coverage. There are multiple plan options to choose from. You can make the best choice for yourself, your partner, and your family.
• Retirement - Invoca offers a 401(k) plan through Fidelity with a company match of up to 4%.