Strategic Account Manager

About Mixpanel

Mixpanel is an event analytics platform for builders who need answers from their data at their fingertips—no SQL required. When everyone in the organization can see and learn from the impact of their work on product, marketing, and company revenue metrics, they are poised to make better decisions.

Over 9,000 paid customers, including companies like Netflix, Pinterest, Sweetgreen, Samsara, and Uber, use Mixpanel to understand their customers and measure progress. Our commitment is to provide the most comprehensive and reliable analytics platform accessible and trusted by all.

About the Select Sales Team

Our Sales team manages the full sales cycle, helping prospects and existing customers leverage Mixpanel to analyze, measure, and improve their customer experience. The team consists of two roles - Account Executives who bring in new business, and Account Managers responsible for nurturing and growing existing customers. The Select team is focused on Mixpanel’s biggest and most mission-critical customers. 

About the Role

The Strategic Account Manager will be responsible for ownership of Mixpanel’s top accounts, including as a day-to-day point of customer contact, as well as a strategic lead who will create and facilitate a vision for relationship excellence, deep value realization, and consistent growth. This growth will be exemplified by expansion of our existing footprint, including commercial management of renewals and opportunistic upsells.

The Strategic Account Manager will be an experienced commercial operator and an excellent relationship builder. They will be able to add value in conversations with Senior/VP-level customers and Mixpanel eStaff, and will bring deep knowledge on trends and challenges in the market. They will be seen as a valued advisor, and comfortable constructing strategic and data-driven presentations for C-level stakeholders internally and externally. They will be highly organized and be able to manage complex projects. They will either have or develop a fluent relationship with the Mixpanel product. Likely to have 7+ years of quota-carrying experience with a consistent record of managing large, complex renewals and cultivating and managing large ($100K+) upsells.  

Responsibilities

• Being a single point of contact for all aspects of the account (internal and external quarterback).
• Work in partnership with a dedicated Customer Success Architect on their accounts.
• Production & ownership for iterating upon and driving a strategic account plan for every account.
• Driving business reviews against the success plan with involvement from the Executive Sponsors.
• Facilitating executive alignment.
• Constant monitoring of their business and the industry in which they operate - to understand where opportunities or threats may be activating initiatives or opening opportunities for Select AE.
• Identification, qualification and management of expansion opportunities.
• Renewal negotiations and end-to-end execution.
• Forecasting and business planning (including strategic account plans and QBR/EBRs).
• Collaborate cross-functionally with key internal partners such as Sales Engineering, Professional Services, Product, Marketing, and Legal.
• Intimately understands Mixpanel's competitors and technology partners to consult customers on our place in the broader analytics market.

We're Looking For Someone Who Has

• 7+ years of related work experience in full-cycle SaaS, post-sales customer management experience, as an Account Manager or related cross-functional role like Customer Success Manager or Sales Engineer.
• Proven experience of developing and growing accounts and running successful sales opportunities from discovery to close of $250K+ USD.
• Experience managing a book of business and carrying a net retention quota in the $5M+ range, including accounts with contracts over $1M in ARR.
• Able to build and maintain credibility with a technical end-user in Engineering, Product, and Design functions, by showcasing Product and Industry knowledge and expertise.
• Effective communicator and collaborator — you have strong interpersonal skills and are an excellent team player.
• Adaptability — you understand that change is constant, and you embrace it.
• Agility and resilience — you move quickly and encourage continued improvement.
• Strong work ethic, desire to learn, and a drive to excel.
• Curiosity for the product analytics space.
• Professional polish - accustomed to and comfortable with presenting to the C suite without extensive coaching and prep (internally and externally).
• Ownership - results-driven and accountable in your own success.