Key Account Principal

Grammarly is excited to offer a remote-first hybrid working model. Grammarly team members in this role must be based in the United States, and, depending on business needs, they must meet in person for collaboration weeks, traveling if necessary to the hub(s) where their team is based.

This flexible approach gives team members the best of both worlds: plenty of focus time along with in-person collaboration that fosters trust and unlocks creativity.

About Grammarly

Grammarly is the world’s leading AI writing assistance company trusted by over 30 million people and 70,000 teams. From instantly creating a first draft to perfecting every message, Grammarly helps people at 96% of the Fortune 500 and teams at companies like Atlassian, Databricks, and Zoom get their point across—and get results—with best-in-class security practices that keep data private and protected. Founded in 2009, Grammarly is No. 7 on the Forbes Cloud 100, one of TIME’s 100 Most Influential Companies, one of Fast Company’s Most Innovative Companies in AI, and one of Inc.’s Best Workplaces.

The Opportunity

We’re seeking a Key Account Principal to join our Grammarly Business team and help us achieve our ambitious goals. Since expanding our mission with Grammarly Business, our enterprise product offering has helped teams craft strong, consistent, and on-brand communication, and we have tripled our number of B2B relationships. Effective communication is the foundation of the modern workplace. Grammarly Business is poised to become the enterprise application of choice for organizations looking to up-level their communication. This role would be critical to that mission.

As the Key Accounts Principal, your work will be highly visible. You will be a driving force of value and revenue growth within Grammarly Business.

In this role, you will:

• Own a named account list and develop strategic account plans to expand existing business in service of our aggressive growth targets.
• Drive revenue growth through proactive outreach to new and existing contacts within our existing customer base, generating new leads by effectively managing current connections and networking with contacts.
• Build and maintain new and existing relationships with senior executives and decision-makers across all company departments. The Key Account Principal should be our customers’ trusted advisor.
• Gain a deep understanding of our customers’ businesses and challenges and consult on the value Grammarly provides.
• Engage with customers online, in person, and at company events; develop and present product, service, and value presentations in various settings.
• Negotiate sales and sales-related contracts - optimizing for client experience and Grammarly growth targets and business objectives.
• Work cross-functionally with supporting teams during the sales cycle (e.g., product, finance, legal, marketing) to win deals and ensure customer success.
• Serve as the customer's voice and collect feedback to drive continuous improvement across all product areas.
• Partner with leadership teams to uncover new product ideas and business opportunities; this role will be crucial in transforming the level at which we partner within our customer base and the breadth of how far-reaching our contracts go within a given organization.

Qualifications

• Doesn’t view failure as an option - that’s not to say you’ll always win - but you will obsess over expanding our footprint meaningfully into your given accounts. When a blocker appears (internal or external), you will feel pride and accomplishment in recalibrating the next steps and plowing ahead. You leave no stone unturned, you’re not afraid to ask hard questions, and when you lose a deal, you are comforted by the knowledge that you exhausted all options in pursuit of the win.
• Loves to solve big, hairy problems in service of our customers and is unintimidated by the path forward, even when complex.
• Identifies ways to create new leads and other sales opportunities within existing accounts. Has experience working with various stakeholders, from senior executives of large companies to end users.
• Works to realize business value and expand customer relationships through deep knowledge of customer needs (rather than over-relying on a feature list). 
• Builds strong relationships with people, understands their needs and goals, identifies creative solutions, and manages action items through to completion.
• Believes all facts are friendly and is constantly seeking a more profound understanding of an issue or potential optimization. Can synthesize quantitative and qualitative data, make data-driven decisions, and use (sometimes incomplete) data to identify gaps and opportunities.
• Has a proven track record of bo