Sales Leader, Account Management (Eastern US)

Location: San Jose,California,United States

Who are we?

Whatfix is a leading global B2B SaaS organization and the largest pure-play enterprise digital adoption platform solution provider. Utilizing GenAI technology, Whatfix enhances all stages of software deployment with application simulation, product analytics, and digital adoption, driving business outcomes such as increased revenue win rates, cost reduction, risk compliance, enhanced productivity, and improved user experience. We have seven offices in the US, India, UK, Germany, Singapore, and Australia, supporting 700+ global customers, including 80+ Fortune 500 companies. Whatfix has raised $140 million to date and is backed by marquee investors, including Softbank, PeakXV, Dragoneer, and Cisco Investments.

• With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the “Top 50 Indian Software Companies” as per G2 Best Software Awards.

• Recognized as a “Leader” in the digital adoption platforms (DAP) category for the past 4+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group.

• The sole vendor named as Customers’ Choice: 2024 Gartner® Voice of the Customer for Digital Adoption Platform Report.  We also boast a star rating of 4.6 on G2 Crowd 4.5 on Gartner Peer Insights, and a high CSAT of 99.8%

• Highest-Ranking DAP on 2023 Deloitte Technology Fast 500™ North America for Third Consecutive Year

• Won the Silver for Stevie's Employer of the Year 2023

• Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze Medal

Are you a dynamic and experienced sales leader with a proven track record of success in the mid-market or Enterprise sector? Are you ready to take the next step in your career and lead a high-performing team of enterprise sellers? We seek a motivated and strategic individual to join our organization to lead a team of strategic accounts managers.

The Sales Leader, Account Management (East US) is a team quota-carrying position and will lead our expansion strategy in a named set of existing Enterprise Accounts.

In this role, you will leverage your experience managing sales teams to drive growth and success in the enterprise sector. You will lead and mentor a team of skilled enterprise sales professionals, develop and execute strategic sales plans, and foster strong relationships with key clients. Your ability to inspire and guide your team and your deep understanding of the enterprise sales landscape will be instrumental in achieving and surpassing our ambitious sales targets. Our Account Managers are paid 100% on new business within an existing account. All renewals are handled by our CSM team, which is in a separate org.

In this role, you will:

• Provide leadership, coaching, and development to a team of enterprise sales representatives

• Develop and implement strategic sales initiatives to drive revenue growth and market expansion.

• Cultivate and maintain strong relationships with enterprise clients and key stakeholders

• Analyze market trends and competitive landscape to identify new opportunities

• Collaborate cross-functionally with marketing, product, and customer success teams to ensure a seamless client experience

• Monitor sales performance metrics and provide actionable insights to optimize team performance

Responsibilities

• Manage an Account Management team serving clients in the East region 

• Help drive pipeline & close business to grow the overall revenue of Whatfix within the assigned territory

• Coach Account Managers through the development of key enterprise-level sales skills, including forecasting & sales planning, prospecting within an account base, complex deal negotiations, sales closures, and cross-functional support both internally & externally

• Learn by doing and directly own some prospecting activities, build pipeline, and drive some opportunities as the lead and hands-on player while managing your team

• Assesses the sales pipeline, activity & forecasts to determine sales progress & areas for refinement/improvement

• Develop proven and new strategies with ADs to penetrate Enterprise Accounts further and rei