Manager, Strategic Accounts

Placer.ai

1d•Remote

About The Position

Placer.ai is transforming how organizations understand the physical world. Our location analytics platform provides unprecedented visibility into locations, markets, and consumer behavior. Placer empowers thousands of customers—from Fortune 500 companies, to local governments and nonprofits— to make smarter, data-driven decisions. What sets us apart? We've built the most advanced location intelligence platform in the market while maintaining an uncompromising commitment to privacy, proving that powerful analytics and responsible data practices can coexist. Our growth reflects the market's demand: we reached $100M in annual recurring revenue within just 6 years of launching, achieved unicorn status with a $1B+ valuation in 2022, and continue to expand rapidly as one of North America's fastest-growing tech companies. We're creating a $100B+ market opportunity, and we're just getting started. Named one of Forbes America's Best Startup Employers and a Deloitte Technology Fast 500 company, we're building a culture where innovation thrives, collaboration is the norm, and every team member contributes to reshaping how the world understands location. The Account Management team is responsible for working closely with the Customer Success and Sales teams to renew clients and expand their contracts via upsells and cross-sells. As the Manager, Account Management, you will be a player-coach, overseeing your own book of business while helping other Account Managers to strive in their role.

Requirements

BA/BS or similar college-level education.
2-3+ years leadership experience managing tactical sales teams within software, ideally SaaS-based offerings
Expertise in product, technology, service, strategy and business complexities
Prior experience selling software, running complex sales cycles, in a quota-carrying role
Quota-attainment record of meeting and/or exceeding targets by managing process for identifying, qualifying, & closing new business as well as and not limited to growing an existing install base
Experience working with G-Suite: Gmail, Google Slides, Sheets, etc.
Advanced understanding of working with SFDC or relevant CRM.
Excellent, clear verbal and non-verbal communication skills.
A positive attitude and a selfless approach to teamwork.
A proven ‘problem solver’ with the ability to work in a fast-paced, ever-growing startup organization.
Travel is required 10% of the time for conferences.

Nice To Haves

Knowledge of retail, real estate, financial services or CPG is a plus.

Responsibilities

Lead, coach, and mentor a team of Account Managers to achieve and exceed their renewal and expansion quotas.
Develop and implement a comprehensive forecasting strategy for renewals and expansion revenue, providing regular, accurate reports to leadership.
Conduct performance reviews, set individual goals, and provide ongoing feedback to foster a high-performing team culture.
Create and implement training programs for the Account Management team to enhance product knowledge, negotiation skills, and sales strategies.
You will use your skills to develop opportunities, through both warm leads and whitespace prospecting
Be a leader at Placer by being the “quarterback” with our customers, and internal teammates to ensure high satisfaction and growing revenue in our Strategic Account base.
Build a strong point of view on how to help the customer, and drive value to Placer.
Segment book of business to ensure proper focus and resourcing to our top opportunities.
Partner with the Customer Success, Sales Development, and Solutions Engineer team to develop and execute win/win negotiation strategies that maximize renewal contract value while protecting and enhancing the customer relationship.
Building credibility and trust while influencing buying decisions.
Drive existing customer conversations around new products to hit expansion quotas.
Manage the sales process whether during renewal timing or outside the typical renewal cycle.
Forecast projected expansion sales and renewals.
Provide regular updates on status to management and escalate as appropriate.
Drive conversations with customers on multi-year contracts.
Identify customer needs and demonstrate strong account management capabilities to drive renewal to on-time closure.
Be an expert negotiator selling the value of our products
Work cross functionally to develop retention and expansion strategies.