Mid-Market Account Manager

SAI360

2d•$90,000 - $100,000•Remote

About The Position

We are looking for an Account Manager to join our U.S. team! Are you passionate about building customer relationships, driving sales growth and delivering exceptional service? We are looking for someone who is highly collaborative, great at building rapport and focused! Who we are: SAI360 is giving companies a new perspective on risk management. By integrating Governance, Risk, Compliance (GRC) software and Ethics & Compliance Learning resources, SAI360 can broaden your risk horizon and increase your ability to identify, manage, and mitigate risk. Most of our teams work fully remote! Our remote teammates can sit in any of the following states: AZ, CA, CO, CT, FL, GA, ID, IL, IN, KS, KY, MA, MI, MN, MT, NC, NH, NJ, NY, OH, OR, PA, RI, SC, TN, TX, UT, VA, WA, WI. See risk from every angle. Visit www.sai360.com The Account Manager will be responsible for driving revenue through Renewals, Upsells and Cross-Sells within assigned customer portfolio to achieve our Gross- and Net Retention rates. The role requires a proactive “can do" mentality to identify and embrace growth opportunities. A successful Account Manager will be highly consultative and customer-oriented, pairing solutions that meet and or exceed our client’s risk and compliance objectives. Think you’re a fit for SAI360?

Requirements

Sales Experience: Value-based and consultative selling skills to drive expansion of existing accounts.
Track Record: Proven track record of GRR +95% and NRR +105%
GRC Knowledge: Solid understanding of GRC solutions required. General understanding of regulations & standards is highly preferred.
Executive Engagement: Strong business acumen and comfort in engaging with senior executives (C-Level, directors).
Customer Relationships: Ability to build and leverage strong customer relationships for cross-sell opportunities.
Sales Process Management: Expertise in sales process management methodologies (e.g., Challenger, Consultative Selling, Value-based Selling).
Fast-Paced Environment: Ability to thrive in a fast-paced environment and manage multiple sales activities simultaneously.
Language Skills: Excellent written and verbal communication skills in English. Any additional language would be highly advantageous (Mandarin / Cantonese).
Self-Motivation: Strong independent work ethic and entrepreneurial mindset, with the ability to solve complex problems with a solutions-oriented focus.
Business Acumen: Mature and polished business acumen with extensive client-facing experience.
Detail-Oriented: Highly organised and detail-oriented, able to perform in a fast-paced environment with strong time and territory management skills.
Team Collaboration: Ability to work independently and as part of a virtual team with open, collaborative communication.

Responsibilities

Client Relationship Management: Serve as the primary point of contact for assigned clients, building and maintaining strong, long-lasting relationships.
Sales and Business Development: Identify and pursue new business opportunities within existing accounts to drive sales growth. This includes upselling and cross-selling our GRC and Compliance Learning solutions.
Account Strategy: Develop and implement strategic account plans to meet client needs and achieve company sales targets.
Sales Process Management: Oversee the entire sales process from opportunity identification to negotiation and closure, ensuring quarterly and annual sales goals are met.
Strategic Sales: Conduct research-based sales strategies to identify new opportunities by understanding client pain points.
Executive Presentations: Deliver compelling business presentations to demonstrate the unique value and strategic benefits of SAI360 within the GRC space.
Industry Representation: Represent SAI360 as a thought leader in the GRC market, attending industry events and conferences to provide market insights and feedback to leadership.
Collaboration: Work closely with cross-functional teams, including customer success management, product management, services, and customer support, to enable effective client implementations, in addition to ongoing support and satisfaction.
CRM Management: Maintain accurate account and opportunity data in Salesforce.com, including timely updates to the sales pipeline and monthly forecasts.
RFI/RFP Responses: Support the timely delivery of responses to requests for information (RFI) and proposals (RFP) for qualified opportunities.
Utilize Microsoft Office 365 tools: To communicate and strategize with other SAI360 sales and service team members on cross selling opportunities within assigned territory.