Enterprise Account Manager

2 months ago

Melbourne, Australia Culture Amp Full time

**Join us on our mission to make a better world of work.**

Culture Amp is the world’s leading employee experience platform, revolutionizing how 25 million employees across more than 6,500 companies create a better world of work. Culture Amp empowers companies of all sizes and industries to transform employee engagement, drive performance management, and develop high-performing teams. Powered by people science and the most comprehensive employee dataset in the world, the most innovative companies including Canva, On, Asana, Dolby, McDonalds and Nasdaq depend on Culture Amp every day.

Culture Amp is backed by leading venture capital funds and has offices in the US, UK, Germany and Australia. Culture Amp has been recognized as one of the world’s top private cloud companies by Forbes and most innovative companies by Fast Company.

**About the Role**:
As an Account Director, you will play a crucial role in understanding and elevating our customer relationships. You will leverage your expertise in SaaS and HR Tech to uncover growth opportunities and deepen connections with our customers, ensuring they achieve their goals while maximizing the value of our product suite.

**Key Responsibilities**:

- **Understand and Adapt**: Develop a deep understanding of each customer’s unique business needs and communication style to create tailored solutions that resonate.
- **Discover Growth Opportunities**: Identify opportunities to expand product usage and introduce new offerings, enhancing the value delivered to our customers.
- **Leverage Relationships**: Seek ways to deepen engagement across all levels of the organization, including parents, subsidiaries, and other divisions.
- **Research and Prepare**: Conduct thorough research on customers' businesses and come prepared with insightful questions and insights for meetings.
- **Engage Thoughtfully**: Ask layered, open-ended questions to uncover and clarify customer objectives and challenges beyond the surface level.
- **Strategic Account Planning**: Use business insights and a customer-centric approach to plan accounts effectively, mapping key stakeholders and fostering strong relationships while maintaining disciplined territory management and forecasting.
- **CRM Best Practices**: Utilize CRM and sales tools effectively to manage sales cycles and ensure best practices are followed.
- **Collaborative Accountability**: Commit to a collaborative approach with cross-functional teams to deliver an exceptional customer experience.

**Qualifications**:

- 5-8 years of experience in customer sales with a focus on expansion-driven revenue targets.
- Proven experience in the SaaS space, particularly within HR Tech or related fields.
- Strong ability to identify and self-source expansion opportunities, employing innovative strategies.
- Exceptional executive presence with polished presentation and communication skills, particularly when engaging with VP and C-suite executives.
- Experience building and navigating relationships within large enterprise environments.
- Familiarity with sales methodologies, such as MEDDPICC, and a solid understanding of deal stage progression.
- Proficiency in leveraging data for decision-making and influencing others.
- Skilled in assessing business opportunities and understanding diverse buyer personas.
- Proven track record in orchestrating the closure of business deals with a clear understanding of customer needs.
- Experience in cross-selling, upselling, and growing customer accounts.

We believe that our employees are the heartbeat of our success. We're committed to fostering a work environment that truly cares for and develops its people, and creates lasting positive impact. In addition to providing a competitive compensation package, some of the key benefits we offer are:

- Employee Share Options Program: We empower you to be an owner in Culture Amp and share in our success
- Programs, coaching, and budgets to help you thrive personally and professionally
- Access to external providers for mental wellbeing and coaching support to sustain the wellbeing, safety and development of our people
- Monthly Camper Life Allowance: An automatic allowance paid out each month with your pay - you can spend it however you like to help improve your experience and life outside work
- Team budgets dedicated to team building activities and connection
- Intentional quarterly wellbeing pauses: A quarterly company-wide shutdown day in each region to to collectively pause, reset and focus on restoration and rest, without having to tap into individual vacation time
- Extended year-end breaks: An extended refresh period at the end of year
- Excellent parental leave and in work support program available from day 1 of joining Culture Amp
- 5 Social Impact Days a year to make a positive impact on the community outside of work
- MacBooks for you to do your best & a work from home office budget to spend on setting up your home office
- Medical insurance coverage f

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