Senior Enterprise Relationship Manager

6 days ago

Sydney, New South Wales, Australia Culture Amp Full time

About Culture Amp
Innovation happens when we take bold steps forward, and that's exactly what we're doing at Culture Amp. We're a leading employee experience platform that empowers companies to transform their workplace and drive growth. Our story began with a simple yet powerful idea: creating a better world of work. Today, we're proud to serve over 6,500 companies and 25 million employees worldwide. Our cutting-edge platform helps organizations like yours build a more engaged, productive, and happy workforce.

About the Role
As an Account Director, you'll play a vital role in driving growth and customer success at Culture Amp. You'll leverage your expertise in SaaS and HR Tech to uncover new opportunities and deepen our relationships with existing customers. Your primary goal will be to maximize the value of our product suite for our customers, ensuring they achieve their objectives while driving revenue growth for Culture Amp.

Key Responsibilities

  • Customer Insights: Develop a deep understanding of each customer's unique business needs and communication style to create tailored solutions that resonate.
  • Growth Opportunities: Identify opportunities to expand product usage and introduce new offerings, enhancing the value delivered to our customers.
  • Relationship Building: Seek ways to deepen engagement across all levels of the organization, including parents, subsidiaries, and other divisions.
  • Research and Preparation: Conduct thorough research on customers' businesses and come prepared with insightful questions and insights for meetings.
  • Customer Engagement: 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.
  • Cross-Functional Collaboration: 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.

What We Offer
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
  • Professional Development: Programs, coaching, and budgets to help you thrive personally and professionally
  • Mental Wellbeing: Access to external providers for mental wellbeing and coaching support to sustain the wellbeing, safety, and development of our people
  • 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 Building: Team budgets dedicated to team building activities and connection
  • Wellbeing Pauses: Intentional quarterly wellbeing pauses: A quarterly company-wide shutdown day in each region 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
  • Parental Leave: Excellent parental leave and in-work support program available from day 1 of joining Culture Amp
  • Social Impact Days: 5 Social Impact Days a year to make a positive impact on the community outside of work
  • Equipment and Workspace: MacBooks for you to do your best & a work-from-home office budget to spend on setting up your home office
  • Medical Insurance: Medical insurance coverage for you and your family (Available for US & UK only)

Our Commitment to Anti-Racism
We strive to lead by example, creating a workplace where everyone feels valued, respected, and empowered to grow. We're committed to fostering an inclusive environment where diversity thrives, and everyone has a chance to succeed. We believe that by working together, we can create a better world of work for all.

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