Key Account Manager

🕒 June 8

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Whip Around

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2016

🚗 Transport

☁️ SaaS

📋 Compliance

💰 $14M Series B on 2021-12

Transport • SaaS • Compliance

Whip Around is a comprehensive fleet management software provider focused on optimizing vehicle and equipment maintenance. Their platform offers solutions for fleet maintenance, inspections, fuel management, compliance, reporting, and integrations. Whip Around enables companies to manage documentation, track fuel usage in real time, and ensure compliance with safety and regulatory standards, helping to increase efficiency, performance, and profitability. The platform is tailored to the needs of various roles such as drivers, fleet managers, mechanics, and executives, providing real-time data and analytics to improve decision-making and reduce downtime.

📋 Description

• Drive Expansion Growth • Identify, develop, and close expansion opportunities • Ensure customers achieve measurable business outcomes while maximizing Net Revenue Retention (NRR), expansion ARR, product adoption, and referenceability. • Develop and maintain multi-year strategic account plans • Build account growth strategies aligned to customer business priorities • Map customer organizational structures, buying centers, and influencers • Identify whitespace opportunities and competitive threats • Partner with Customer Success Team to execute quarterly and annual account reviews • Own commercial strategy for assigned accounts • Generate expansion pipeline • Own large expansion opportunities within renewal cycles • Negotiate pricing, commercial terms, and contract structures • Serve as commercial relationship owner • Build trust across operational, IT, business, and executive stakeholders • Partners with CS Manager to plan and drive executive business reviews (EBRs/QBRs) • Escalation accountable for critical customer issues • Coordinate internal executive engagement to drive customer outcomes

🎯 Requirements

• Bachelor's degree required • 6+ years enterprise SaaS / technology account management experience • Proven success managing and growing large strategic accounts • Experience with Supply Chain application software including Fleet Management SaaS solutions • Experience with: • - Subscription / recurring revenue models • - Complex stakeholder environments • - Contract negotiations • - Expansion pipeline development and management • - Executive selling / advisory engagement • Capable of communicating with and presenting to all stakeholder classes and can adapt accordingly, demonstrate genuine empathy, listening skills and commitment to customer success • Commitment to genuinely understand WA product and ROI drivers, use cases and roadmap. Continuous learner that’s curious about customer end markets, trends and ensuring clients are leveraging platform to achieve greater value. • Revenue growth, pricing, negotiation • Commits to learning customers business model & industry so they can position WA as a strategic solution addressing key operational challenges, proactive developing plans to achieve customer goals. • Effective championing needs of customer and responsibly rallying teams to problem solve and remove barriers. Assumes ownership and accountable facilitating outcomes for customers vs. “not my job” mentality • Analytical thinker that consistently translates product usage into tangible financial value and can articulate ROI to executive stakeholders.

🏖️ Benefits

• Compensation: $95K - $110K USD, depending upon experience and location • Unlimited PTO: Use your paid time off when you need it • Subsidized Healthcare: A variety of subsidized medical plans to fit your needs • Retirement Support: 401(k) matching to help you invest in your future. • Family Friendly: Paid parental leave and caregiver support • Growth & Development: Professional development plans and resources to support continuous learning.