Senior Account Manager – Renewals/Expansion

🕒 il y a 11 jours

🇺🇸 États-Unis – Télétravail

💵 $140 000 - $175 000 / an

⏰ Temps Plein

🟠 Senior

💰 Responsable de comptes

👻 Score fantôme 1%

Ce que ça veut dire : la probabilité que personne ne recrute vraiment pour cette offre.Comment le lire : 60 % ou plus, on pense que c'est une offre fantôme. Un score plus bas est moins inquiétant.Comment on la calcule : ancienneté, republications, postes ouverts vs taille de l'équipe, rapidité de clôture, et si le salaire est indiqué.À noter : une estimation à partir de données publiques, pas un jugement sur l'entreprise. De vraies offres peuvent avoir un score élevé, alors prenez-le comme un indice, pas comme un fait.

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Doppler

Site WebLinkedInTous les Emplois

11 - 50 employés

Fondée en 2019

🔒 Cybersecurity

☁️ SaaS

🔌 API

💰 €20 000 000 Series A en 2022-04

Cybersecurity • SaaS • API

Doppler est une plateforme cloud qui offre une gestion centralisée des secrets, permettant aux organisations de gérer, orchestrer et gouverner en toute sécurité les secrets et les identités non humaines à grande échelle. Elle s'intègre avec les outils DevOps populaires et les frameworks CI/CD pour automatiser la gestion des secrets au sein du flux de travail de développement. Doppler fournit une interface unifiée qui minimise le besoin d'accès direct au fournisseur de cloud et renforce la sécurité. La plateforme propose également une tarification basée sur les utilisateurs et une conformité vérifiée SOC 2, ce qui la rend idéale pour les équipes de toute taille pour gérer leur infrastructure DevOps de manière sécurisée et efficace.

Description

• Own renewal and expansion revenue across a portfolio of existing customers, meeting quarterly and annual targets. • Develop and execute multi-year account plans mapping stakeholders, white space, and expansion potential across business units, geographies, and product areas. • Reinforce customer value, outcomes, and ROI before contract milestones to make renewals predictable. • Monitor account health and usage data to identify churn or contraction risk and coordinate corrective action with Customer Success, Support, and Product. • Build trusted relationships with CTOs, VPs of Engineering, Heads of DevOps, and other executive stakeholders. • Conduct onsite and virtual check-ins, QBRs, and executive business reviews. • Coordinate cross-functionally to deliver continuous, high-touch, multi-year customer growth strategies. • Partner with Engineering on technical conversations and with Product and Marketing on go-to-market work and customer feedback. • Apply MEDDPICC across the pipeline and participate in deal reviews. • Maintain accurate Salesforce records, next steps, and forecasts. • Use AI and sales tools to improve account intelligence and work efficiency. • Improve Doppler’s product and processes and help create the sales playbook for future team members.

🎯 Exigences

• 3+ years in account management or software sales at a B2B software company, ideally carrying a renewal or expansion quota, with a track record of meeting or beating targets. • Experience selling to technical buyers, including developer tools, DevOps, infrastructure, or security products. • Strong discovery skills and ability to understand engineering environments before positioning a solution. • Ability to map stakeholders, manage relationships, communicate at the executive level, and grow accounts over a multi-year cycle. • Ability to provide an example of turning a hesitant customer into a win. • Working knowledge of MEDDPICC and discipline to apply it consistently. • Strong attention to detail and organization while managing account health, renewal timelines, and follow-ups. • Ownership of the full sales cycle and ability to identify blockers and push deals forward. • Comfort with a mid-market ACV motion and building expansion pipeline through outbound. • Comfortable with CRMs, email automation, and prospecting tools. • Willingness to travel for strategic customer visits. • Competitive, resilient, positive, coachable, curious, and willing to improve. • Startup or high-growth experience helps. • Preferred: familiarity with Apollo, Salesforce, Sales Navigator, or similar. • Preferred: formal MEDDPICC training. • Preferred: experience selling devtools, security, or cloud infrastructure. • Preferred: experience working remotely.

🏖️ Avantages

• Premium health insurance (medical, dental, vision) • Guilt-free Unlimited PTO - 3-week minimum strongly encouraged! • Upward Mobility • Learning and Development Stipend • Wealth Advisor • 401k • Pregnancy & Family Leave • Fertility & Adoption Benefits • Equal Compensation (regardless of gender or race)

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