Account Manager

Account Manager, Atlanta (Remote)

Job Summary:

As an Account Manager for the company, you will be responsible for working with prospects, customers, partners, and the team to focus on accounts. You will report to the North America Sales Director and will be expected to take the initiative and accountability in developing and growing our customer presence including the expectation of frequent in-person attendance of customers, prospect, partner, and industry meetings and events.

Responsibilities:

• Take ownership of revenue generation, develop new opportunities, manage pipeline, create and execute account strategies and close enterprise-level deals for new and expansion bookings.
• Drive acquisition of new customers through prospecting activities, lead generation, and introducing our company’s products and value proposition within your assigned territory.
• Drive expansion within existing customers through building and nurturing strong, long-lasting relationships with senior decision-makers and stakeholders to ensure alignment and trust.
• Manage the entire sales cycle from prospecting and qualification to closing deals.
• Develop a deep understanding of the company’s product offerings, use cases, and competitive positioning to effectively communicate our value to prospective clients.
• Engage and support our UC partners that resell Theta Lake solutions, including Zoom, RingCentral, and Cisco.
• Act as a trusted advisor to clients by staying informed on industry trends, emerging compliance needs, our company’s product roadmaps, and competitive solutions within the Digital Communication Governance and Archiving space.
• Track all interactions and progress within CRM systems, ensuring data integrity and reporting accuracy.
• Exceed monthly and quarterly sales targets and KPIs, consistently driving results through strategic account planning and disciplined execution.
• Continue education in sales skills or product knowledge.

Qualifications:

• Early-stage company building with at least 5 years of experience in enterprise sales and account management.
• Experience in, or exposure to, representing technology solutions for unified communications including Zoom, Webex, Microsoft Teams, RingCentral, or other collaboration technologies, including digital whiteboards, work/project management tools, etc.
• Experience in, or exposure to, representing technology solutions for compliance call recording, electronic communication archiving, insider risk, compliance surveillance, or data loss protection.
• Experience working with large, highly regulated organizations in industry verticals such as financial institutions.
• Desire to work in a dynamic, supportive, and highly accountable high-growth company with experience in “wearing multiple hats”.
• Driven and Accountable: willing to do the hard, foundational work of prospect and opportunity development while following a proven playbook for making our customers successful.
• Professional account management experience in prospecting, establishing, building, and managing relationships with customers including commercial agreements for subscriptions.
• Be a self-starter who thrives in an entrepreneurial environment, actively seeking opportunities and creating value for our customers.
• Possess a growth-oriented mindset with a passion for driving growth and a strong desire to contribute to the company’s expansion.
• Embrace change and pivot quickly, approaching challenges with a solution-oriented attitude.