Senior Enterprise Advocate (Remote)

At Appfire, we believe that great work happens when people get to choose how they work. After 20 years of creating software that empowers teams to break silos and collaborate seamlessly, we've learned that one size does not fit all. That’s why at Appfire, you choose. 

Choose to work where you thrive: Whether from home, in one of our offices, or while exploring the world, you decide where you’re most productive. From hardware and software to access to two decades of collective wisdom on working effectively in a remote-first company, we’ve got you covered.

Choose to balance your life without compromise: Plan your workday around your needs and what matters most to you. Enjoy flexible time off without the hassle of complicated approvals. From day one, we trust you to deliver quality work without sacrificing your personal life, hobbies, loved ones, and well-being.

Choose to grow on your terms: Take charge of your professional growth with access to online learning platforms, facilitated training, leadership programs, and internal hackathons. Collaborate with a global team to gain fresh perspectives. When you're ready for a new challenge, our internal mobility program is here to support your journey.

No one knows you better than you do. So join us and customize your experience. Choose how you want to work. Choose Appfire.

 

About the role

We are looking for an experienced enterprise account manager to orchestrate exceptional software buying experiences for our top customers, inline with our frictionless, partner-led GTM motion.  What does that mean?  It means that your biggest wins happen when our customers and partners win, not just when we make a sale.  This is not a commissioned sales role, but it is a revenue generating role that obsesses over creating exceptional, durable customer outcomes.  You will be a critical member of our Channel team, directly supporting an enterprise book of business made up of our top Atlassian customers, which are increasingly seeking direct relationships with Appfire to optimize their multi-app procurement and support initiatives.  While we are eager to support these customers’ desires to work with us directly, we are not a service provider, so you will use our available internal teams and programs to drive growth, but there will also be times that the biggest win for a customer involves passing them over to one of our exceptional partners.  Ecosystems are a team sport, and you’re the ultimate team player, equally as comfortable talking about expansion opportunities as you are about how to solve deep, technical challenges with Appfire products.  

Your everyday tasks will include:

• Partner with our Solutions team to drive customer discovery to understand the customer's current state, what business problems they want to solve, and map back to Appfire products, platforms and solutions that will get them where they need to be
• Listen for and identify additional opportunities for cross-product/solution expansion, whether direct or through partners
• Investigate, discover, assess, and document client pain points for the benefit of internal and partner teams in their follow up and support efforts.  This will include selling the power of partners and (in some cases) handing a sales cycle over to a selected, qualified partner 
• Coordinate complex vendor qualification and registration processes on behalf of Appfire, often liaising across Legal, InfoSec, IT Ops and others to establish Appfire as a preferred vendor in our top customer’s procurement environments
• Handle high-profile support issues and escalations, working seamlessly across customer support, product, and engineering teams to provide customers with clear communication and comprehensive solutions 
• Be a product expert of Appfire software throughout a customer’s lifecycle, articulating and showing the customer the value of the software and how it can change their way of working
• Have a broad understanding of full Appfire product and solution offerings and paint a compelling story of how they work together to unlock the power of planning and delivering your best work
• Lead compelling value-based demonstrations, both standard and customized, often in collaboration with internal and external teams
• Understand, lead, and guide the customer's technical needs in the sales process to gain buy-in from the customer on Appfire being the right decision
• Understand, track and document product feedback and competitive intelligence from customers and advocate for the development internally by documenting and sharing with product management
• Continuously learn, develop and refine your pre-sales and product, solution and platform offering knowledge and sales processes and Appfire products progress

Skills and experience you'll need to succeed:

• 5+ years of experience in account management, inside sales or customer success teams focused on Enterprise customers
• Experience in technical (i.e., software) sales, account management or customer success
• Experience managing strategic sales cycles
• Experience works in partner/ecosystem GTM models preferred
• Experience forecasting revenue
• Experience in using CRM and analytics tools
• Ability to balance multiple projects/initiatives running concurrently, effectively multi-tasking while working with cross-functional teams

Beyond the resume skills that match our culture and this role:

• You are dedicated to elevating client and co-worker experiences, knowing that exceptional work centers on serving others.
• You adapt swiftly to new business demands, understanding that change fuels collective and individual growth.
• You excel in communication, effectively connecting in remote/hybrid environments using tools like Slack, Zoom, and G Suite and through occasional in-person events.

We offer:

Financial benefits

• Every Appfire employee is eligible for company equity.
• 401(k) Matching Component.

Skills development benefits

• Access to the Appfire University learning platform – a hub of knowledge, interactive resources, and engaging instructor-led courses designed to fuel your learning journey with unparalleled depth and accessibility.

PTO, health & well-being

• 10 paid holidays + Flexible PTO – no set number of days that you must take in a year.
• 100% company-paid health insurance.
• 50/50 split dental and vision insurance.

Volunteering

• 3 fully paid days each year to participate in Appfire Town, Appfire’s Corporate Social Responsibility (CSR) Program.

Other

• Flexible Spending Accounts.
• Mobile phone and Internet stipend.

#LI-Remote

About Appfire

A people-first approach to business

Since its inception, Appfire has been a remote-first company. With 800+ employees (who we call fireflies) across 27 countries, we foster an environment where everyone is respected. We invest in team members by ensuring they grow professionally and personally.

Watch Appfire's Co-founder and CEO Randall Ward talk about his people-first leadership philosophy: https://youtu.be/GXuChQzzowI

Making an impact

At Appfire, corporate social responsibility is driven by team members, family, friends, customers, and partners through Appfire Town. This program brings people together to generate a strong social impact in our local and global communities.

Our CEO believes being philanthropic is integral to operating our business and is not merely the result of our success. In 2015, Appfire joined the Pledge 1% network of organizations committed to philanthropy. Appfire has since grown our Pledge 1% program to include all four pledge types — product, profit, equity, and employee time. We were among the first to do this, and we’re proud that Pledge 1% is part of our evolution.

Our business

Appfire has been profitable since its inception, with best-in-class free cash flow margins relative to the broader SaaS universe. The company's mission to equip and connect every team so they can plan and deliver their best work has proven successful, producing consistent year-over-year (YoY) growth – with Appfire growing from $10M ARR in 2019 to $200M ARR in 2023. 

What’s our secret sauce?

1. We follow teams. We do our research and build software that solves real-life collaboration challenges while being easy to implement and a joy to use. We’re proud to support over 20,000 customers and growing, including 55% of the Fortune 500. From the entertainment delivered by Netflix to the devices crafted by Samsung, and Dell Technologies and the financial transactions handled by Visa, Edward Jones, and US Bank, Appfire’s technology is indispensable. Our products also play a pivotal role in streamlining operations and fostering innovation at companies like Tesla and significant institutions such as NASA, Boeing, and many more. 
2. We enhance. We don’t compete. Our software is designed to give developers, knowledge workers, and teams the ability to extend and get greater value from the platforms they’ve invested in and enjoy. So far, our solutions extend and enhance the capabilities offered by Atlassian, Microsoft, monday.com, and Salesforce. 
3. We build bridges and invest in our partners. Appfire's success is underscored by the fact that the company has no direct sales team and instead leverages its channel program as its primary path to market. Today, Appfire has a dedicated Channel team supporting 700+ channel partners.
4. We make security and privacy a priority, but we also keep it simple for our customers. We’ve achieved International Organization for Standardization (ISO) 27001 and ISO 27017 and System and Organization Controls (SOC) SOC 2, Type I and SOC 2, Type II certifications. In 2022, we launched our award-winning Appfire Trust Center, offering our customers, partners, and prospects the latest security, privacy, and compliance information, including pre-completed questionnaires (CAIQ, SIG, and VSA) with an accelerated NDA process and just one EULA to cover it all.

Market recognition

Appfire has been consistently recognized for company growth, culture, corporate social responsibility, and product excellence and has been included among the Deloitte Technology Fast 500, Inc. Best Workplaces, BuiltIn Best Places to Work, and Inc. 5000. Learn more about our accomplishments, which would not be possible without our team members, partners, and customers: https://appfire.com/awards.

Read about Appfire's continuous growth and mission to equip and connect every team so they can plan and deliver their best work: https://appfire.com/newsroom/Appfire-Exceeds-200M-in-ARR-Signaling-Growing-Demand