Account Manager

Title: Account Manager

Date: November 2024

Function: Sales

Reports to: Manager, Customer Development

 

Position Summary:

The Account Manager is responsible for driving revenue growth within our existing customer base. The successful candidate will develop strong relationships with key decision-makers, identify new sales opportunities, and expand our footprint within current accounts. Additional responsibility includes negotiating and supervising outreach and sales activities. Providing feedback and suggestions to improve customer satisfaction, maximize retention, and to increase the ROI of the clients in the industry.

Key Responsibilities:

• Own and execute growth strategies within existing customer accounts to achieve revenue targets. This includes present, pitch and negotiating new users, add-ons, or package upgrades.
• Develop and maintain strong relationships with key decision-makers, influencers, and users.
• Conduct regular business reviews, analyze customer needs, and present tailored solutions to help customers achieve their goals.
• Identify and pursue new sales opportunities, upsells, and cross-sells within the existing customer base.
• Develop and manage account plans, including customer profiling, SWOT analysis, and sales strategies.
• Collaborate with internal stakeholders (e.g., Customer Experience, Sales, Marketing, Product) to ensure alignment and effective support.
• Play a pivotal role with package conversations by building out proposal documents/decks, running proposal review/pitch calls and closing related growth opportunities. This will include fielding and addressing price/package objections and escalating as required.
• Run outbound efforts as needed to assist with growth lead generation. This will include outbound calls and emails.
• Negotiate and close deals, ensuring optimal pricing and terms.
• Provide exceptional customer service, addressing concerns and resolving issues promptly.
• Continuously monitor customer satisfaction, identifying areas for improvement.
• Build and track the ongoing pipeline of opportunities within Salesforce and assist as needed to forecast growth revenue.
• Stay up to date on industry trends, market developments, and competitor activity.

Skills and Experience Needed:

• Bachelor’s degree in business administration, Marketing, or related field
• 3-5 years of experience in Account Management or Sales, preferably in a B2B environment, SaaS industry
• 3-5 years of experience setting and conducting in-person, phone, and video calls/presentations.
• Proven knowledge and execution of successful sales and business development strategies.
• Proven track record of consistently meeting or exceeding sales targets.
• Excellent communication, interpersonal, and negotiation skills.
• Strategic thinking and problem-solving abilities.
• Strong proficiency in MS Office Suite and experience with CRM software (e.g., Salesforce, ZoomInfo and ChurnZero).

Competencies:

Accountability

Adaptability

Business Acumen

Collaboration

Customer Focus

Dealing w/Ambiguity

Decision Making

Initiating Action

Planning and Organizing

Technical/Professional Knowledge/Skills

 

 

About the company:

Boards set the standard for what organizations can achieve. At OnBoard, our board management software helps boards function at a higher level so every organization can make a bigger difference in the world.

Launched in 2011, today, OnBoard serves as the board intelligence platform for more than 5,000 organizations and their 12,000 boards and committees in 60 countries worldwide. With customers in higher education, nonprofit, healthcare systems, government, and enterprise business, OnBoard is the leading board management provider.

Passageways, doing business as OnBoard, has grown from a class project at Purdue University in West Lafayette, Indiana in 2003 into the world’s leading board management software platform today. With a recent $100 million investment from JMI Equity and our recent purchase of meeting management software company eSCRIBE, we’re poised to grow to even greater heights.

 

Diversity Statement - Culture of Togetherness: 

At OnBoard, our mission is to encourage and celebrate a culture of togetherness. We acknowledge that uniqueness is powerful, and we welcome, foster, and appreciate all. Diversity, Equity, and Inclusiveness fuel the Pathfinder atmosphere and all our efforts. Our power is in our people and we Pledge 1% to give back to our communities and across the globe. 

OnBoard is an equal opportunity employer and committed to a diverse and inclusive working environment. OnBoard does not discriminate based on race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation please email peopleops@passageways.com.