Enterprise Account Manager

About us:

Parabola is the spreadsheet alternative where you combine the data running throughout your company and create automated processes.

Pull in data from any source you can imagine—from scattered spreadsheets and tools, to emails and PDFs—and build logic that replicates the manual work you do every day. Use our canvas to combine and transform your data, and surface the results to the right people at the right time so you can do more with the data you rely on. In the process, you’ll codify the steps for every workflow you manage so they become repeatable, shareable, and usable for the whole team.

Create solutions for the problems you’ve always wanted to solve, and make your work more shareable and impactful along the way.

Parabola is proud to serve companies like Flexport, Sonos, Uber Freight, Brooklinen, and Chubbies and is backed by OpenView Partners, Matrix Partners, Thrive Capital and more.

About the role:

We sweat the small stuff to drive meaningful value for our customers and to help us expand our impact and bring Parabola to as many teams as possible, we're looking to grow our post-sales team!

Specifically, we're looking for an Enterprise Account Manager who resonates deeply with our mission and is excited to be in a founding role where they’ll have a chance to help us build the enterprise expansion playbook to support Parabola's ambitions and help us increase our impact within our amazing user community.

Our Enterprise Account Manager will work closely with our Head of Sales and the rest of our GTM org in building the foundation for what excellence in enterprise account management and enterprise account expansion looks like at Parabola. You will be a significant driver of revenue growth, evangelizing new Parabola use cases to teams who can benefit immensely from our platform. Our ideal candidate is curious, loves going deep on product, loves to sell and drive new revenue opportunities, and wants to build meaningful relationships with customers. They are thoughtful, organized, gritty and are comfortable engaging both technical and non-technical stakeholders in large organizations. If this is you, we’d love to chat!

What you'll be doing:

• Proactively drive and close expansion opportunities with current enterprise customers to consistently meet quarterly sales quotas.
• Cross-sell to new teams within our book of business by leading dialed discovery calls and demos with key stakeholders and end users, pitching relevant use cases that drive quantifiable business outcomes to drive expansion.
• Quarterback mutual action plans with cross-functional partners on our implementation team (at Parabola, this is our Launch team) to accelerate time to value & incremental revenue
• Share learnings from customer conversations with product, engineering, and design teams to drive meaningful value to our awesome customers.
• Manage contract renewals across your book of customers.
• Be the voice of the Enterprise customer base with our internally facing partners like Engineering, Product, and Marketing.

What we think you'll need to do it:

• 4+ years of SaaS closing experience working as an Account Executive or Account Manager focused on expansion, ideally in a fast-growing SaaS startup or modern tech company.
• Experience managing a high touch book of business of ~10-25 value accounts and skilled in navigating and closing complex, consultative upsells and cross-sells from prospecting to close.
• More important than years of experience, you’re a fast learner and you excel in environments with ambiguous, challenging problems. We're happy to tailor scope, compensation, and title on experience!
• Commercially skilled, customer obsessed. Enough said?! You know how to think critically about expanding the value your customers see from the product which results in increasing the value of the customer to the organization. Customer experience is a priority.
• Cross-functional champion. Teammates you and your customers reply on sing your praises. They are doing the opposite of rolling their eyes when they see your ping, they are singing your praises and excited to support you because of the respect and partnership you’ve shown.
• Strong written and verbal communication skills to build trust with executives and navigate complex organizations.
• Experience learning new tools, processes and building things from scratch.
• Excited to work out of our NYC or San Francisco office 3-4 days a week.
• A growth mindset. You are self-aware and constantly looking for ways to grow and learn. You'll bring that excitement about growth to the company.
• Product pro. You strive to be an expert in your product and pride yourself in solving customer problems. You might even know your way around a spreadsheet.
• Pride in your craft. You are organized and thoughtful and have a strong work ethic. You care about your work and the humans you work with - internally and with customers.
• Build customer trust. Customers describe you as an extension of their team and could not imagine NOT working with you.
• You are you. You are unique. You bring something great and uniquely awesome to the team. You are proud of who you are and you care about fostering an environment that is inclusive and caring.

OTE Range: $210,000-$260,000

This OTE range represents the minimum and maximum for this role based in San Francisco or New York City. The OTE given for this position is dependent on multiple factors, including years of experience, interview performance and anticipated responsibilities of the role. Our OTE is one component of Parabola’s competitive total package, which also includes equity and premium health and wellness benefits.