Account Manager, Enterprise

About G2 - Our People

G2 was founded to create a place where people will love to work. We strive to create meaning in work and provide more than just a job: a true calling. At the heart of our community and culture are our people. Our global G2 team comes from a wide range of backgrounds and experiences, and that’s what makes our G2 community strong and vibrant. We want everyone to bring their authentic selves to work, and we do this through our company and team events, our G2 Gives charitable initiatives, and our Employee Resource Groups (ERGs).

Our employee-led, leadership-supported ERGs celebrate the diversity of our team, foster inclusivity and belonging, and create a space to connect to each other. Through connections and understanding, we build a stronger and more dynamic global team and help every person reach their personal peak.

We support our employees by offering generous benefits, such as flexible work, ample parental leave, and unlimited PTO. Click here to learn more about our benefits.

About G2 - The Company

When you join G2, you join the global team behind the largest and most trusted software marketplace. Every month, 5.5 million people come to G2 to inform smarter software decisions based on honest peer reviews. Authenticity is our focus, and every day we help thousands of companies, and hundreds of employees, propel their potential. Ready for meaningful work that starts and ends with compassion and heart? You’ve come to the right place.

G2 is going through exciting growth! We’ve recently secured our Series D funding of $157 million, which will further allow us to grow and develop our product and people. Read about it here!

About The Role

The Account Manager will be responsible for maintaining and growing long-term relationships with our customers by providing them with solutions to meet their financial and service-oriented goals. You will be a quota-carrying teammate serving existing customers, and will lead all multi-threading activities and renewals by helping clients understand how G2’s solutions help marketing and sales teams to build their brand & generate demand for their products.

In This Role, You Will:

Lead the renewal process with existing clients for upsell and cross selling

• Drive expansion revenue by understanding & aligning G2 solutions to your client’s objectives
• Negotiate contracts and close agreements to maximize profits
• Create comprehensive sales plans that align G2 solutions with the specific objectives and growth strategies of each assigned client.
• Drive revenue through your book of business to ensure you deliver against customers' key performance metrics, with a strong emphasis on retention and growing your book of business to exceed goals
• Prospect and unlock expansion revenue by educating contacts about how G2’s Marketing Solutions can help grow their business
• This includes but is not limited to, multi-threading G2 solutions into existing processes and structures. Leaning heavily on our established partner ecosystem to identify opportunities

Maintain existing clients through proactive outreach and relationship building

• Build trust through relationships with key accounts and customer stakeholders - creating impactful and lasting relationships with executive sponsors in particular
• Develop and deliver concise sales presentations that integrate G2 into client strategies, both online and in-person when possible
• Manage a portfolio of accounts with an emphasis on multi-threading and prospecting into new teams to sell G2’s full suite of products
• Build and maintain your expertise in marketing strategy, planning, and tactics, including Account-Based Marketing (ABM), ROI methodologies, and Marketing & Sales Technology solutions
• Support onboarding, handoff and maintenance calls to ensure successful and long lasting partnership
• Work closely with Marketing, Sales, Product, Partnerships, and Customer Success teams to ensure a seamless and holistic approach to client engagement and satisfaction
• Advocate and support your customers through partnering with the appropriate internal resources: Customer Success Managers, Solutions Consultants, Customer Support, and the G2 Research Team to provide a world-class customer experience

Minimum Qualifications:

We realize applying for jobs can feel daunting at times. Even if you don’t check all the boxes in the job description, we encourage you to apply anyway.

• 8+ years of quota carrying sales or account management experience in a B2B environment
• A proven track record of high performance, and experience exceeding sales targets
• Experience running a full-cycle SaaS renewal process alone, including proven success with cross-sell and upsell, is a significant plus
• Experience presenting ideas, influencing decisions, and building strong executive-level relationships with c-level professionals
• Outstanding presentation and communication skills
• Ability to build rapport and collaborate with others within the company and externally
• Understanding of negotiation techniques and the ability to handle negotiations with a client-focused mindset
• The ability to learn quickly and work independently in a fast-paced environment
• Must be willing to travel (25%)

Our Commitment to Inclusivity and Diversity

At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here.

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