Job Summary
At Wonderlic, we combine our science-based assessment background with the best talent to innovate the way modern pre-employment screening is leveraged by the recruiting industry. We expertly combine I/O psychology, machine learning, and artificial intelligence to ensure applicants find their best jobs. Wonderlic provides the most trusted, scientifically validated assessments for sophisticated HR teams looking to identify top applicants and accurately predict on-the-job performance potential.
Overview: As a Senior Account Manager, you'll be responsible for building healthy commercial relationships with key decision makers in our customer organizations and supporting them with buying decisions - i.e., renewals, upsells, license expansion, consulting services. You will work cross-functionally with Customer Success, Consulting, Marketing and others to support customer buying decisions. You'll serve as an ambassador for our brand and align the needs of our customers with our portfolio of assessment solutions and services. Coupled with your extensive understanding of our products and services, your hunger to emphasize value and outcomes realized and to grow customer accounts based on aligned needs will give you the competitive edge to be successful in this role.
In this role, you'll:
Develop quarterly renewal plans and actively manage your portfolio to achieve quota
Help build process, tools, playbooks, etc. for a newly-created account management function at Wonderlic
Deliver compelling customer presentations and demonstrations that expertly articulate our value propositions and how they support the customers' current and future objectives
Create and present proposals customized to your customer's unique requirements
Manage negotiations involving multiple stakeholders within HR, procurement, legal, and compliance
Listen carefully and hear customers needs and conduct ongoing research on their business and industry in order to anticipate specific questions or concerns
Demonstrate willingness to learn and understand real-world business cases for different customers that can be applied to future prospects
Organize and appropriately prioritize customer outreach and associated record-keeping
Acknowledge, connect, and thoughtfully engage with customers on a regular basis
Conduct demos in educating on solution mapping, tool usage and assessment results, and partnering closely with the Customer Success team in the process
Demonstrate willingness and ability to adapt to changing situations internally and externally
Continue to perform at high levels despite obstacles or roadblocks
Overcome customer objections to buying decisions
About you:
A track record of hitting and exceeding renewal and upsell quota
Use consultative, value-based selling approach to commercial conversations with existing customers
Ability to think and plan strategically with a customer with our products as solutions to their business needs and initiatives
Excellent verbal and written communication skills
Have a sharp focus on your goals and a belief that you daily, weekly and monthly activities will help achieve them
A skilled presenter with proven experience preparing and delivering compelling customer-focused demonstrations and proposals
An excellent negotiator who effectively balances opportunity value and time to close
A highly organized individual who can create and execute on a renewal process, and the ability to consistently leverage each stage to advance the renewal or upsell opportunity.
Able to set up repeatable processes that support a high volume of transactions
Experience collaborating across multiple internal teams to find efficient paths to successful and profitable customers
Can accurately make quarterly commits and projections
Qualifications:
3+ years experience in a quota-carrying role in B2B SaaS
2+ years HR Tech experience preferred
Full-cycle renewal management experience and handling complex deals
A track record of hitting and exceeding quota
High proficiency with Salesforce (2+ years)
You'll be measured on:
Quota attainment (% won renewal and upsell revenue to plan)
Activity and process adherence- Measures like outbound calls, emails, and activities with prospects
Reports To: Manager, Account Management
Affirmative Action Plan/Equal Employer Opportunity (AAP/EEO) Statement:
Wonderlic is proud to be an equal employment opportunity/affirmative action employer. Here, diversity is valued and celebrated, and is what makes us such a successful team. Wonderlic does not discriminate in employment on the basis of race, color, religion, gender, gender identity, pregnancy status, national origin, sexual orientation, marital status, disability, genetic information, age, parental status, military/veteran status, or any other factor protected by law.
