Senior Enterprise Account Manager

Iterable is the top-rated AI-powered customer engagement platform that helps organizations like Redfin, Priceline, Calm, and Box to activate customers with joyful interactions at scale. With Iterable, organizations drive high growth with individualized, harmonized and dynamic communications that engage customers throughout the entire lifecycle at the right time. Iterable’s data engine, ease of use, and flexible and open architecture makes it the best platform to close the data activation gap by bringing together customer data, ability to design the experiences, deliver them and optimize them. All in one platform. We’ve surpassed $150M in ARR and have raised more than $230M from top-tier investors like Index Ventures, Viking, and CRV. Nearly 1200 companies from over 50 countries around the world rely on us to captivate their many millions of users.

Iterable helps brands unlock growth in the digital era by enabling joyful customer experiences with individualized communications based real-time behavioral data, harmonized cross-channel communications based on customer lifecycle, and dynamic always-on journeys that adapt to customer signals. Our powerful customer communication platform helps marketers manage end-to-end customer engagement programs with enterprise-grade security, compliance and controls for their customers.

Iterable’s momentum grows daily and there has never been a more exciting time to join the team! We’ve been recognized as one of the Best Places to Work - SF for the past five years, recognized as one of Inc’s Best Workplaces and Fastest Growing Companies, and we were recognized on Forbes’ list of America’s Best Startup Employers in 2022. Notably, Iterable has also been listed on Wealthfront’s Career Launching Companies List and has held a top 10 ranking on the Top 25 Companies Where Women Want to Work.

We have a global presence with offices in San Francisco, New York, Denver, and London, and recently expanded our operations to Australia and New Zealand. Iterable’s reach extends worldwide, and we have remote employees across the globe. As we scale, we continue to live by our core four, founding values - Trust, Growth Mindset, Balance, and Humility. To understand the Iterable story, and learn more about our mission, explore our Culture and About Us page.

How You Will Make an Impact:

We are looking for a dynamic and accomplished Senior Enterprise Account Manager (SAM) to join our growing and talented team. As an Account Manager at Iterable, you will be instrumental in realizing the full potential of existing customer accounts through expansion and retention strategies. This position requires a deep understanding of our products and services to effectively renew, upsell, and cross-sell, ensuring our clients achieve their marketing objectives with our AI-enriched, no-code solutions.

This role demands a strategic approach to account management, particularly in navigating the complexities of global brands with multiple, often siloed, business units. Key responsibilities include renewal contract negotiation, identifying and negotiating expansion opportunities, developing strategic account plans, understanding the organizational structure within customer accounts, creating pricing proposals, and managing forecasts and pipelines. The Account Manager will work closely with our Customer Success team to continuously explore new ways to expand customer engagement and satisfaction. Your performance will be measured by key metrics including achieving target retention rates and surpassing expansion revenue goals, demonstrating your ability to effectively maintain and grow our client base.

This role is a potential path to a management opportunity in the Account Management org. As such SAMs will be expected to partner with the Senior Director, Account Management to refine playbooks and strategies.

How you will make a difference:

• Drive the entire renewal and expansion sales cycle, from pipeline management and pricing proposal creation to forecast management and final deal closure.
• Develop strategic account plans aligned with Iterable's goals and customer objectives, ensuring a high level of customer satisfaction and retention.
• Proactively introduce new products, new channels, and new services to customers, understanding their unique needs, and providing customized solutions.
• Execute win/win renewal negotiations to maximize contract value while protecting client relationships
• Collaborate closely with our Customer Success team and other internal departments to ensure a seamless and integrated customer experience.
• Map out and understand the structure of global, multi-brand customer accounts to identify potential new business units, regions, and use cases.
• Identify and engage with influencers and decision-makers within these business units, building strong relationships that foster trust and open up paths to expansion.
• Handle commercial inquiries and requests from customers, ensuring their needs are met promptly and effectively.
• Work with leadership to test and optimize strategies for customer engagement and revenue growth

We are looking for people who:

• Possess Relevant SaaS experience in Sales, Account Management or Customer Success
• At least 8 years of closing recurring revenue SaaS deals with Enterprise customers with business and technical stakeholders as a part of the buying process
• At least 5 years of experience selling to existing customers and driving successful contract renewals
• Experience working in martech specifically within customer retention technology (CRM) is required.
• Exceptional technical aptitude with a passion for understanding our technology and communicating its benefits to both technical and non-technical customers
• Demonstrate a strategic mindset, with the ability to map and understand complex organization structures of global, multi-brand companies.
• Can effectively connect Iterable's product capabilities with the customer's specific marketing challenges, demonstrating how our solutions can directly address and resolve these challenges.
• Can effectively connect Iterable's product capabilities with the customer's specific marketing challenges, demonstrating how our solutions can directly address and resolve these challenges.
• Can conduct strong discovery with customers to assess value and impact
• Utilize discovery findings to identify opportunities and quantify value across all the products and channels that Iterable offers to customers
• Shows strong ability to multi-thread customer stakeholders, not just during deals, but through the customer lifecycle
• Are seen as marketing experts by our clients, capable of guiding them through complex marketing landscapes and offering innovative, data-driven solutions to enhance their marketing efforts.
• Have a proven track record as a closer, confidently asking for business and discussing value and pricing.
• Are inherently trustworthy, earning the respect and trust of both customers and colleagues.
• Excel in problem-solving, demonstrating a proactive approach to overcoming challenges and achieving goals.
• Are service-oriented and willing to go the extra mile for their clients.
• Exhibit a proactive mindset, taking charge of the commercial plan and not waiting to take action.
• Demonstrate the ability to thrive in an agile, evolving environment
• Show a willingness to experiment and iterate quickly
• Have an awareness of the bigger picture into which our Account Management function fits within the Iterable plan for sustained success
• Are effective team players, collaborating well with others and prioritizing team success.

***There are 3 open positions for this role. One hire must be located in the greater Washington D.C. area and have experience selling to political senders.

Bonus points:

• Technical degree (Bachelors in Computer Science, Engineering, etc
• MBA
• Familiarity with enterprise email marketing and/or marketing automation solutions
• MEDDPICC, Value Selling, Command the Message Methodology

Perks & Benefits:

• Paid parental leave
• Competitive salaries, meaningful equity, & 401(k) plan
• Medical, dental, vision, & life insurance
• Balance Days (additional paid holidays)
• Fertility & Adoption Assistance
• Paid Sabbatical
• Flexible PTO
• Monthly Employee Wellness allowance
• Monthly Professional Development allowance
• Pre-tax commuter benefits
• Complete laptop workstation

The annual cash compensation for this role is $133,500 - $185,000 and includes annual base salary and target variable pay (actual payout is subject to the percentage attainment of specific sales goals). The total compensation package also includes equity, plus a range of benefits, including medical, dental, vision, and financial. In addition, we offer perks such as generous stipends for health & fitness and learning & development, among others.

Iterable is an Equal Employment Opportunity employer that proudly pursues and hires a diverse workforce. Iterable does not make hiring or employment decisions on the basis of race, color, religion or religious belief, ethnic or national origin, nationality, sex, gender, gender-identity, sexual orientation, disability, age, military or veteran status, or any other basis protected by applicable local, state, or federal laws or prohibited by Company policy. Iterable also strives for a healthy and safe workplace and strictly prohibits harassment of any kind. Pursuant to the San Francisco Fair Chance Ordinance and other similar state laws and local ordinances, and its internal policy, Iterable will also consider for employment qualified applicants with arrest and conviction records.