What this job can offer you

The opportunity to manage the entire sales cycle, from identifying new expansion opportunities to executing upsell and cross-sell strategies. Present Remote’s suite of services to existing customers, creating pathways for upselling solutions and ensuring the completion of the business cycle. This position is an opportunity to own and nurture customer relationships, stay in frequent contact, and build strategic partnerships.

As a key player, you'll not only understand but also design solutions tailored to the unique communication needs of small and mid-sized businesses. Take charge of customer retention initiatives, participating in strategic events to deepen relationships. Collaborate seamlessly with cross-functional teams, ensuring the success of our customers in every aspect. This role offers a multifaceted experience, allowing you to make a lasting impact on customer satisfaction and business growth.

What you bring

• Demonstrated ability in growing existing accounts, driving net new expansion bookings within customer accounts as well as upselling/cross selling opportunities within accounts
• Success in building key customer relationships across different levels of personas, including key decision makers and champions to be able to drive successful client outcomes, grow accounts and drive revenue outcomes
• Maintain consistent communication with key customer contacts and advocates on their needs as well as eliciting feedback on our products and services on how we can improve and support them further
• Ability to create and execute sales play to constantly grow revenue per account
• Able to create, execute and adapt proactive client strategies to achieve goals
• Confidently develop pipeline, forecast outcomes and provide accurate reporting data
• Strong knowledge of sales processes
• Ability to learn complex solutions and eager to constantly develop new skills and competencies
• Understanding of Remote’s services and its position in the industry
• 2+ years of Account Management experience preferable, or related SaaS sales experience
• Excellent verbal and written communication skills
• Business fluency in English & Mandarin or Korean are essential.
• Highly self-motivated with ambitions to be in a closing role
• Self-directed and able to work independently and as an active member of the team
• Resilience and perseverance with a positive attitude
• Able to perform under pressure
• Strong business acumen
• High level of integrity and work ethic
• Efficient in multitasking, prioritization, and time management
• Customer obsessed and clear desire to be in a customer facing role

Key Responsibilities 

• Meet and exceed sales quota based on role level and manage the entire sales cycle
• Identify new expansion, upsell and cross-sell business opportunities and push through the sales motion and cycle
• Presentation to existing customers on Remote’s suite of services and create opportunities from existing customers to upsell solutions
• Own the customer relationship and complete the cycle from sale to business completion
• Remain in frequent contact with the customers and build strategic and partnership based customer relationships
• Understands the communication needs of small and mid-sized business customers, and designs solutions to meet those unique business needs
• Generates customer retention initiatives and participates in key strategic events to nurture customer relationships
• Work with other cross-functional teams to ensure customer success

Practicals

• You'll report to: VP of Sales - APAC
• Team: Sales
• Location: We can hire anywhere in the world, with candidates from APAC being prioritized due to business needs.
• Start date: As soon as possible

Remote Compensation Philosophy

Remote's Total Rewards philosophy is to ensure fair, unbiased compensation and fair equitypayalong with competitive benefits in all locations in which we operate. We do not agree to or encourage cheap-labor practices and therefore we ensure to pay above in-location rates. We hope to inspire other companies to support global talent-hiring and bring local wealth to developing countries.

At first glance our salary bands seem quite wide - here is some context. At Remote we have international operations and a globally distributed workforce.  We use geo ranges to consider geographic pay differentials as part of our global compensation strategy to remain competitive in various markets while we hiring globally.

[This is a non-exempt position]. The base salary range for this full-time position is $43,004 USD to $112,769 USD. Our salary ranges are determined by role, level and location, and our job titles may span more than one career level. The actual base pay for the successful candidate in this role is dependent upon many factors such as location, transferable or job-related skills, work experience, relevant training, business needs, and market demands. The base salary range may be subject to change.

Application process

1. Interview with recruiter
2. Interview with VP, Sales
3. Interview with team member or Sales Manager
4. Prior employment verification check 

Let’s face it, a company whose mission is human transformation better have some fresh thinking about the employer/employee relationship.

We do. We can’t cram it all in here, but you’ll start noticing it from the first interview.

Even our candidate experience is different. And when you get an offer from us (and accept it), you get way more than a paycheck. You get a personal BetterUp Coach, a development plan, a trained and coached manager, the most amazing team you’ve ever met (yes, each with their own personal BetterUp Coach), and most importantly, work that matters.

This makes for a remarkably focused and fulfilling work experience. Frankly, it’s not for everyone. But for people with fire in their belly, it’s a game-changing, career-defining, soul-lifting move.

Join us and we promise you the most intense and fulfilling years of your career, doing life-changing work in a fun, inventive, soulful culture.

If that sounds exciting—and the job description below feels like a fit—we really should start talking. 

What you’ll do:

Drive Account Strategy and Growth

• Develop account strategy in close conversation with customer executives and BetterUp leadership.
• Own expansion and renewal targets for named accounts.
• Develop new relationships in strategic accounts through prospecting, networking, and partnership with BetterUp marketing team.
• Lead commercial conversations with customers, ensuring end to end success of the contracting process.

Generate and Nurture Enduring Customer Relationships

• Navigate complex, matrixed organizations and identify champions internally. 
• Consult and coach customers on Talent and HR strategy and demonstrate how BetterUp aligns to our customer’s business objectives.
• Serve as a primary point of contact to drive member engagement and demonstrable results.

Internal Relationship Building and Management

• Expert level internal cross-functional collaboration
• Work with the post-sales team, CSM, DM, to ensure optimal communications and alignment including collaboration on account strategy, account opportunities, politics, stakeholder identification, member utilization and adoption. Has the ability to keenly listen to the client and identify risks and opportunities with members and swiftly communicate to the BU account team 
• Collaborate with the BU Product and Engineering teams; follow processes and procedures when it comes to client asks. Roadmap prioritization. On the inverse, work with products to get them the beta customers they need. 

If you have some or all of the following, please apply:

• Minimum of 10 years sales experience, with 5+ years of enterprise consultative selling
• Experience selling to CXOs at Fortune 500+
• Track record of over-achieving, consistently ranking in the top 10-20% of the company
• Experience personally leading and closing 6+ month, multi-buyer, $1M+ deals
• An unrelenting drive to learn, succeed and lead by example
• Prior experience selling into CHRO and Heads of L&D/Talent/Transformation work (ideal, not required)
• Exceptional executive presence (selling to CXO), compelling written and verbal communication
• High emotional intelligence (EQ) that drives empathy, strong influence, negotiation, and problem-solving
• Process-driven, meticulously organized and self-motivated
• Technical proficiency and specifically skilled using Salesforce to manage sales cycles
• Ability to adapt and iterate on your sales motion in a startup selling environment

Benefits:

At BetterUp, we are committed to living out our mission every day and that starts with providing benefits that allow our employees to care for themselves, support their families, and give back to their community. 

• Access to BetterUp coaching; one for you and one for a friend or family member 
• A competitive compensation plan with opportunity for advancement
• Medical, dental and vision insurance
• Flexible paid time off
• Per year: 
• All federal/statutory holidays observed
• 4 BetterUp Inner Work days (https://www.betterup.co/inner-work)
• 5 Volunteer Days to give back
• Learning and Development stipend
• Company wide Summer & Winter breaks 
• Year-round charitable contribution of your choice on behalf of BetterUp
• 401(k) self contribution

We are dedicated to building diverse teams that fuel an authentic workplace and sense of belonging for each and every employee. We know applying for a job can be intimidating, please don’t hesitate to reach out — we encourage everyone interested in joining us to apply.

BetterUp Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, disability, genetics, gender, sexual orientation, age, marital status, veteran status. In addition to federal law requirements, BetterUp Inc. complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

At BetterUp, we compensate our employees fairly for their work. Base salary is determined by job-related experience, education/training, residence location, as well as market indicators. The range below is representative of base salary only and does not include equity, sales bonus plans (when applicable) and benefits. This range may be modified in the future.

The base salary range for this role is $124,880 – $226,000.

If you live in New York, the base salary range for this role is: 
$154,000 – $226,000: New York City
$133,000 – $199,560: Nassau, Newburgh
$124,880 – $187,320: Albany, Buffalo, Rochester, Syracuse

We value your privacy. Your personal data will be processed in accordance with ourPrivacy Policy. If you have any questions about the privacy of your personal data or your rights with regards to your personal data, please reach out to support@betterup.co

#LI-Remote

About the Team

Our Platform Account Development team is responsible for the adoption and growth of Platform solutions with our hundreds of thousands of SMB restaurants in the US (SMB defined as =< 150 locations). This sales team partners with our Account Management team to understand the first party (i.e. online ordering) growth goals of our restaurant customers and tailors our many solutions to meet their needs.

About the Role

As a Senior Manager on the Platform Account Development team, you will be responsible for leading front line managers, driving the  sales performance that is the main input to our SMB platform volume goals. You do this through hiring, developing, and performance managing great talent, building an inclusive and motivating work environment, and working with our S&O and Product partners to build the optimal customer experience. You will report to our Director of Platform Account Development in our SMB Sales organization. 

We expect this role to be flexible in terms of time spent remote and in-office with the ability to travel as needed for in-person collaboration through trainings, offsites, team-building events, and other business related necessity.

You’re excited about this opportunity because you will…

• Be an integral leader driving results for a top company priority. DoorDash built our lead in restaurant selection through a cohesive and scaled sales effort. As more merchants join our Marketplace, our opportunity to grow our Platform business grows too. This role will lead the charge in new Platform adoption growth across SMB restaurants. 
• Build a high performing sales team. We have lofty goals and a team of sellers excited to make an impact. You will connect the dots between the two, scaling learnings and driving a high performance culture.
• Learn from the front to enhance our customers’ and employees’ experiences. While guiding across many functions, our leaders remain as customer obsessed as our front line sellers. As a platform AD leader, you will leverage your own learnings from conversations with merchants as well as scaled learnings from the team to build better processes and programs that help make our merchants’ and peoples’ lives easier.
• See around corners for the team. Whether planning for the next quarter, for the next year with new products, or for several years down with new organizations, this role will be responsible for helping to shepherd our Platform Account Development team into the future. 

We’re excited about you because…

• You’re a high achieving sales leader. You have built and executed pipeline strategies. You know how to coach front line leaders and lean on your customer obsession to regularly meet with prospects, both to understand and resolve their pain points at an individual level and to create system-wide solutions.
• You are a great people leader. You are energized by building programs to develop and grow your people and their people, you take pride in making room at the table to improve low engagement teams, and you are accustomed to working with our people business partners to ensure we’re maximizing performance and engagement simultaneously.
• You find and lead 0 to 1 opportunities. We are constantly enhancing existing products and introducing new products to our suite of Platform services. We are looking for someone who loves to get to the lowest level of detail to find product-market fit and scale small businesses within large organizations.
• You look for the win win wins. The scale of our ambition is great and we look to our leaders to balance unbridled optimism in finding the wins for our customers, their team, DoorDash and truth-seeking challenger mindset to guide the team towards those wins. 

About DoorDash

At DoorDash, our mission to empower local economies shapes how our team members move quickly, learn, and reiterate in order to make impactful decisions that display empathy for our range of users—from Dashers to merchant partners to consumers. We are a technology and logistics company that started with door-to-door delivery, and we are looking for team members who can help us go from a company that is known for delivering food to a company that people turn to for any and all goods.

DoorDash is growing rapidly and changing constantly, which gives our team members the opportunity to share their unique perspectives, solve new challenges, and own their careers. We're committed to supporting employees’ happiness, healthiness, and overall well-being by providing comprehensive benefits and perks including premium healthcare, wellness expense reimbursement, paid parental leave and more.

Our Commitment to Diversity and Inclusion

We’re committed to growing and empowering a more inclusive community within our company, industry, and cities. That’s why we hire and cultivate diverse teams of people from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has room at the table and the tools, resources, and opportunity to excel.

Statement of Non-Discrimination: In keeping with our beliefs and goals, no employee or applicant will face discrimination or harassment based on: race, color, ancestry, national origin, religion, age, gender, marital/domestic partner status, sexual orientation, gender identity or expression, disability status, or veteran status. Above and beyond discrimination and harassment based on “protected categories,” we also strive to prevent other subtler forms of inappropriate behavior (i.e., stereotyping) from ever gaining a foothold in our office. Whether blatant or hidden, barriers to success have no place at DoorDash. We value a diverse workforce – people who identify as women, non-binary or gender non-conforming, LGBTQIA+, American Indian or Native Alaskan, Black or African American, Hispanic or Latinx, Native Hawaiian or Other Pacific Islander, differently-abled, caretakers and parents, and veterans are strongly encouraged to apply. Thank you to the Level Playing Field Institute for this statement of non-discrimination.

Pursuant to the San Francisco Fair Chance Ordinance, Los Angeles Fair Chance Initiative for Hiring Ordinance, and any other state or local hiring regulations, we will consider for employment any qualified applicant, including those with arrest and conviction records, in a manner consistent with the applicable regulation.

If you need any accommodations, please inform your recruiting contact upon initial connection.

Compensation

The location-specific base salary range for this position is listed below.  Compensation in other geographies may vary.

Actual compensation within the pay range will be decided based on factors including, but not limited to, skills, prior relevant experience, and specific work location.  For roles that are available to be filled remotely, base salary is localized according to employee work location.  Please discuss your intended work location with your recruiter for more information.

DoorDash cares about you and your overall well-being, and that’s why we offer a comprehensive benefits package, for full-time employees, that includes healthcare benefits, a 401(k) plan including an employer match, short-term and long-term disability coverage, basic life insurance, wellbeing benefits, paid time off, paid parental leave, and several paid holidays, among others.

The estimated pay range for this position represents total on-target earnings (including base salary and on target incentive pay). In addition, the compensation package for this role also includes opportunities for equity grants.

We expect this position to be filled by 6/21/2024.

We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on August 21, 2023.

Please see the independent bias audit report covering our use of Covey here.

The Account Manager is equal parts relationship management, sales, and client satisfaction. You will be responsible for owning a portfolio of accounts, executing renewals contracts, and upsell opportunities. We believe that keeping our existing customers is equally as important as acquiring new ones. This role will manage an assigned set of customers with a focus on maintaining and growing renewal rates and establishing relationships with a focus on retention and identification of upsell and expansion opportunities. You will work with the Sales and Customer Success teams to identify growth opportunities and provide insights that improve future outcomes. You not only ensure our customers are set up for success, but also maximize the total revenue. 

Your ability to clearly articulate our value proposition, sustain and renew subscriptions, resolve customer issues/problems, and effectively manage your time will be well rewarded.

What you will do

• Own the renewals process and collaborate with internal resources (Customer Success, Account Executives, Sales Ops…) to develop comprehensive 'win' strategies for renewals
• Develop and execute negotiation strategies for medium and large account renewals that maximize contract value while protecting and enhancing customer trust
• Identify customer requirements, uncover roadblocks, and demonstrate strong account management and commercial capabilities to drive renewal to on-time closure
• Develop innovative ways to retain escalated clients and provide them with viable renewal options, including but not limited to negotiating pricing and/or contract duration
• Identify cross-sell/up-sell opportunities and make them happen
• Responsible for creation of renewal order forms and proposals 
• Leverage Salesforce & Clari to maintain an accurate pipeline and forecast

What we look for in you

• Experience in sales, account management, or account expansion 
• Native German and fluent in English is a must
• A minimum of 3+ years of relevant SaaS work experience
• Strong business acumen and ability to analyze data to address customer situations
• Excellent communication/presentation skills and ability to build relationships
• Organizational and time-management skills
• Self-starter, eager to learn and not afraid to seek out expertise of others around you to adapt and perfect your work. Flexibility to work independently and within a team environment
• Knowledge of market research and negotiating principles

Bonus points

• Experience in a high growth company
• Bachelor degree in Economics, Marketing, or similar

What we offer

• A competitive incentivised OTE (On-Target-Earnings) with uncapped commission and good accelerators.
• A great career trajectory.
• An amazing team with 20+ nationalities
• Eager to learn?! We have a Personal Learning & Development Budget to help you develop all the skills you need to succeed. 
• Phone & Home Internet reimbursement every month. 
• 30 days of annual leave and 2 Mental Health Days, which brings you to 32 paid holidays per year.
• Laptop for work purposes.
• Sabbatical Program – 1 month paid leave at 3, 5, 10 year tenure
• Budget for setting up your Home-Office. 
• Oh and don’t forget about our Beekeeper Stock options!

Who we are

Beekeeper believes in the potential of every single employee. That’s why we’ve built the essential platform for frontline workers. We help organisations digitally enable their frontline, to boost productivity, quality and safety, and be more agile.

At Beekeeper, we celebrate diversity! All qualified applications will receive consideration for employment regardless of race, colour, ancestry, religion, nationality, sexual orientation, age, citizenship, marital status, disability or gender identity. We are committed to ensuring a smooth application process for all candidates. If you require accommodations due to a disability, please reach out to jobs@beekeeper.io, and our team will be more than happy to assist you. 

Please know that you are not required to share your nationality, age or a picture of you on the CV! We are looking forward to your application ????!