The Role

As an Enterprise Client Success Manager, you own Modern Health’s large-scale employer relationships from launch through contract renewal. You are responsible for partnering with Fortune 100 companies to drive product adoption and engagement, and over time client retention and growth. You partner closely with senior HR executives and business leaders, serving as product expert, strategic consultant, and mental health champion. Your partnership with Modern Health’s clients and internal product team allows us to continually improve the functionality and benefits of the platform.  

This role reports to the Sr. Manager of Client Success. Ideal candidates have prior experience managing large-scale client relationships, and are comfortable analyzing data and using it to make strategic and consultative recommendations. We’re looking for someone who is excited to positively impact the lives of millions in a highly visible role.

We’re only considering candidates in the Pacific and Mountain time zone for this role.This position is not eligible to be performed in Hawaii.

What You’ll Do

• Manage a portfolio of Enterprise Accounts, serving as the face of Modern Health for our highest priority customers
• Build and manage relationships with a broad range of global stakeholders including Benefit Managers, HR Executives, and consultants
• Partner with clients to define and execute a custom program strategy for Modern Health that integrates within their broader benefit offerings
• Convert these clients into Modern Health champions, leveraging their success for references and case studies
• Strategically uses data and insights to guide decision making using storytelling and make actionable recommendations that inform the growth and long-term success of the partnership
• Use account data in Looker and Salesforce to understand and diagnose client health and opportunity/risk
• Drive success in tangible metrics (e.g. improved wellness outcomes, benefits, retention and renewals, or product expansion)
• Collaborate cross-functionally with Product, Operations, Sales, and Clinical Care to advocate for clients and drive successful adoption of Modern Health

Who You Are

• 5+ years’ experience managing relationships or selling to HR leaders or clients within the B2B tech. Learning & development, and/or employer benefit space preferred
• Strong interpersonal, relationship-building and listening skills, and a proven track record of success with strategic accounts 
• Ability to leverage data, storytelling and make actionable recommendations
• Engaging presentation skills, and a desire to lead projects with high visibility
• Excitement for tackling and building processes around new challenges: you enjoy problem-solving, have a keen attention to detail, and are motivated to drive ongoing team improvement
• The flexibility and agility to work cross-functionally in a fast-paced environment with a sense of urgency and demonstrated initiative and independence
• A sincere interest in and empathy for your clients and co-workers
• Passion for our mission and understanding of the healthcare/benefits space 
• Intellectually curious and a fast learner
• Ability to influence functional projects and advise leadership regularly

Benefits

Fundamentals:

• Medical / Dental / Vision / Disability / Life Insurance 
• High Deductible Health Plan with Health Savings Account (HSA) option
• Flexible Spending Account (FSA)
• Access to coaches and therapists through Modern Health's platform
• Generous Time Off 
• Company-wide Collective Pause Days 

Family Support:

• Parental Leave Policy 
• Family Forming Benefit through Carrot
• Family Assistance Benefit through UrbanSitter

Professional Development:

• Professional Development Stipend

Financial Wellness:

• 401k
• Financial Planning Benefit through Origin

But wait there’s more…! 

• Annual Wellness Stipend to use on items that promote your overall well being 
• New Hire Stipend to help cover work-from-home setup costs
• ModSquad Community: Virtual events like active ERGs, holiday themed activities, team-building events and more
• Monthly Cell Phone Reimbursement

THE COMPANY:

Juul Labs’ mission is to impact the lives of the world’s one billion adult smokers by eliminating combustible cigarettes. We have the opportunity to address one of the world’s most intractable challenges through a commitment to exceptional quality, research, design, and innovation. Backed by leading technology investors, we are committed to the same excellence when it comes to hiring great talent.

We are a diverse team that is united by this common purpose and we are hiring the world’s best engineers, scientists, designers, product managers, operations experts, and customer service and business professionals. If the opportunity to build your career at one of the fastest growing companies is compelling, read on for more details.

Must Live in Territory

ROLE AND RESPONSIBILITIES:

• Manage sales and distribution within a given geography, including merchandising
• Responsibly sell company initiatives to retail partners including promotions, inventory management, and pricing strategies
• Sell/execute the 4Ps of presence, pricing, promotion, and product to customers and adult nicotine consumers
• Develop a local strategy and business plan for meeting individualized territory objectives, including identifying, analyzing, prioritizing, and targeting existing and potential retail outlets within the geographic territory for product sales opportunities
• Consult with and advise retail partners on category management and business analytics to help improve the performance of their business
• Develop innovative ways to improve business performance through data analysis, brand marketing, product placement, and pre-call planning
• Develop and/or utilize systems to track, measure, and analyze progress against key initiatives and other business metrics
• Grow leadership potential through ongoing training and impactful experiences
• Utilize analytic tools to evaluate market opportunities and impact business performance and results
• Successfully execute all account management responsibilities in all assigned chain and distribution headquarters accounts

PERSONAL AND PROFESSIONAL QUALIFICATIONS: 

• Must be 21 years of age or older
• Previous experience in a marketing-focused role - preferably in sales, field market, or business to business
• Proficient in using sales technologies and software such as SalesForce and Tableau, to analyze and act upon key data insights
• Collaborate well in a team environment and develop account relationships by working cross-functionally
• Must have a valid U.S. driver's license in good standing for the last 3 years
• Reliable vehicle or willingness to obtain a vehicle that can be used for work daily
• Ability to focus and manage multiple priorities
• Mobility and willingness to advance your career a plus

Physical Requirements

• Ability to lift up to 30 lbs
• Ability to climb and work from heights ranging from 9 to 12 feet
• Ability to access and work in limited and confined spaces
• Ability to visually inspect and manipulate merchandise and advertising displays
• Ability to frequently stoop, kneel and crouch
• Ability to drive up to 100 miles per day

EDUCATION:

• Bachelor’s Degree or 1-3 years of meaningful field sales experience preferred

JUUL LABS PERKS & BENEFITS:

• A place to grow your career. We’ll help you set big goals - and exceed them
• People. Work with talented, committed and supportive teammates
• Equity and performance bonuses. Every employee is a stakeholder in our success
• Cell phone subsidy, commuter benefits and discounts on JUUL products
• Excellent medical, dental and vision benefits

Juul Labs is proud to be an equal opportunity employer and is committed to creating a diverse and inclusive work environment for all employees and job applicants, without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. We will consider for employment qualified applicants with arrest and conviction records, pursuant to the San Francisco Fair Chance Ordinance. Juul Labs also complies with the employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must have authorization to work for Juul Labs in the US. #LI-remote

THE COMPANY:

Juul Labs’ mission is to impact the lives of the world’s one billion adult smokers by eliminating combustible cigarettes. We have the opportunity to address one of the world’s most intractable challenges through a commitment to exceptional quality, research, design, and innovation. Backed by leading technology investors, we are committed to the same excellence when it comes to hiring great talent.

We are a diverse team that is united by this common purpose and we are hiring the world’s best engineers, scientists, designers, product managers, operations experts, and customer service and business professionals. If the opportunity to build your career at one of the fastest growing companies is compelling, read on for more details.

Must Live in Territory

ROLE AND RESPONSIBILITIES:

• Manage sales and distribution within a given geography, including merchandising
• Responsibly sell company initiatives to retail partners including promotions, inventory management, and pricing strategies
• Sell/execute the 4Ps of presence, pricing, promotion, and product to customers and adult nicotine consumers
• Develop a local strategy and business plan for meeting individualized territory objectives, including identifying, analyzing, prioritizing, and targeting existing and potential retail outlets within the geographic territory for product sales opportunities
• Consult with and advise retail partners on category management and business analytics to help improve the performance of their business
• Develop innovative ways to improve business performance through data analysis, brand marketing, product placement, and pre-call planning
• Develop and/or utilize systems to track, measure, and analyze progress against key initiatives and other business metrics
• Grow leadership potential through ongoing training and impactful experiences
• Utilize analytic tools to evaluate market opportunities and impact business performance and results
• Successfully execute all account management responsibilities in all assigned chain and distribution headquarters accounts

PERSONAL AND PROFESSIONAL QUALIFICATIONS: 

• Must be 21 years of age or older
• Previous experience in a marketing-focused role - preferably in sales, field market, or business to business
• Proficient in using sales technologies and software such as SalesForce and Tableau, to analyze and act upon key data insights
• Collaborate well in a team environment and develop account relationships by working cross-functionally
• Must have a valid U.S. driver's license in good standing for the last 3 years
• Reliable vehicle or willingness to obtain a vehicle that can be used for work daily
• Ability to focus and manage multiple priorities
• Mobility and willingness to advance your career a plus

Physical Requirements

• Ability to lift up to 30 lbs
• Ability to climb and work from heights ranging from 9 to 12 feet
• Ability to access and work in limited and confined spaces
• Ability to visually inspect and manipulate merchandise and advertising displays
• Ability to frequently stoop, kneel and crouch
• Ability to drive up to 100 miles per day

EDUCATION:

• Bachelor’s Degree or 1-3 years of meaningful field sales experience preferred

JUUL LABS PERKS & BENEFITS:

• A place to grow your career. We’ll help you set big goals - and exceed them
• People. Work with talented, committed and supportive teammates
• Equity and performance bonuses. Every employee is a stakeholder in our success
• Cell phone subsidy, commuter benefits and discounts on JUUL products
• Excellent medical, dental and vision benefits

Juul Labs is proud to be an equal opportunity employer and is committed to creating a diverse and inclusive work environment for all employees and job applicants, without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. We will consider for employment qualified applicants with arrest and conviction records, pursuant to the San Francisco Fair Chance Ordinance. Juul Labs also complies with the employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must have authorization to work for Juul Labs in the US. #LI-remote

THE COMPANY:

Juul Labs’ mission is to impact the lives of the world’s one billion adult smokers by eliminating combustible cigarettes. We have the opportunity to address one of the world’s most intractable challenges through a commitment to exceptional quality, research, design, and innovation. Backed by leading technology investors, we are committed to the same excellence when it comes to hiring great talent.

We are a diverse team that is united by this common purpose and we are hiring the world’s best engineers, scientists, designers, product managers, operations experts, and customer service and business professionals. If the opportunity to build your career at one of the fastest growing companies is compelling, read on for more details.

Must Live in Territory

ROLE AND RESPONSIBILITIES:

• Manage sales and distribution within a given geography, including merchandising
• Responsibly sell company initiatives to retail partners including promotions, inventory management, and pricing strategies
• Sell/execute the 4Ps of presence, pricing, promotion, and product to customers and adult nicotine consumers
• Develop a local strategy and business plan for meeting individualized territory objectives, including identifying, analyzing, prioritizing, and targeting existing and potential retail outlets within the geographic territory for product sales opportunities
• Consult with and advise retail partners on category management and business analytics to help improve the performance of their business
• Develop innovative ways to improve business performance through data analysis, brand marketing, product placement, and pre-call planning
• Develop and/or utilize systems to track, measure, and analyze progress against key initiatives and other business metrics
• Grow leadership potential through ongoing training and impactful experiences
• Utilize analytic tools to evaluate market opportunities and impact business performance and results
• Successfully execute all account management responsibilities in all assigned chain and distribution headquarters accounts

PERSONAL AND PROFESSIONAL QUALIFICATIONS: 

• Must be 21 years of age or older
• Previous experience in a marketing-focused role - preferably in sales, field market, or business to business
• Proficient in using sales technologies and software such as SalesForce and Tableau, to analyze and act upon key data insights
• Collaborate well in a team environment and develop account relationships by working cross-functionally
• Must have a valid U.S. driver's license in good standing for the last 3 years
• Reliable vehicle or willingness to obtain a vehicle that can be used for work daily
• Ability to focus and manage multiple priorities
• Mobility and willingness to advance your career a plus

Physical Requirements

• Ability to lift up to 30 lbs
• Ability to climb and work from heights ranging from 9 to 12 feet
• Ability to access and work in limited and confined spaces
• Ability to visually inspect and manipulate merchandise and advertising displays
• Ability to frequently stoop, kneel and crouch
• Ability to drive up to 100 miles per day

EDUCATION:

• Bachelor’s Degree or 1-3 years of meaningful field sales experience preferred

JUUL LABS PERKS & BENEFITS:

• A place to grow your career. We’ll help you set big goals - and exceed them
• People. Work with talented, committed and supportive teammates
• Equity and performance bonuses. Every employee is a stakeholder in our success
• Cell phone subsidy, commuter benefits and discounts on JUUL products
• Excellent medical, dental and vision benefits

Juul Labs is proud to be an equal opportunity employer and is committed to creating a diverse and inclusive work environment for all employees and job applicants, without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. We will consider for employment qualified applicants with arrest and conviction records, pursuant to the San Francisco Fair Chance Ordinance. Juul Labs also complies with the employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must have authorization to work for Juul Labs in the US. #LI-remote

Signifyd leads the world in bringing the insights, innovation and compassion required to foster fearless commerce in a time of increasing digital threats. Working with some of the industry’s most recognizable retailers and brands, we are focused on using technology to enhance customer lifetime value and protect enterprises from fraud so they can focus on growing their business. 

We process billions in ecommerce transactions annually through our Commerce Network of thousands of merchants selling in more than 100 countries. We focus every day on harnessing machine learning and artificial intelligence in more powerful ways to maximize our customers’ revenue and their security. 

COMPANY HIGHLIGHTS: 

• Pedigreed Investors: a16z, Bain Capital, Menlo Ventures, American Express Ventures 
• Attractive Cash Position and Clean Cap Table:$205M fundraise in April 2021 
• Referenceable Customer Base:Over 10K total customers including global leaders Walmart, eBay, Samsung
• Management Team: Strong, veteran management team with strong DNA in the payments, e-commerce, fraud space.  Co-founders are x-PayPal. 

ROLE AND RESPONSIBILITY 

As the Head of Enterprise Customer Success at Signifyd, you and your team will be responsible for our largest segment in the world, our Enterprise North America retailers. In your portfolio, you will be explicitly accountable to two of the company’s top-level KPIs, net revenue retention and product attachment rate. To achieve this, you must be an advisor that leads with data-driven value propositions, but who can also earn the complete trust of a myriad of client personas (executives, finance, risk, payments, operations) while navigating eight-figure deals with Signifyd executive sponsorship. You are the internal and public-facing voice of an incredibly diverse set of stakeholders, while leveraging data and business vision to partner with finance, corporate development, marketing and product teams to plan for future growth. You desire to be the leader of Signifyd's customer success professionals, shepherding our customers and increasing the lifetime value they receive from our products and services as they progress from onboarding through renewal, upsell, and advocacy. You are excited to help scale and mentor a team of ecommerce, risk, and payments consultants and ensure we provide best-in-class partnership for retailers and financial institutions that collectively process hundreds of billions of dollars annually.

Our ideal candidate has a proven track record of leading a high-functioning team responsible for revenue retention and growth at a technology company (ideally) servicing the eCommerce or payments verticals, a passion for mentorship, coaching and data-driven scalability, and an unwavering commitment to providing exceptional customer service.

KEY OBJECTIVES & DELIVERABLES 

• Ownership and delivery of top-level company KPIs, including net revenue retention, NPS and product attachment rate; strategic development and execution towards novel KPIs as Signifyd grows
• Manage a team of high-performing people managers (and their teams of individual contributors) with portfolios of clients ranging in online sales of $75m-$5B in GMV, while providing regular coaching, guidance, and feedback to identify and close new opportunities within the existing customer base to drive consistent, repeatable achievement of revenue targets through disciplined pipeline and upsell, cross-sell, and referral process management
• Develop and foster relationships with executive sponsors at our strategic clients to identify and close new opportunities to achieve upsell/cross-sell quotas, increase customer satisfaction and influence our product roadmap, focusing on how Signifyd can better align our offerings to our client’s long-term goals and strategies
• Serve as an consultative expert and trusted resource on Signifyd’s offerings in the marketplace and value proposition, as well as on competing and adjacent offerings
• Strategize, design and execute cross-functional best practices to increase Signifyd’s value proposition throughout the customer lifecycle and brand experience, identifying opportunities to increase our level of effectiveness within accounts to drive increased contract value and maintain Signifyd’s industry-leading retention rates
• Collaborate with product, marketing and operations stakeholders to execute on rigorously defined and measured experimental GTM strategies for Signifyd’s new products, define end-to-end consultative selling processes for those products, and then collaborate with marketing and sales enablement stakeholders to create, refine and distribute playbooks for use by the broader sales team
• Executive-level presence with outstanding presentation and communication skills, with ability to define and code switch between consultative selling processes for eCommerce/operations, finance, marketing and CX executive personas
• Flexibility to travel as required, 35-50% of time
• Excellent sales, risk and process management and reporting for team performance utilizing Salesforce
• Represent Signifyd at industry events

MINIMUM QUALIFICATIONS:

• Bachelor’s degree and 7+ years client-facing experience, at least 4+ years of which were in a people-management capacity, with track record of improving team performance over time and leading teams to outperform targets
• Enthusiastic and creative leader with the ability to inspire others and create work environments that encourage growth and development
• Proven ability to communicate multi-factored software and service value propositions and drive account growth for enterprise accounts (analytics, platforms, financial and/or technology solutions) with annual spend of at least eight-figures
• Passion for discovering the need for, delivering, and demonstrating multi-factored customer value while nurturing long-term professional relationships
• Distinctive problem solving and analytical skills, combined with insightful business judgment 
• Ability to code switch between technical, business and legal frameworks and translate between same vocabularies and communication styles
• Deep understanding of risk underwriting and a demonstrated ability to negotiate and close complex commercial agreements after appropriately weighing all factors to achieve customer value and protect margin structures

PREFERRED QUALIFICATIONS:

• Experience selling both software and professional services related to the card-not-present payment stack to eCommerce merchants and/or financial institutions
• Fluency with business intelligence reporting platforms (esp. Looker) and pipeline management and accuracy (e.g., Einstein)
• Experience with designing, executing and delivering on board-level growth initiatives
• 2+ years as a business advisor/consultant for enterprise clients and their executives; MBA or equivalent

REWARD PACKAGE:

• Robust cash compensation 
• An equity stake in the company 
• Solid benefits package 
• The personal reward associated with playing a leadership role in the growth of a disruptive business

#LI-Remote

Benefits in our US offices:

• Discretionary Time Off Policy (Unlimited!)
• 401K Match
• Stock Options
• Annual Performance Bonus or Commissions
• Paid Parental Leave (12 weeks)
• On-Demand Therapy for all employees & their dependents
• Dedicated learning budget through Learnerbly
• Health Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Account (FSA)
• Short Term and Long Term Disability Insurance
• Life Insurance
• Company Social Events
• Signifyd Swag

We want to provide an inclusive interview experience for all, including people with disabilities. We are happy to provide reasonable accommodations to candidates in need of individualized support during the hiring process.

The Upmarket Relationship Manager is a crucial role that acts as a bridge between Lattice and our customers. This role focuses on building and maintaining strong relationships with customers and understanding their needs.  You’re motivated by ensuring our customers can make work meaningful for their teams through the successful implementation and ongoing satisfaction with the Lattice Platform. 

You’ll work closely with both the sales and technical teams to ensure the smooth communication and execution of projects, as well as the identification of opportunities for upselling and cross-selling to meet and exceed your quota.  This is an exciting opportunity for a closer to help Lattice win market share in a competitive and team-oriented environment!

What You Will Do:

• Build relationships with key decision makers and stakeholders across a dedicated customer base
• Drive customer decision-making by achieving a shared vision and proactively considering the value propositions that tie all stakeholders together
• Drive customer growth by proactively identifying opportunities to deliver greater customer value
• Own the strategic contract renewal process, mitigating risks, driving client value, and maintaining a high retention rate by proactively understanding the buying process, negotiating effectively, and securing client commitments.
• Operate with a high level of customer orientation including, but not limited to
• Researching customers’ businesses and preparing thoughtful questions and insights in advance of customer meetings
• Asking layered, open-ended questions to understand and clarify customers’ objectives and challenges beyond surface-level detail
• Adapting and shifting communication style and content to fit the needs of different stakeholders
• Leading with solutions, not products, when making recommendations aligned to customer objectives
• Engaging customers consistently to confirm and clarify value and adapt a strategy when needed to optimize ROI
• Sell with integrity while also thinking commercially including, but not limited to
• Applying business acumen when crafting & negotiating commercial agreements
• Using data and insights to support investment recommendations or overcome customer objections
• Proactively mitigating churn risk by adopting a holistic, customer-centric approach
• Applying business acumen in account planning by considering economic, industry, and company factors with a customer-centric lens
• Mapping all key stakeholders in an account to assess the strength of the account relationship and create account outreach strategy
• Maintain joint accountability with cross-functional teams for customer success
• Consistently practice humility - seeking guidance from colleagues when faced with novel challenges or untested scenarios
• Maintain discipline in territory and account planning, forecasting, quota attainment, and using the CRM and other sales tools
• 25-35% travel requirement

What You Will Bring to the Table

• 6+ of applicable, relevant sales experience
• Excellent communication, negotiation, and forecasting skills
• Experience working in a B2B SaaS environment is required, experience working with the HR Technology space is preferred
• Excellent negotiationing contract renewals and accurate forecasting skills required
• Experience carrying a revenue target or quota with the ability to develop compelling strategies that deliver results is required
• Demonstrated ability to find and manage high-level business in an evangelistic sales environment, including
  • Ability to gather and use data to inform decision-making and persuade others
  • Ability to assess business opportunities and read prospective buyers
  • Ability to orchestrate the closure of business with an accurate understanding of prospect needs
  • Ability to include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitors
• Proficiency with tools including Salesforce, Gainsight, Drift, Google Suite, and Slack

The estimated annual cash salary for this role is $127,850 - $159,600. This position is also eligible for incentive stock options, subject to the terms of Lattice’s applicable plans.

This position is also eligible for variable compensation of $85,200 - $106,400 subject to personal performance, company performance, and the terms of Lattice’s applicable plans.

Benefits: The Company offers the following benefits for this position, subject to applicable eligibility requirements: Medical insurance; Dental insurance; Vision insurance; Life, AD&D, and Disability Insurance; Emergency Weather Support; Wellness Apps; Paid Parental Leave, Paid Time off inclusive of holidays and sick time; Commuter & Parking Accounts; Lunches in the Office; Workplace Amenities Stipend, Internet and Phone Stipend; One time WFH Office Set-Up Stipend; 401(k) retirement plan; Financial Planning; Learning & Development Budget; Sabbatical Program; and Invest in Your People Fund

*Note on Pay Transparency:

Lattice provides an estimate of the compensation for roles that may be hired as required by state regulations. Compensation may vary based on (a) location, as Lattice factors in specific location when benchmarking compensation for most roles; (b) individual candidate skills and qualifications; and (c) individual candidate experience.

Additionally, Lattice leverages current market data to determine compensation, so posted compensation figures are subject to change as new market data becomes available. The salary, other compensation, and benefits information is accurate as of the date of this posting. Lattice reserves the right to modify this information at any time, subject to applicable law.

#LI-remote

Grammarly team members in this role must be based in San Francisco, and they must be able to collaborate in personthree days per week (Tuesday, Wednesday, Thursday). 

About Grammarly

Grammarly is the world’s leading AI writing assistance company trusted by over 40 million people and 50,000 organizations. From instantly creating a first draft to perfecting every message, Grammarly helps people at 96% of theFortune 500 and teams at companies like Atlassian, Databricks, and Zoom get their point across—and get results—with best-in-class security practices that keep data private and protected. Founded in 2009, Grammarly is No. 14 on the Forbes Cloud 100, one of TIME’s 100 Most Influential Companies, one of Fast Company’s Most Innovative Companies in AI, and one of Inc.’s Best Workplaces.

The Opportunity

To achieve our ambitious goals, we’re looking for a Senior Director of GTM Finance to join the Finance team. This role will report to the VP of FP&A and be a strategic partner to Grammarly’s Go-To-Market executives, driving strategic initiatives, driving revenue growth, building scalable processes, and supporting the team in establishing a strong presence in the enterprise market. This segment is quickly scaling and is a significant line of business.

In this role, you will:

• Be the finance business partner to our Chief Revenue Officer and marketing leadership, working collaboratively with their teams to help define and influence financial plans, business plans, and strategies.
• Own end-to-end planning (annual, quarterly re-forecasts, and weekly updates) for the entire managed business P&L, inclusive of revenue, bookings, ARR, and opex metrics.
• Create a data-based performance culture by being the steward of some of Grammarly’s most critical and visible business metrics: Bookings, Annual Contract Value (ACV), Annual Recurring Revenue (ARR),  Churn, Gross and Net Retention, Pipeline, GTM productivity, etc.
• Develop a deep understanding of Grammarly’s Enterprise Sales funnel and build financial models to evaluate sales and marketing initiatives, ROI on campaigns (across channels), and customer lifetime value (and payback).
• Prepare deep dives for the Executive team and the Board of Directors on GTM business performance in collaboration with key stakeholders to inform operating health and future investment decisions.
• Drive headcount, quota capacity, cost of sales analysis, and expense planning for Sales, Post-Sales, and marketing teams.
• Build and lead a world-class team and push the boundaries to produce deeper operational insights.
• Foster a culture of collaboration, innovation, and excellence within the finance organization and across all stakeholders in GTM. 

Qualifications

• Has 10+ years of experience in Finance, with more than 4 years of specific exposure to GTM finance (bonus points for a background in data science).  
• Has a deep fluency in the acquisition and retention dynamics of scaled enterprise subscription/SaaS businesses.
• Deep fluency and understanding of marketing.
• Proficiency in enterprise resource planning tools (Salesforce and Xactly) and financial planning tools (ex. Pigment, Adaptive, etc.)
• Thinks operationally and drives nuanced, detailed analyses.
• Has a collaboration mentality and can partner with and be an informed counterweight to deeply analytical and thoughtful leaders.
• Has experience with and passion for dynamic, driven organizations.
• Successfully built high-impact teams in strategic business partnering.
• Demonstrates excellent verbal and written communication skills.
• Embodies our EAGER values—is ethical, adaptable, gritty, empathetic, and remarkable.
• Is inspired by our MOVE principles: move fast and learn faster; obsess about creating customer value; value impact over activity; and embrace healthy disagreement rooted in trust.

Compensation and benefits

Grammarly offers all team members competitive pay along with a benefits package encompassing the following and more: 

• Excellent health care (including a wide range of medical, dental, vision, mental health, and fertility benefits)
• Disability and life insurance options
• 401(k) and RRSP matching 
• Paid parental leave
• 20 days of paid time off per year, 12 days of paid holidays per year, two floating holidays per year, and flexible sick time
• Generous stipends (including those for caregiving, pet care, wellness, your home office, and more)
• Annual professional development budget and opportunities

Grammarly takes a market-based approach to compensation, which means base pay may vary depending on your location. Our US locations are categorized into two compensation zones based on proximity to our hub locations.

Base pay may vary considerably depending on job-related knowledge, skills, and experience. The expected salary ranges for this position are outlined below by compensation zone and may be modified in the future.

We encourage you to apply

At Grammarly, we value our differences, and we encourage all to apply—especially those whose identities are traditionally underrepresented in tech organizations. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, ancestry, national origin, citizenship, age, marital status, veteran status, disability status, political belief, or any other characteristic protected by law. Grammarly is an equal opportunity employer and a participant in the US federal E-Verify program (US). We also abide by the Employment Equity Act (Canada).

#LI-HG1

The role: 

• Reporting to the Sr. Manager of Sales, the Enterprise Sales Representative (CA) will be responsible for building relationships with key decision makers at the district level and selling Newsela’s suite of products, to bring engaging learning content to school districts in your region. 
• You’ll employ solution-based selling techniques and solution mapping, along with your strong negotiation and closing skills, to ensure school board preparation and approval. 
• You’ll create and maintain an aggressive pipeline, and will build and adjust strategic account plans for key accounts to move each account through the sales cycle. 
• In your day to day, you will do everything from pipeline creation, pipeline management and forecasting to designing lead generation campaigns and managing sales through the entire lifecycle while collaborating closely with other departments.
• Based in California, you will be well-versed in your territory’s funding, state initiatives, demographics, and K-12 education landscape, which will help inform your overall sales strategy. 

Why you’ll love this role:

• You’ll be part of a regional sales team and the face of Newsela in the Florida market 
• You’ll also have direct, regular exposure to our executive leadership team during meetings to discuss specific deal strategies, introduce industry trends, and build support for district-specific initiatives
• You will have a highly skilled team dedicated to supporting you and your book of business, and will also receive extensive support from our Learning & Enablement team
• In addition to achieving your own revenue targets, you will get to work with an enthusiastic, cross-functional team to catapult Newsela’s growth as we scale our national sales organization

Why you’re a great fit:

• You are a proven Sales Rep with 5+ years of demonstrated success selling supplemental products to school districts in the K12 market
• You have extensive experience in networking, prospecting, and building a pipeline in Florida
• You are well-versed in MEDDPICC sales methodology 
• You have proven success forecasting business in the EdTech industry
• You must be based in California to be considered for this position. 

Compensation:

• Base salary: $125,000
• On-target commission (OTC): $150,000
• On-target earnings (OTE): $275,000

Total compensation for this role also includes incentive stock options and benefits. 

About Newsela:

One of the fastest growing tech companies in K-12 education, Newsela was founded on the principle that while every child may have unique learning preferences, they all deserve a rich learning experience that ignites a love of learning. We built our platform based on learning science research to deliver the most engaging, authentic content to modernize how teaching happens in the classroom. Along with interactive assessments and tools, we provide teachers with digital content at five reading levels -- from +100 of the best sources -- that is relevant to the diverse backgrounds and interests of their students. Since we started in 2013, we’ve established a presence in 90% of U.S. K-12 schools and over 2.5M teachers and 37M students have registered with Newsela.

Disclaimer: Please be aware of recruitment phishing scams affecting Newsela and other employers. Newsela does not use third party services for full time hires. Our recruiting emails will come from an @newsela.com email address. You can reach out to jobs@newsela.com if you have concerns about the legitimacy of an email sent by or on behalf of Newsela’s talent acquisition team. Newsela will never ask for financial or banking information from candidates, nor will you be asked for any type of payment as part of consideration for employment with Newsela.