Mid Market Account Manager

| New York, NY, USA
Employer Provided Salary: 141,900-155,000 Annually
Salary data is provided by the employer. Please note this is not a guarantee of compensation.
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Join us on our mission to make a better world of work. 

Culture Amp is the world’s leading employee experience platform, revolutionizing how 25 million employees across more than 6,500 companies create a better world of work. Culture Amp empowers companies of all sizes and industries to transform employee engagement, drive performance management, and develop high-performing teams. Powered by people science and the most comprehensive employee dataset in the world, the most innovative companies including Canva, On, Asana, Dolby, McDonalds and Nasdaq depend on Culture Amp every day.

Culture Amp is backed by leading capital venture funds and has offices in the US, UK, Germany and Australia. Culture Amp has been recognized as one of the world’s top private cloud companies by Forbes and most innovative companies by Fast Company.

For more information visit cultureamp.com.

The Opportunity at Culture Amp

We are looking for an exceptional Sr. Account Manager to join us in our mission to make as many culture-first companies possible through accessible people analytics.

Culture Amp is the world’s most trusted Employee Experience platform. Our mission is to create a better world of work for 100 million people by helping companies put their people and culture first. As an Account Manager, you will have the opportunity to impact this mission by working directly with our customers. You will continue to refine how we grow the Net Revenue Retention of our existing customers (including renewal, cross-sell and account growth) to 115% and beyond, therefore continuing to influence positive employee experiences throughout our customer base.

As one of the members of the Account Management team, you will:

  • Own an expansion quota for our current customer base targeted at the Mid-Market level (500-15000 employees)
  • Own a gross retention target for our current customer base targeted at the Mid-Market level
  • Build a pipeline and identify opportunities to expand revenue from current customers through understanding long-term strategic Business and People goals
  • Work closely with Customer Success to lead on multiple touch points with Customers during the subscription year
  • Be able to confidently present our full product suite to existing customers to own up-sell and cross-sell of the Culture Amp platform
  • Contribute to the Account Manager Playbook to iterate on the process for account growth

What You Bring to Our Camp

  • 4-6 years of account management experience, preferably in SaaS
  • Experience working effectively with cross-functional teams and all levels of management (internally and externally)
  • Proven track record of achieving sales goals within a large existing customer base at the mid-market level (500-1500 employees) 
  • Ability to manage a high number of accounts (100+) with quarterly opportunities (50+) while maintaining focus on goals
  • Strong presentation and communication skills
  • A focus on building strategic relationships with customers
  • A passion for people and analytics

You will...

Drive expansion and retention across a regional and segment focused Book of Business:

  • Build a pipeline of opportunities of 3x your quota for current quarter and going into the following quarter
    • Identify and lead the upsell to a different tier or population size (organic growth or acquisition)
    • Identify customers for cross-sell additional product offering(s) and lead the sale
    • Identify ways to leverage current customer accounts into parents, subsidiaries or other parts of the same organization
    • Use tools (e.g., Outreach) to sequence customers to identify new opportunities
    • Support customer and field marketing efforts to get customers to events and follow-up events
  • Achieve Expansion target
    • Understand and demonstrate the Full Culture Amp suite of Products
    • Convert pipeline opportunities into Closed Won $s aligned with individual quota
    • Work entire deal cycle from Discovery to Closing with Negotiations
    • Complete sales enablement training and apply it to your work
    • Work with Legal and Security teams to support any deals aligned with standard processes
    • Keep Salesforce updated including Weekly Forecasts, Renewal Next Steps (weekly/bi-weekly) and Opportunity Next Steps
  • Retain and Renew customers
    • Partner with the Customer Success team to deliver key commercial and strategic account touch points throughout the customer subscription year across your entire book of business (approximately 150 customers)
    • Support Customer Success to develop and execute plans to drive platform adoption and customer value
    • Proactively raise up At Risk Customers, build a plan for solution and retention and bring in appropriate parties to support the solution
    • Work with the Renewal team to review upcoming renewals and proactively identify and collaborate on any more difficult renewal processes

We already have over 1,000 amazing Campers and we want to continue to attract exceptional people who are motivated by our mission. Our approach to compensation aligns with this value. We believe in fair & equitable pay at Culture Amp, and therefore, we build pay equity into all our programs in addition to conducting annual pay equity audits. 

For this role, the estimated base salary range is listed below. The range is a guideline, and the base salary range for this role may be modified. The actual base salary will vary based on various factors, including market and individual skills, capabilities and experience, objectively assessed during the interview process. 

In addition to base salary, your compensation package will include additional components such as equity and benefits. For sales roles, your package may also include sales commission. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role. 

US Salary Range

$141,900$155,000 USD

We believe that our employees are the heartbeat of our success. We're committed to fostering a work environment that truly cares for and develops its people, and creates lasting positive impact. In addition to providing a competitive compensation package, some of the key benefits we offer are: 

  • Employee Share Options Program: We empower you to be an owner in Culture Amp and share in our success
  • Programs, coaching, and budgets to help you thrive personally and professionally
  • Access to external providers for mental wellbeing and coaching support to sustain the wellbeing, safety and development of our people
  • Monthly Camper Life Allowance: An automatic allowance paid out each month with your pay - you can spend it however you like to help improve your experience and life outside work
  • Team budgets dedicated to team building activities and connection
  • Intentional quarterly wellbeing pauses: A quarterly company-wide shutdown day in each region to to collectively pause, reset and focus on restoration and rest, without having to tap into individual vacation time
  • Extended year-end breaks: An extended refresh period at the end of year
  • Excellent parental leave and in work support program available from day 1 of joining Culture Amp
  • 5 Social Impact Days a year to make a positive impact on the community outside of work
  • MacBooks for you to do your best & a work from home office budget to spend on setting up your home office
  • Medical insurance coverage for you and your family (Available for US & UK only) 

Additionally, we don't just focus on our internal community; we believe in creating a better world of work for all. We're committed to diversity, equity, and inclusion, with Employee Resource Groups and ally communities in place. 

We have a strong commitment to Anti-Racism, and endeavor to lead by example. Every step we make as a business towards anti-racism is another step we can take to support our customers in making a better world (of work). You can see our current commitments to Anti-Racism here.

Please keep reading...

Research shows that candidates from underrepresented backgrounds often don't apply for roles if they don't meet all the criteria – unlike majority candidates meeting significantly fewer requirements.

We strongly encourage you to apply if you’re interested: we'd love to know how you can amplify our team with your unique experience!

Thank you for taking the time to read this advert. If you decide to apply, as part of your application, we will ask you to complete voluntary diversity questions (excluding Germany). Please watch this video from our amazing DEI Leader, Aubrey Blanche to share more on why we collect the data and how we will use it. 



If you require reasonable accommodations or adjustments to complete the online application or to participate in the interview process, please contact accommodations@cultureamp.com  and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.


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Location

48 Wall Street, New York, New York 1005, US, New York, NY 10005

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