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Level Access is seeking an Account Manager, Commercial to implement plans focused on building and maintaining strong and long-lasting customer relationships!
The Account Managers work with existing Level Access clients across specific industries to analyze accessibility trends that impact industries, build nurture and outreach campaigns to drive interest, and maintain continuous and high activity levels across renewal, upsell, and cross-sell activities. This is a role that effectively blends renewals of current contracts with cross-selling and up-selling into our established customer base. The Account Manager will also act as a key liaison with internal service delivery functions, partnering with them to drive client satisfaction while also exploring opportunities to expand the commercial relationship. The Account Manager carries a direct sales quota that is established across all accounts they own and earns bonus & commissions for sales to those accounts.
Responsibilities
- Manage a full retention lifecycle – on-boarding, key check-ins and renewal conversations – in order to drive the highest contract value retention rates possible
- Partner with a customer success manager in order to steer clients down successful paths; as a team, your goal is to help clients on their accessibility journey and maintain high levels of engagement and satisfaction
- Identify areas for growth – namely up-sells from current product subscriptions, cross-sells into new product subscriptions and expansion into new lines of business – and surpass net-retention targets
- Deliver compelling arguments for digital accessibility to a variety of audiences – ranging from front-line to senior/C-suite – via a combination of virtual (i.e. Skype/WebEx) and in-person presentations
- Partner with internal team members (customer success, consulting services and sales engineering) to craft compelling proposals and right-fit solutions that match unique customer use cases
- Consistently meet / exceed monthly, quarterly and annual bookings objectives
- Work in a team environment, collaboratively evolving our process and approach
- Develop and maintain quarterly and annual strategic account plans
- Use Salesforce to manage all aspects of prospect / client communications, activities and tasks
- Apply sales enablement technologies – LinkedIn Sales Navigator, Zoominfo, Seismic and RingDNA – in order to increase share of wallet within account hierarchies
Achievement Metrics
- % Quota Attainment: The ability to achieve quarterly quota attainment, comprised of two key elements:
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- Net-retention of dollars under management (net-retention rate)
- The sale of one-time services (e.g. accessibility consulting projects) to current customers
- Pipeline Development: The ability to develop and maintain a minimum of 2X to 3X overall depth of pipeline to quota for one-time projects
- Retention Lifecycle (RLC) excellence: The ability to drive consistent, timely and high value interactions with your pool of customers
- Gross and net-retention rates: The ability to renew baseline renewal dollars and expand them into new products, services and lines of business
- Product Certification: Maintain demo certification and product knowledge
- Forecasting: The ability to accurately forecast and maintain Salesforce data, including delivering fluid and precise forecasts for the current quarter while providing an accurate view into business health and trends for the next renewals quarter.
Qualifications
- 3-5 years B2B sales experience required
- Experience with solution-selling/consultative selling methodologies
- Experience working to manage a current book of business (i.e. renewals and expansion)
- An uncanny ability to organize and execute in an organized fashion
- Deep understanding of business concepts for large national and international corporations
- Outstanding time management skills and attention to detail
- Ability to navigate commercial discussions across large organizations and matrixed environments
- The ability to establish rapport and deliver compelling, persuasive propositions to an executive level audience
- Excellent phone and writing skills
- Comfort with change management + a start-up appetite to move quickly and try new things
- Understanding of web technology specific to accessibility is a plus
- College degree or equivalent experience preferred
Application Process
This is a full-time salaried position with a competitive benefits package, including bonus opportunities and unlimited vacation/FTO. Salary is commensurate with experience. The role is being offered as a remote role, with the option to utilize our office in Arlington, VA. Please submit your cover letter and resume for immediate consideration.
Level Access is committed to workforce diversity. Equal Opportunity Employer. Copyright 2025, Level Access. All rights reserved.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
