Enterprise Account Manager

Department: AMCS

Employment Type: Full Time

Location: New York, NY

Reporting To: Katie O'Hara

Description

Are you a passionate and enthusiastic Enterprise Account Manager with a wealth of experience managing customers in the SaaS industry? Are you looking for your next challenge in an emerging and exciting market? Do you have experience working with Enterprise customers across the Americas? If yes then we want to hear from you!

The impact you will have:

You will join our global Revenue team, and champion uncovering and developing new commercial opportunities within our base of existing customers. As an Enterprise Account Manager, you will be responsible for managing a nominated list of customers, based in the Americas region. In this important and strategic role, you will play a major part in the buying journey to ensure our customers are successful using Elliptic blockchain analytics solutions, and in building and growing the size of key accounts.

Your core deliverable will be achieving a net account retention rate as well as account upsell targets.

In addition, you will take the lead in onboarding and training our customers in using the product to enhance the customer experience and improve satisfaction. This is an exciting opportunity for an experienced individual looking for a role where you can make an impact not just on the company you work for but also in an emerging technology sector. Fascinating and challenging work is the norm - working at Elliptic is never boring!

Key Responsibilities

• Meet and exceed quarterly and annual upsell targets for your region and accounts
• Develop and maintain high quality account plans to achieve retention and upsell targets within your accounts
• Lead the end-to-end sales process for upsell opportunities in your accounts including pitches, demos & contract negotiation
• Onboard new customers, ensuring they meet their goals
• Be our customer's champion and collaborate cross-functionally to deliver a great customer experience
• Share feedback from the field that contributes to our product roadmap

Skills, Knowledge & Expertise

You will be a great fit here if you:

• Have experience in Account Management and can successfully deliver an upsell target across target accounts, particularly in Financial Services
• Have experience in working with a broad set of customers across the Americas region
• Are flexible, adaptable and comfortable with changing priorities
• Strong sense of curiosity and desire to deliver great customer experience
• Excellent communicator with strong interpersonal skills
• Use your analytical skills to analyse customer usage and engagement data to identify trends and opportunities for additional services
• Have managed difficult client relationships, such as churn or downsell conversations, and obtain the best outcome for both the company and our customers.
• Experienced in evaluating customer needs and preferences in relation to pricing, product terms and conditions to ensure that client requirements are addressed in commercial proposals
• Have a collaborative mindset
• Address problems immediately and can work across functions to solve problems
• Enjoy working with pace and energy, building team spirit and cultivating unity and commitment among the team
• Have an understanding of complex B2B sales methodologies

Our ideal candidate has:

• 3-5 years Account Management experience selling SaaS solutions
• Experience working with customers distributed across many internal teams
• Strong relationship building skills, with track record of retention and generating net new business
• Demonstrated track record of success and quota over achievement
• Able to work in a matrix organisation, and the ability to share the spotlight
• A strong work ethic and an entrepreneur's mindset. You're comfortable creating value in a low structure environment while being agile and resilient
• Knowledge or experience in AML, particularly for crypto

Bonus Points for:

• Interest and curiosity about digital assets and the crypto economy
• Experience working in the blockchain / Web3 industry
• Additional language skills: Spanish and/or Portuguese
• Keen interest in public speaking and being present in events across the region

Benefits

• You'll be paid a competitive salary, along with Share Options
• As well as a work pension scheme, enhanced parental leave, and 25 days holiday, you'll also get a day off to celebrate your birthday!
• We take your physical and mental health seriously - that's why we provide private healthcare and access to Spill Mental Health Support, as well as a $500 work-from-home budget to make that home office extra comfy
• Your personal development is important to us, so you'll have a $1000 annual budget to use, not just on professional qualifications, but on anything that pushes you towards your goals. You'll also have access to a LinkedIn Learning subscription