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Commercial Account Manager, SMB

Commercial Account Manager, SMB

OfficeSpaceVictoria, British Columbia, CA
18 days ago
Job type
  • Full-time
Job description

SMB Commercial Account Manager - What You’ll Do :

We are looking for an experienced SMB Commercial Account Manager to join our dynamic account management team. In this role, you'll be responsible for managing our small-to-medium business (SMB) accounts, driving client renewals, and identifying upsell and cross-sell opportunities to meet and exceed your sales targets. You will collaborate closely with our Client Success team, renewals team, and Client Experience function to close existing client sales efficiently. Your efforts will be instrumental in strengthening our market presence and expanding our reach within the SMB segment.

Responsibilities include :

  • Strategically manage a portfolio of SMB clients, building long-term relationships with key buyer and procurement stakeholders.
  • Drive client renewals by showcasing continuous value and aligning with clients' business outcomes.
  • Identify and capitalize on upsell and cross-sell opportunities to support revenue growth.
  • Prospect within your assigned territory or book of business to identify new opportunities for client engagement.
  • Generate new pipeline for growth accounts by cold-calling and other prospecting activities, creating net new business opportunities.
  • Achieve and surpass sales quotas by executing targeted account strategies.
  • Conduct a buyer-driven sales process focused on value-based selling approaches.
  • Collaborate with internal teams (Client Success, Product, Support, Marketing) to ensure client needs are met effectively.
  • Develop tailored proposals that highlight our products and solutions for each organization’s needs.
  • Deliver product demos for add-on modules and core OfficeSpace offerings.
  • Conduct regular account reviews to monitor engagement and satisfaction with the support of Client Success Managers.
  • Stay informed on industry trends and competitor activities to inform strategic decisions.
  • Provide detailed reports on account status, challenges, and future growth opportunities.
  • Utilize tools like Salesforce, SalesLoft, Gong, LinkedIn Sales Navigator, Gainsight, Slack, and Gmail for effective time and task management.
  • Work alongside other Account Managers and AEs to elevate team skills and industry knowledge.
  • Support ongoing product and market development by sharing client feedback and market trends.

Skills, Experience, and Mindset Required :

  • Bachelor’s degree in Business, Marketing, or a related field.
  • 3-6 years of experience in account management or sales within the SMB segment, ideally in a SaaS B2B environment.
  • Proven success in client renewals, upselling, and cross-selling in a quota-driven setting.
  • Strong communication, negotiation, and presentation skills.
  • Comfortable with cold-calling and prospecting to drive new business within growth accounts.
  • Ability to manage complex accounts and collaborate effectively across internal teams.
  • Skilled in balancing client expectations with company objectives to drive continuous value.
  • Proficiency in tools such as Salesforce, SalesLoft, LinkedIn Sales Navigator, and Gong.
  • A growth-oriented mindset with a drive for continuous learning and improvement.