Client Account Executive

Summary

Join Emtrain as a Client Account Executive and drive revenue growth by upselling and cross-selling our compliance/culture eLearning solutions to mid-market and enterprise clients. You will build strong relationships with senior leaders in various departments, acting as a strategic business advisor. Responsibilities include leading quarterly business reviews, developing account plans, negotiating contracts, and ensuring high net revenue retention. This individual contributor role requires quota-carrying experience, a proven track record of success in a B2B SaaS environment, and experience working with executive stakeholders. Emtrain offers a competitive salary, stock options, unlimited PTO, and comprehensive health benefits.

Requirements

• Quota-carrying experience with a demonstrated record of achieving 100% net retention of client revenue through upsells and renewals with mid-market and enterprise customers
• Startup or growth-stage experience
• B2B SaaS
• Several years of experience with mid-market and enterprise customers
• Experience in a strategic sales environment and working directly with executive stakeholders in multiple departments
• This position requires an independent worker who is results-oriented, entrepreneurial, a team player, and shows strong initiative

Responsibilities

• Drive upsells and cross-sells of existing client accounts in order to achieve high net revenue retention of your client book
• Ability to secure introductory conversations with senior leaders in HR, DEI, Compliance, L&D, Talent, and People Analytics
• Thinking strategically to mitigate churn risk by understanding clients’ business challenges, managing stakeholder objections, and navigating operational challenges
• Serve as a strategic business advisor to your clients
• Build relationships and rapport with economic buyers and key stakeholders
• Understand the market and business landscape, the needs and pressures by industry and role, and meet your client with Emtrain solutions and scalable, consultative and modern selling practices
• Lead Quarterly Business Reviews for approximately 50 clients; approximately 200 Quarterly Business Reviews per year or 4 QBRS per week
• Build strategic account plans, identify client strategic priorities, develop a retention and/or growth strategy for assigned accounts, and document retention/growth plans in Salesforce
• Drive the renewal and expansion process using clear communication to influence client action, including all approval process steps and required information
• Negotiate contract terms and pricing
• Deliver on-time, high-integrity renewals and expansion deals
• Be responsible for accurate and reliable data on your Accounts, their Contacts, and Opportunities
• Acquire and maintain product and content knowledge of the Emtrain solution, as assisted by our Solutions Experts
• Meet client requests within the required response times
• Drive efficiency and next steps
• Clearly delegate post-sales activity to client success, content/product, sales ops, finance, marketing, and leadership through strong communication

Benefits

• Stock Options
• Unlimited PTO
• Health Insurance
• Dental Insurance
• Vision Insurance
• Pet Insurance
• Mental and Emotional Health Benefits
• Tuition Reimbursement