Client Account Executive

Summary

Join Emtrain's Client Success Group as a Client Account Executive and become a key player in retaining and expanding revenue by partnering with senior leaders. Drive upsells and cross-sells to achieve high net revenue retention, mitigate churn risk, and serve as a strategic business advisor. Build strong relationships with clients, understand their business challenges, and utilize consultative sales skills to influence key stakeholders. Conduct Quarterly Business Reviews, develop strategic account plans, and manage the renewal and expansion process. Maintain accurate data, acquire product knowledge, and effectively delegate post-sales activities. This is an individual contributor role requiring quota-carrying experience and exposure to buyers in various functions.

Requirements

• Quota-carrying experience with a demonstrated record of achieving 100% net retention of client revenue
• Exposure to buyers in at least one of the following functions: business compliance, human resources,learning and development, diversity and inclusion, talent management, talent acquisition, people analytics
• This position requires an independent worker who is results-oriented, entrepreneurial, and shows strong initiative
• Knowledge and experience selling into one or more of the above-referenced functions (HR, D&I, etc.) is required

Responsibilities

• Drive upsells and cross-sells of existing client accounts in order to achieve a high net revenue retention of our client book
• Ability to secure introductions (through creative means where necessary) and lead highly engaging introductory conversations with senior leaders in HR, DEI, Compliance, L&D, Talent and People Analytics
• Think strategically to mitigate churn risk by understanding client’s 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
• Influence key stakeholders with consultative sales skills
• Conduct Quarterly Business Reviews with approximately 70 clients including their senior stakeholders (280 Quarterly Business Reviews per year, 5-6 QBRS per week.)
• Build strategic account plans
• Identify client strategic priorities
• Develop 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 early or on-time, high-integrity renewals and expansion deals
• Ensure all details are in order for payment
• 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 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

Preferred Qualifications

• Experience with talent/people software
• SaaS product selling experience

Benefits

• Stock Options
• Four Day Workweek (Fridays are not a formal workday)
• Unlimited PTO
• Health Insurance
• Dental Insurance
• Vision Insurance
• Pet Insurance
• Mental and Emotional Health Benefits
• Tuition Reimbursement