Enterprise Account Manager

Summary

Join Vidyard's Sales team as an Enterprise Account Manager, focusing on growing and retaining revenue within the Commercial customer segment. This critical role involves managing high-value accounts, creating account plans to expand Vidyard solutions, and leading renewal negotiations. You will prospect for growth opportunities, forecast sales revenue, and collaborate with Customer Success. This remote role, preferably based in Canada, offers significant career growth and development opportunities within a collaborative team environment. Vidyard is committed to helping customers see value in their Vidyard usage and accelerating growth through innovative AI features like AI Avatar.

Requirements

• ~6 years of sales experience; preference for experience with SaaS based organizations
• Growth mindset
• Deep understanding and experience across the full sales lifecycle
• Solid understanding of SaaS concepts such as ARR, AOV, MRR, Churn, etc
• Track-record of over-achieving quota/targets
• Excellent written, verbal and presentation skills
• Experience with prospecting into your book of business and creative approaches
• CRM experience, preferably Salesforce

Responsibilities

• Own and manage a territory of high-value and complex customer accounts responsible for new revenue growth (ARR) and gross retention(GRR)
• Creation and execution of structured account plans designed to help our customers understand the value they’re receiving from their Vidyard usage, with the goal to expand Vidyards solutions and the value their organization would receive with conviction and prescription
• Accountable for creating self-generated pipeline by prospecting and expansion activity to drive upsell and cross-sell opportunities
• Lead the renewal negotiation process directly with customers from requirements gathering to the finalization of agreements
• Actively coordinate with Customer Success to address at-risk customers, negotiating renewals to mitigate downsell or churn and focused joint priority accounts
• Forecast sales revenue and pipeline activity accurately and be able to communicate it to leadership with plans to meet and exceed your goals
• Understand customer’s industry dynamics and competitors, and be able to present our products inside-out to different external stakeholders

Benefits

• Competitive pay
• Comprehensive, flexible benefits on day one*
• Wellness allowance to spend on what's important to you
• Unlimited vacation + programs to support travel while working, enabling you to live your best life
• Access to Inkblot, a digital mental health platform + $1,500/person/year for mental health coverage*
• Allowance to support your ongoing growth and development
• Parental leave top-up
• Paid volunteer hours
• Employee resource groups to empower and drive change at Vidyard and in our communities
• RRSP match*
• Stock options
• Flexible holiday program
• Home office stipend
• Flexibility to work in the place that brings out your best: whether you thrive in the comfort of your home office, or are local to, and prefer the energy of our collaboration space in Kitchener, Ontario, Canada, there is flexibility for all. Although we default to remote-first there will be occasional in-person meetings/events purposefully designed for connection and collaboration