Expansion Account Manager

Summary

Join DomainTools as an experienced Expansion Account Manager to maximize customer value from our data services. Leverage your consultative selling skills and relationship-building expertise to engage with large, global organizations. You will manage the customer lifecycle, from onboarding to renewals, driving high retention and expanding bookings. This role requires collaboration with the sales team and other stakeholders to ensure customer success. The position is remote within the US and offers a competitive compensation package.

Requirements

• 3+ years experience in global multinational account management roles working with technology solutions
• Direct account experience working with the largest global organizations (Global F100) and country governments
• Direct experience with cybersecurity solutions, DNS specific experience preferred
• SaaS offerings experience, with a proven track record of success in both retention and expansion
• Ability to influence key decision makers and to negotiate effectively based on value and time to close
• An analytical approach to customer engagement, pipeline management, and improving overall customer success and support
• Ability to multitask and manage multiple priorities effectively, collaborate internally to get things done and be accountable for your performance based on assigned goals
• Be available to travel during the year to represent DomainTools at trade events and shows to help drive pipeline growth and increase DomainTools brand presence
• Meet or exceed role specific KPIs

Responsibilities

• Manage the customer lifecycle including onboarding, adoption, consumption, and training for active contract customers once a formal hand off occurs from the Account Executive (AE) to ensure continued high retention rates
• Become a trusted advisor, customer advocate, driving relationships with key customers and creating new champions within accounts
• Drive expansion in your accounts, managing your sales process from prospecting to close including forecasting, opportunity qualification, and meeting quota targets associated with Upgrades, New Departments, and Lift within assigned Book of Business
• Maintain consistent customer engagement throughout the year through quarterly business reviews (QBRs), product roadmap and feature release updates, and product consumption updates
• Complete renewals on-time for all active contracts within assigned Book of Business
• Independently conduct effective discovery calls with customers ideally leveraging Force Management Command of Message and Command of Sales (MEDDICC) customer engagement methodology
• Collaborate with the Sales team and other stakeholders to ensure the existing customer base is receiving the value they expected from their scoped and designed solutions
• Build, maintain, and develop knowledge to become an expert on Cyber Threat Intelligence and DomainTools’ data, as well as the competitive landscape
• Utilize Salesforce and Vitally the Customer Success Software, to maintain accurate and timely customer engagements, customer health, pipeline management, opportunity management, and forecasting data

Benefits

• Fully paid medical, dental and vision insurance premiums
• A 401k retirement plan with company matching
• Basic life insurance
• Flexible PTO
• Additional well-being benefits