Avetta’s SaaS platform connects the world’s leading organizations with qualified suppliers, contractors, and vendors. We bring unmatched visibility to companies through cloud‑based technology and human insights. As a result, we foster sustainable growth for businesses and their supply chains. Our SaaS subscription software is used by 85k+ active customers in over 100 countries.
Summary
The Account Executive – Existing Clients is responsible for developing long‑term relationships with a portfolio of assigned clients with the objective of ensuring optimum use and satisfaction with our solutions to secure continued expansion. You represent the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring their needs and expectations are met. This role focuses on client renewals and, by providing feedback regarding each client’s success, will be a key voice of the client from the sales team. It will integrate with client implementation, customer success and product management teams. Account Executives are the primary contact for our most important and critical clients and are targeted with a sales and client‑retention quota based on renewal, expansion and satisfaction metrics. If residing within commutable distance to one of our offices, a hybrid schedule would be requested (3 days in office, 2 days work‑from‑home). Remote work may be considered for those outside of commutable distance.
Essential Duties and Responsibilities
- Develop and manage relationships with key client stakeholders and executive sponsors within the Safety, Procurement, Finance/Risk and Legal functions at client site and corporate levels.
- Collaborate with implementation and customer success to ensure a high level of satisfaction with our solutions and services.
- Create and document a strategic account plan for each assigned client.
- Perform remote and onsite client reviews, identifying opportunities for improvement and managing subsequent engagements.
- Conduct reviews on a weekly, monthly, or quarterly basis depending on client needs and the strategic account plan.
- Communicate new features and products to assigned clients.
- Demo all products and features for current and/or expansion opportunities.
- Identify expansion opportunities within assigned clients and collaborate with other teams to ensure growth attainment.
- Participate in continuous improvement of the account management team.
- Create and communicate top customer issues, assist in developing action plans to resolve them.
- Adhere to all sales processes, including accurate and timely updating of applicable systems.
- Track and own account management metrics, client satisfaction, call plans, reviews, reference status and deliver complete sales forecasts.
- Travel regularly to client sites within the assigned territory and key accounts to facilitate in‑person meetings and strengthen relationships; travel is also required for all sales events, conferences and other client‑facing engagements.
- Achieve the assigned sales quota.
Ideal Experience, Education & Training
- Accountable for results and deliverables, able to work independently and proactively.
- Experienced in renewal and/or expansion/up‑sell quotas with proven success.
- 2+ years of account management experience in a mid‑market software/complex sale, ideally a SaaS environment.
- Global experience is highly preferred.
- Excellent negotiation and presentation skills.
- Strong verbal and written communication skills.
- Proficient in Microsoft Office and Salesforce.com.
- Excellent time‑management skills.
- Technically sound in computer skills and familiarity with CRM applications.
- Strong problem analysis and problem‑solving skills.
- Willingness to put in the hours required to execute all job responsibilities.
- Strong understanding of sales methodologies, with challenger and MEDDPICC experience highly preferred.
- Structured and organized approach to work.
- Regular and predictable attendance.
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