Account Manager, Strategic Enterprise

About G2 - The Company

When you join G2, you’re joining the team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users.

G2 is the world's largest and most trusted software marketplace. More than 100 million people annually — including employees at all Fortune 500 companies — use G2 to make smarter software decisions based on authentic peer reviews. Thousands of software and services companies of all sizes partner with G2 to build their reputation and grow their business — including Salesforce, HubSpot, Zoom, and Adobe. To learn more about where you go for software, visit www.g2.com and follow us on LinkedIn.

As we continue on our growth journey, we are striving to be the most trusted data source in the age of AI for informing software buying decisions and go-to-market strategies. Does that sound exciting to you? Come join us as we try to reach our next PEAK!

About G2 - Our People 

At G2, we have big goals, but we stay grounded in our PEAK (Performance + Entrepreneurship + Authenticity + Kindness) values. You’ll be part of a value-driven, growing global community that climbs PEAKs together. We cheer for each other’s successes, learn from our mistakes, and support and lean on one another during challenging times. With ambition and entrepreneurial spirit we push each other to take on challenging work, which will help us all to grow and learn.

You will be part of a global, diverse team of smart, dedicated, and kind individuals - each with unique talents, aspirations, and life experiences. At the heart of our community and culture are our people-led ERGs, which celebrate and highlight the diverse identities of our global team. As an organization, we are intentional about our DEI and philanthropic work (like our G2 Gives program) because it encourages us all to be better people. 

About The Role

The Account Manager will be responsible for maintaining and growing long-term relationships with our customers by providing them with solutions to meet their financial and service-oriented goals. You will be a quota-carrying teammate serving existing customers.

You will lead all multi-threading activities and renewals by helping clients understand how G2’s solutions help marketing and sales teams to build their brand & generate demand for their products. This role requires the ability to operate effectively with internal stakeholders and cross-functional partners, including the executive leadership team.

In This Role, You Will: 

Lead the renewal process with existing clients for upsell and cross selling

• Drive expansion revenue by understanding & aligning G2 solutions to your client’s objectives

• Negotiate contracts and close agreements to maximize profits

• Create comprehensive sales plans that align G2 solutions with the specific objectives and growth strategies of each assigned client.

• Drive revenue through your book of business to ensure you deliver against customers' key performance metrics, with a strong emphasis on retention and growing your book of business to exceed goals 

• Prospect and unlock expansion revenue by educating contacts about how G2’s Marketing Solutions can help grow their business

• This includes but is not limited to, multi-threading G2 solutions into existing processes and structures. Leaning heavily on our established partner ecosystem to identify opportunities

Maintain existing clients through proactive outreach and relationship building

• Build trust through relationships with key accounts and customer stakeholders - creating impactful and lasting relationships with executive sponsors in particular

• Develop and deliver concise sales presentations that integrate G2 into client strategies, both online and in-person when possible

• Manage a portfolio of accounts with an emphasis on multi-threading and prospecting into new teams to sell G2’s full suite of products

• Build and maintain your expertise in marketing strategy, planning, and tactics, including Account-Based Marketing (ABM), ROI methodologies, and Marketing & Sales Technology solutions

• Support onboarding, handoff and maintenance calls to ensure successful and long lasting partnership

• Work closely with Marketing, Sales, Product, Partnerships, and Customer Success teams to ensure a seamless and holistic approach to client engagement and satisfaction

• Advocate and support your customers through partnering with the appropriate internal resources: Customer Success Managers, Solutions Consultants, Customer Support, and the G2 Research Team to provide a world-class customer experience 

Minimum Qualifications:

We realize applying for jobs can feel daunting at times. Even if you don’t check all the boxes in the job description, we encourage you to apply anyway. 

• 8+ years of quota carrying sales or account management experience in a B2B environment

• A proven track record of high performance, and experience exceeding sales targets 

• Experience running a full-cycle SaaS renewal process alone, including proven success  with cross-sell and upsell, is a significant plus

• Experience presenting ideas, influencing decisions, and building strong executive-level relationships with c-level professionals

• Outstanding presentation and communication skills

• Ability to build rapport and collaborate with others within the company and externally

• Understanding of negotiation techniques and the ability to handle negotiations with a client-focused mindset

• The ability to learn quickly and work independently in a fast-paced environment

• Must be willing to travel (25%)  

Our Commitment to Inclusivity and Diversity

At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here. 

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