Account Manager - whatfix101

Who are we?

Whatfix is a leading global B2B SaaS organization and the largest pure-play enterprise digital adoption platform solution provider. Utilizing GenAI technology, Whatfix enhances all stages of software deployment with application simulation, product analytics, and digital adoption, driving business outcomes such as increased revenue win rates, cost reduction, risk compliance, enhanced productivity, and improved user experience. We have seven offices in the US, India, UK, Germany, Singapore, and Australia, supporting 700+ global customers, including 80+ Fortune 500 companies. Whatfix has raised $140 million to date and is backed by marquee investors, including Softbank, PeakXV, Dragoneer, and Cisco Investments.

• With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the “Top 50 Indian Software Companies” as per G2 Best Software Awards.
• Recognized as a “Leader” in the digital adoption platforms (DAP) category for the past 4+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group.
• The sole vendor named as Customers’ Choice: 2024 Gartner® Voice of the Customer for Digital Adoption Platform Report.  We also boast a star rating of 4.6 on G2 Crowd 4.5 on Gartner Peer Insights, and a high CSAT of 99.8%
• Highest-Ranking DAP on 2023 Deloitte Technology Fast 500™ North America for Third Consecutive Year
• Won the Silver for Stevie's Employer of the Year 2023
• Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze Medal

We are looking for an Account Manager to join our team! This position will be aligned to Strategic and Large Enterprise Accounts in the Eastern market. We kindly request candidates with only CSM backgrounds need not apply. 

About the Role

• The Account Manager position is a quota-carrying role. As a critical team member, you will lead our global expansion efforts within key regional and global accounts in North America and Globally
• This will include managing existing relationships, stakeholder management, cold prospecting to new buyers and new groups within key accounts and subsidiaries, creating opportunities within these accounts, and driving these opportunities to closure
• Build strong relationships with multiple product lines of business and other internal groups; be a trusted advisor and the Single Point of Contact for their business and commercial requests
• Your experience identifying business problems and working cross-functionally to provide solutions, create proposals, and drive SOWs, as well as building relationships with important decision-makers and stakeholders within these accounts and their ecosystems, will be crucial to your success
• You will have experience participating in Value Engineering and Centers of Excellence exercises in large Fortune 500 accounts
• The success of this role means working directly with CXO-level and key business stakeholders to build relationships and generate new opportunities within these accounts headquartered in North America
  
  

What you get to do

• Prospect within assigned accounts to generate pipeline, create opportunities, and close deals. Account Managers are paid 100% on new business within an existing account
• Consistently deliver license and recurring service revenue targets in your assigned portfolio
• Build trusted advisor relationships with your customers, including building relationships with the key contacts, customer executive teams, and stakeholders across the organization
• Participate in and ultimately lead ongoing vendor relationships and executive review activities within assigned customers
• Drive high engagement and demonstrate value realization & ROI of Whatfix through Executive Business Reviews and other channels
• Build and maintain relationships within Whatfix to collaborate effectively with sales engineering, business development, marketing, product teams, and other stakeholders to drive pipeline and success in this role
  Proactively identify and resolve account success blockers that may arise
• Get individual face time as you work in our small office North American office side by side with the Cheif Revenue Officer and the Founder who owns R&D as we build this office out
  
  

What you bring to the table

• Overall 5+ years of Sales or Account Management Experience, exposure to SaaS, and working with large Fortune 500 enterprise accounts. Proven ability to hunt for new opportunities is a must
• Experience selling to buyers from CRM, HR, Learning and Development, Procurement, and IT for Software Applications, managing a complex sales cycle, and opening doors
• Value-based consultative selling ability and understanding of ROI and cost/benefit analysis
• Consistent track record of over-achievement, exceeding quota, and high performance
• Strong executive presence and ability to develop executive-level (CxO) relationships and lead strategic initiatives with customer
• Excellent communication, negotiations, and strategic thinking skills
• Able to work independently and remotely from other members of your team
• This role requires 50% or more of travel, without exception 
  
  

You would be an excellent fit for our team if:

• You are a self-motivated, high-performer who can work with minimal oversight to get the job done
• You’re a positive team player who knows how to plan and lead an account
• You have a track record of success selling software and services to enterprises and quickly identifying how our solution fits into existing enterprise clients' internal and external strategies
• You’re comfortable selling at a start-up company that is emerging in the market, and you are excited about putting your mark on something early
• You love being a part of a small, dynamic, and agile organization that encourages you to learn and grow
• You are passionate about using your experience and expertise to inspire the team
  
  

Perks / Benefits

• Uncapped incentives
• Equity plan
• Mac shop, work with the newest technologies
• Unlimited PTO policy
• Paid maternity leave
• Monthly cell phone stipend
• Paid UberEats lunches-daily
• Medical, Dental, and Vision coverage (Whatfix pays 80% of the premium for individuals and their families; for the HSA, Whatfix contributes $1,000 for individuals and $2,000 for a family)
• Work side by side with the Co-founder and CRO in the San Jose office
• Team and company outings
• Learning and Development benefits

At Whatfix, we thrive on the power of collaboration, innovation, and human connection. We strongly believe that working together in our office (five days a week)  fosters open communication, builds a sense of community, and fuels innovation. This ensures open communication, strengthens our sense of community, and enables us to achieve our collective goals effectively.

To facilitate global collaboration, our US teams start and end early, while our India teams start and end late. US teams do not have any evening meetings. Relocation and Sponsorship offered.

We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust is the foundation; and Do it as you own it.

Whatfix is an Equal Opportunity Employer and an E-Verify participant. All activities must comply with our Equal Opportunity Laws, ADA, and other regulations, as appropriate.

We are an equal opportunity employer and value diverse people because of and not in spite of the differences. We do not discriminate on the basis of race, religion, color, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status.

The salary range for this position is 280-300K OTE, with a split for the base and variable. Compensation will be determined by factors such as level, job-related knowledge, skills, and experience.

Due to our company's global nature and hiring committees spanning different time zones, the interviews for this role will be recorded for those not in attendance to review.