Account Manager - Parade

Account Manager

Parade is revolutionizing the logistics space by tackling its most pressing problems. We use advanced automation, AI, and machine learning to make freight more efficient and transparent. With a steady stream of new products, we're always at the cutting edge, addressing the future needs of freight. Since our breakthrough Series A funding in early 2022, we have rapidly scaled and recently secured an additional $17M in venture funding, fueling our growth and our commitment to driving the future of logistics. Join us in crafting groundbreaking solutions and influencing the future of logistics! 

As an Account Manager, you will lead the charge to own a book of business toward overall net retention outcomes. You'll approach your customers as a consultative thought partner, focusing on customer value and needs to drive win/win commercial outcomes. You'll partner closely with Customer Success Managers to optimize growth in your assigned accounts, charting the big picture on opportunities and working toward account plans to achieve retention and expansion targets. 

Responsibilities

• Own net retention targets and outcomes for Parade's existing customers
• Expand and deepen relationships with customers
• Creating an account map and engagement strategies to become an expert on your customers' business 
• Become an expert storyteller on Parade's value to customers to excite them about where they can go with our platform
• Master building business cases for solutions and proposals to connect proposed solutions to impact and value 
• Identify strategic growth opportunities within your customers, driving growth tied to high level business outcomes 
• Serve as a trusted advisor and thought partner on digital freight strategy and brokerage workflow optimization 
• Navigate complex customer needs with a "challenger" mentality - lead with insight and build trust and vision with customers 
• Partner cross functionally with Solutions, Marketing, Customer Success, Product, Support, and Engineering to ensure we deliver customer value to drive win/win growth 

What Success Would Look Like in Your First Few Months 

• Connect with all customers in your assigned book to better understand their business and needs 
• Craft account plans for each customer, pulling together internal and external knowledge to chart a path to optimize renewals and overall net retention in your portfolio 
• Learn and build customer value stories that you can tell at ease 
• Setup a cadence with cross functional partners to build trust and teamwork toward achieving goals together 
• Build a pipeline of 3x coverage of your gross expansion targets - identify the accounts and growth potential within your portfolio 

Basic Qualifications

• Proven track record of expanding relationships in complex accounts 
• Experience handling and closing negotiations for large contracts ~$500k+ (new business, renewals, expansions) 
• Ability to leverage data and reporting in your day to day workflow to identify trends and opportunities within your portfolio 
• Excellent communication skills and ability to build trusted relationships with stakeholders in various functions and levels 
• Consultative approach to defining strategic opportunities with customers to map, measure, and achieve successful commercial outcomes 
• Passion for helping customers solve problems with technology 
• Ability to navigate complex organizations and drive mutual account plans 
• Track record of overachieving revenue growth goals 
• Strong desire to learn and curiosity to understand how things work 

Preferred Qualifications

• Core sales training in Challenger or Sandler methodologies 
• 3-5+ years of professional experience working in truckload freight logistics, ideally at a freight brokerage and/or in relevant logistics technology 
• Experience handling and closing negotiations for large contracts ~$500k+ (new business, renewals, expansions) 
• Advanced technical aptitude and ability to deeply understand Parade's product, the freight and logistics space, and modern approaches to rolling out technology across organizations
• Entrepreneurial approach to owning responsibilities with strong accountability to delivering outcomes 
• Strong leadership skills and presence – proven ability to establish relationships and lead discussions with cross-functional and external partners and executives

Perks

• Competitive salary and compensation package with full Medical, Dental, and Vision benefits  
• 401k plan to help you save for the future 
• UNLIMITED Paid Time Off - and we want you to use it! 
• 100% Remote 
• Company Offsites to get to know your teammates

Compensation

The expected on-target compensation for this role is between $120,000 to $160,000 for work performed in the United States. Starting pay for the successful applicant will depend on a variety of job-related factors, which may include experience level, transferrable skills, education, location, business needs, training, and market demands. This range may be modified in the future.