Sales Leader, Account Management (Eastern US) - 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

Are you a dynamic and experienced sales leader with a proven track record of success in the mid-market or Enterprise sector? Are you ready to take the next step in your career and lead a high-performing team of enterprise sellers? We seek a motivated and strategic individual to join our organization to lead a team of strategic accounts managers.

The Sales Leader, Account Management (East US) is a team quota-carrying position and will lead our expansion strategy in a named set of existing Enterprise Accounts.

In this role, you will leverage your experience managing sales teams to drive growth and success in the enterprise sector. You will lead and mentor a team of skilled enterprise sales professionals, develop and execute strategic sales plans, and foster strong relationships with key clients. Your ability to inspire and guide your team and your deep understanding of the enterprise sales landscape will be instrumental in achieving and surpassing our ambitious sales targets. Our Account Managers are paid 100% on new business within an existing account. All renewals are handled by our CSM team, which is in a separate org.

In this role, you will:

• Provide leadership, coaching, and development to a team of enterprise sales representatives

• Develop and implement strategic sales initiatives to drive revenue growth and market expansion.

• Cultivate and maintain strong relationships with enterprise clients and key stakeholders

• Analyze market trends and competitive landscape to identify new opportunities

• Collaborate cross-functionally with marketing, product, and customer success teams to ensure a seamless client experience

• Monitor sales performance metrics and provide actionable insights to optimize team performance

Responsibilities

• Manage an Account Management team serving clients in the East region 

• Help drive pipeline & close business to grow the overall revenue of Whatfix within the assigned territory

• Coach Account Managers through the development of key enterprise-level sales skills, including forecasting & sales planning, prospecting within an account base, complex deal negotiations, sales closures, and cross-functional support both internally & externally

• Learn by doing and directly own some prospecting activities, build pipeline, and drive some opportunities as the lead and hands-on player while managing your team

• Assesses the sales pipeline, activity & forecasts to determine sales progress & areas for refinement/improvement

• Develop proven and new strategies with ADs to penetrate Enterprise Accounts further and reinforce processes and steps designed to deliver value at the enterprise scale 

• Maintain a proactive line of communication with other cross-functional leaders as well as senior leadership, including developing and delivering accurate forecast and attainment details during weekly and other regular updates

Qualifications

• 7+ years of work experience in SaaS Sales with 2-3+ years of management expereince who can grow into a larger role and responsibility. 

• Experience selling to buyers from CRM, HR, Learning and Development, Procurement, and/or IT for Software Applications, managing complex sales cycles, and opening doors

• Value-based solution selling ability and understanding of ROI and cost/benefit analysis

• Intellectually curious—you ask open-ended questions and are genuinely interested in learning about your partner's and customer's needs

• 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 customers

• Operates well in a fast-paced, dynamic environment without requiring supervision and can think creatively and independently to resolve conflict as well as solve problems 

• Cross-cultural – you like working with many types of people across multiple geographies and languages

• 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, self-guided, high-performing sales leader who works in hustle mode to get the job done

• You’re comfortable selling at a company in an emerging market, and you are excited about putting your mark on something early. 

If you are a strategic thinker with a passion for sales and a proven ability to lead and inspire a team, we invite you to apply for this exciting opportunity. Join us in shaping the future of enterprise sales and driving our organization to new heights.

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 320-400K 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.