Client Account Executive - Upper Mid-Market and Enterprise
Salary range: 90-150K Base Salary
Emtrain is evolving the product category of online compliance/culture training, and therefore, our Client Account Executives need to be “hunters” - tasked with opening doors and introducing Emtrain’s solution to different stakeholders in HR, D&I, Compliance, L&D, Talent and Finance. As a member of our Client Group, you are the key player in retaining and expanding revenue of Emtrain clients by partnering with senior leaders to realize the benefits of Emtrain’s compliance/culture eLearning and our EEO risk reports across the enterprise.
You will partner closely with Emtrain’s Client Success Managers and Solutions Experts (in Compliance, DEI, People Analytics, and Talent Strategies), as well as teammates in product, content, marketing, and finance to generate a high gross and net monthly retention of your book (100%+) through upselling and cross-selling. This is an individual contributor role.
Duties Include:
- Drive upsells and cross-sells of existing client accounts in order to achieve high net revenue retention of your client book. Ability to secure introductory conversations with senior leaders in HR, DEI, Compliance, L&D, Talent, and People Analytics. Thinking strategically to mitigate churn risk by understanding clients’ business challenges, managing stakeholder objections, and navigating operational challenges.
- Serve as a strategic business advisor to your clients. Build relationships and rapport with economic buyers and key stakeholders. Understand the market and business landscape, the needs and pressures by industry and role, and meet your client with Emtrain solutions and scalable, consultative and modern selling practices.
- Lead Quarterly Business Reviews for approximately 50 clients; approximately 200 Quarterly Business Reviews per year or 4 QBRS per week.
- Build strategic account plans, identify client strategic priorities, develop a retention and/or growth strategy for assigned accounts, and document retention/growth plans in Salesforce.
- Drive the renewal and expansion process using clear communication to influence client action, including all approval process steps and required information. Negotiate contract terms and pricing. Deliver on-time, high-integrity renewals and expansion deals.
- Be responsible for accurate and reliable data on your Accounts, their Contacts, and Opportunities.
- Acquire and maintain product and content knowledge of the Emtrain solution, as assisted by our Solutions Experts.
- Meet client requests within the required response times. Drive efficiency and next steps.
- Clearly delegate post-sales activity to client success, content/product, sales ops, finance, marketing, and leadership through strong communication.
Required qualifications:
- Quota-carrying experience with a demonstrated record of achieving 100% net retention of client revenue through upsells and renewals with mid-market and enterprise customers.
- Startup or growth-stage experience
- B2B SaaS
- Several years of experience with mid-market and enterprise customers
- Experience in a strategic sales environment and working directly with executive stakeholders in multiple departments.
This position requires an independent worker who is results-oriented, entrepreneurial, a team player, and shows strong initiative.
About Emtrain
At Emtrain, we’re on a mission to make healthy, respectful workplaces the norm. As our company grows, so does our need to add sharp, passionate, and talented people to our team. We work with culture-forward companies like Workday, Cisco, Genentech, Yelp, Glassdoor, and Indeed. Emtrain offers an innovative new eLearning and Analytics solution for healthy workplace cultures. We are a woman-owned, women-led, flexible work organization with offices in San Francisco, Sacramento, and remote employees all over the US.
In addition to our competitive salaries, we provide the following benefits:
- Stock Options
- Unlimited PTO
- Health Insurance
- Dental Insurance
- Vision Insurance
- Pet Insurance
- Mental and Emotional Health Benefits
- Tuition Reimbursement
Emtrain is an Equal Opportunity Employer. At Emtrain, we are deliberately trying to create a safe space for people of all races, genders, ages, backgrounds, and orientations. It is the policy of Emtrain to provide equal employment opportunity to all persons, regardless of age, race, religion, color, national origin, sex, political affiliations, marital status, non-disqualifying physical or mental disability, age, sexual orientation, membership or non-membership in an employee organization, or on the basis of personal favoritism or other non-merit factors, except where otherwise provided by law.
