At Vidyard, we make life easier for sellers, marketers and corporate communicators. Our video AI Avatars tool, digital sales room platform, and other products are used by Microsoft, LinkedIn, and thousands of other companies. We're passionate about elevating our customers, our teammates, our communities, and ourselves.
About the Role
Vidyard is looking for an Enterprise Account Manager to join our Sales team. Reporting to the Director of Sales, you will focus on our Commercial customer segment of our business and will be focused on growing and retaining the revenue of our customer base.
This is a critical role in helping our customers see value with Vidyard, and to help accelerate our growth - this is an exciting space and we need strong problem-solvers and consultants who are focused on identifying and solving customer challenges. We have just launched a new AI feature to our Messages product, AI Avatar, and we are helping customers realize the power of AI to help them achieve their goals. The right person will get heavy investment from our team in terms of career growth and development, and work with a strong peer set in a collaborative, team-based environment.
This is a remote role with a preference for candidates located in Canada.
About the Team
Our Account Management team is a team responsible for growth and renewal revenue of our Enterprise customers. Account Managers balance their time between identifying risk and opportunity in their book of business, focusing on prospecting for growth in existing products or introducing new, like AIAvatars, and renewing customers to meet their business objectives.
What You’ll Work On:
- Own and manage a territory of high-value and complex customer accounts responsible for new revenue growth (ARR) and gross retention(GRR)
- Creation and execution of structured account plans designed to help our customers understand the value they’re receiving from their Vidyard usage, with the goal to expand Vidyards solutions and the value their organization would receive with conviction and prescription
- Accountable for creating self-generated pipeline by prospecting and expansion activity to drive upsell and cross-sell opportunities
- Lead the renewal negotiation process directly with customers from requirements gathering to the finalization of agreements
- Actively coordinate with Customer Success to address at-risk customers, negotiating renewals to mitigate downsell or churn and focused joint priority accounts.
- Forecast sales revenue and pipeline activity accurately and be able to communicate it to leadership with plans to meet and exceed your goals
- Understand customer’s industry dynamics and competitors, and be able to present our products inside-out to different external stakeholders.
What You’ll Bring to this Role and Your New Team:
- ~6 years of sales experience; preference for experience with SaaS based organizations
- Growth mindset
- Deep understanding and experience across the full sales lifecycle
- Solid understanding of SaaS concepts such as ARR, AOV, MRR, Churn, etc.
- Track-record of over-achieving quota/targets
- Excellent written, verbal and presentation skills
- Experience with prospecting into your book of business and creative approaches
- CRM experience, preferably Salesforce
Our Tech Stack
- Salesforce
- Salesloft
- Totango
- Gong
Job descriptions can be overwhelming. At Vidyard we are motivated to drive change together and deeply value the unique experiences, abilities and opinions you possess, so if this role sounds like your next adventure, but you don’t feel entirely qualified, apply! We value candidates who own it, and if you’re relentlessly resourceful too, you might be exactly who we are looking for.
As we also value user obsession, we prioritize our users, customers and community so you can expect to hear from our team even if you are not selected to move forward.
What You’ll Love about Vidyard:
- Competitive pay
- Comprehensive, flexible benefits on day one*
- Wellness allowance to spend on what's important to you
- Unlimited vacation + programs to support travel while working, enabling you to live your best life
- Access to Inkblot, a digital mental health platform + $1,500/person/year for mental health coverage*
- Allowance to support your ongoing growth and development
- Parental leave top-up
- Paid volunteer hours
- Employee resource groups to empower and drive change at Vidyard and in our communities
- RRSP match*
- Stock options
- Flexible holiday program
- Home office stipend
- Flexibility to work in the place that brings out your best: whether you thrive in the comfort of your home office, or are local to, and prefer the energy of our collaboration space in Kitchener, Ontario, Canada, there is flexibility for all. Although we default to remote-first there will be occasional in-person meetings/events purposefully designed for connection and collaboration.
We thank all applicants for your interest in Vidyard. Only those applicants selected for an interview will be contacted. Unsolicited resumes from Agencies will not be accepted.
Vidyard is an equal opportunity employer. Applicants who require reasonable accommodation to complete the application and/or interview process should notify us at recruitment@vidyard.com.
