Account Manager, Growth Segment, Professional Subscriptions
Politico
- Arlington, VA
- Permanent
- Full-time
- Manage and maintain a volume of 100-150 clients and accounts in the Growth segment by providing customer service and client success during renewal conversations and upsell opportunities for POLITICO Pro and E&E News.
- Demonstrate skills to accelerate business expansion through high retention rates, upsell, and cross-sell of Pro, E&E, and Pro Europe. The Growth team will balance a tailored approach with scalable processes to foster long-term partnerships that drive mutual success.
- Conduct initial meetings with new clients to on-board and train them on how to navigate their dashboard, organize their content, and get the most out of their subscriptions.
- Conduct product walk-throughs with existing and new users to add value to their subscriptions during renewal conversations and various other points.
- Manage your total pool of accounts and clients while leveraging aspirational spend to prioritize your tailored efforts towards where you leverage scalable service, renewal, and growth strategies.
- Grow accounts and research organizations through upselling and additional opportunities in the market and demonstrate a consultative sales approach.
- Partner with an Account Management Associate to hit their monthly meeting goals and support your sales cycles. Alongside the Associate’s manager, you will help train and coach, and support them in their career development.
- Manage the Pro and E&E relationship, which means you will be cross-selling these products where applicable by getting sharper on our pitches and sales processes.
- Maintain client relationship by following up with anniversary calls, gathering feedback, and keeping clients up to date on product updates and new platforms
- Create accounts plans and have a view on how to grow your accounts by leveraging aspirational spend and a consultative sales approach.
- Employ a results-oriented customer-service work ethic that renews a $2M+ contract pool to 90%+ renewal and 25%+ growth rates.
- Properly diagnose prospect pain points and recommend how Pro and/or E&E News could be a valuable solution.
- Maintain pipeline through Salesforce and update team lead/manager across various stages of the sales cycle.
- Meet expectations for daily/weekly client activity (calls, in-person meetings, product feedback, event attendance, etc.), consistently meet revenue expectations, and an elevated level of client service delivery.
- Meet weekly with your associate for meeting prep and client updates and feedback.
- 5-7+ years of experience in sales and account management, preferably with a SaaS or subscription service product.
- B.A/B.S preferred
- Exposure to Salesforce or other CRMs to manage pipeline
- Proven success in hitting and/or achieving revenue targets and quotas
- Commercial skills and business acumen