Account Manager

at  Canto

Job Title: Account Manager DACH Region
Location: Berlin, Germany - Remote
This role requires fluency in German & English

REQUIRED QUALIFICATIONS & EXPERIENCE

• Fluency in Written & spoken German and English
• 3-5 years of account management experience working in software as a service (SaaS). Plus: Proven track record of ability to upsell add on products.
• Demonstrated success in a sales role by achieving and exceeding quota.
• Proven track record of regularly exceeding all assigned targets and goals, including net retention and activity metrics.
• Successfully managed 200 – 300 customer accounts.
• Proven success analyzing customer accounts, identifying churn signals and escalating at-risk accounts in a timely manner.
• Proven experience creating account growth opportunities, presenting and selling across executive-level decision makers, providing value-based solutions and building strong relationships.
• Highly proficient in leveraging internal tools, including ChurnZero and Pendo, to centrally monitor customer activity and other key data points to Identify risk and growth opportunities

• Strategic, Target driven & lover of all things Sales!
  What’s so great about Canto - Elevate your Journey with Canto:
  Start-Up Spirit: Embrace the excitement and flexibility of a growing company.
  ️ Hands-On Impact: Your work directly contributes to our success.
  Learning by Doing: Our growth plans provide real-time learning.
  Close-Knit Team: Enjoy a tight-knit, supportive work environment.
  Open Communication: We value transparency and open dialogue.

  Problem-Solver’s Paradise: Apply creativity to real-world challenges.

• ️ Work-Life Harmony: We respect the balance between personal and professional life.

  Growth Opportunities: As we grow, so do opportunities for our team.
  Cultural Exchange: Learn from diverse colleagues in a global setting.

ROLE OVERVIEW:

If you have experience managing Tier 2 or Tier 3 accounts, roughly 200 to 300 accounts with ACVs up to 50K, within a SaaS environment & you love achieving your targets, then this is the role for you!!

ROLE RESPONSIBILITIES – WHAT YOU WILL BE DOING

• Identifying opportunities for account expansion and revenue growth through upsell & renewal within DACH region
• Executing customer renewal cycles between 120-90 days prior to the account’s respective subscription end date.
• Researching important details about existing customers (companies’ latest venture capital funding, hiring goals, stakeholders, adoption and success metrics/criteria, etc.) to facilitate expansion opportunities
• Be proactive in strategic planning; deliver value-based messaging to motivate customer actions and continuously plot the course for strong cases for customer renewals.
• Partnering cross-functionally with Sales, Implementation, and Product teams to ensure a smooth transition from customer onboarding through the annual renewal cycle; serving as their consistent point of contact to deliver a seamless, high-quality customer experience.
• Clearly documenting account health checks in preparation to communicate recommendations back to customers to ensure they’re maximizing Canto’s impact.
• Strategically planning customer 12-month roadmaps which continuously progress the customer towards their specific platform goals, account growth, and overall success with Canto.
• Facilitate, on target or above, quarterly discovery conversations and perform account health checks to proactively identify opportunities to increase the value add of upgrade offerings and advocate to expand the footprint of Canto within your owned customers’ business.
• Keeping opportunities & contacts up-to-date in SFDC with actionable next steps
• Building trust and credibility with our customers as evidenced by positive customer feedback
• Understand the contractual language of all your customers and where we need to “shore up” existing contracts to ensure ongoing success for Canto.
• Having Fun!!