Account Manager (US)

at  Theory and Practice

Theory+Practice (TAP) is a data product company that pairs behavioral economics with AI, enabling large enterprises to put their data to work. Specializing in the CPG (Consumer Product Goods) and Retail industries, we help companies truly understand their customer behavior and build business strategies that drive results. We have a proud commitment to cutting-edge technology, customer satisfaction, and a collaborative work culture.
We are seeking an Account Manager with experience within the technology (specifically SaaS) industry to join our fast-growing, 30-person team. We are an early stage startup, and this exciting role will include being the point person ensuring our customer needs are met, being the key conduit between our customers and our internal product and R&D teams and ensuring project management of key deliverables.

IT IS ANTICIPATED THAT YOU WILL BRING THE FOLLOWING EXPERIENCE AND QUALIFICATIONS TO TAP:

• Experience working in a fast-paced technology company, ideally in a SaaS environment with large, seasoned CPG and/or Retail customers
• 7+ years of account management experience, ideally with the ability to manage and grow multiple accounts simultaneously
• Experience engaging and negotiating with C-Suite customers
• Proposal presentation and pricing strategy development experience is important
• A technical background is ideal for this role, but not required
  Candidate can be based in Canada and must be able to travel to the Vancouver, BC head office on occasion.
  Compensation: $125K - $200K USD. Determined according to experience and background.
  TAP is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage candidates of all backgrounds to apply and look forward to meeting you.
  Company website: https://tap.work

ROLE DESCRIPTION

Reporting to the Chief Executive Officer, as Account Manager you will be the main point person for our customers, with stakeholder management accountability to open, build, maintain and grow accounts. You will also ensure key customer feedback is shared with our internal technology teams for product iteration, while also ensuring technical capabilities of our product are accurately framed with customers. You will also play a key project delivery oversight role, driving internal accountability for deliverables, and ensuring management of customer expectations.
You will bring a proven track record of working with large CPG or Retail clients, particularly having built relationships and been the point person on engagements and negotiations with C-Suite decision makers. While you don’t necessarily have to have a formal technical education, ideally you will have experience in the tech industry, are capable of understanding and explaining complex technical concepts, and have experience selling SaaS based or similar technical products. Experience with Data Science and/or AI companies is highly desired, and you will ideally bring a book of clients. Success in this role could lead to the opportunity to grow and develop a team.

KEY ELEMENTS OF THE ROLE:

• Key focus on nurturing relationships with existing accounts, working as a trusted advisor to stakeholders
• Develop and manage a business development pipeline to close new and expand existing accounts
• Develop and drive forward proposal presentations and statements of work
• Work closely with the CEO on strategic account planning and management as well as developing a competitive pricing strategy
• Work closely with the product and R&D teams to identify and qualify product enhancement opportunities
• Establish a disciplined business development and account management process, working closely with the CEO, COO and Director, Finance and Accounting on sales forecast and revenue tracking and analysis
• Establish a foundation of exceptional customer service for TAP customers
• Be a key TAP ambassador for customers and the public; participate in conferences to expand interest in the product

AS THIS IS A ROLE THAT GUIDES, COLLABORATES WITH AND LEADS OTHERS, THE FOLLOWING ATTRIBUTES WILL CONTRIBUTE TO SUCCESS IN THIS ROLE:

• Strong communication and relationship building skills are a must
• Integrity and a strong commitment to excellence
• Attention to detail and process orientation; the habits and instincts to focus on the fine details of systems, and an inclination to make people and processes more organized
• Support the growth and development of and collaborate with those you work with
• Self-awareness: have confidence in your strengths and be aware of and open to opportunities for your own learning and growth
• Understand the importance of accountability and responsibility, while recognizing that mistakes are part of the learning process
• Have fun