About us:
Parabola is the spreadsheet alternative where you combine the data running throughout your company and create automated processes.Pull in data from any source you can imagine—from scattered spreadsheets and tools, to emails and PDFs—and build logic that replicates the manual work you do every day. Use our canvas to combine and transform your data, and surface the results to the right people at the right time so you can do more with the data you rely on. In the process, you’ll codify the steps for every workflow you manage so they become repeatable, shareable, and usable for the whole team.Create solutions for the problems you’ve always wanted to solve, and make your work more shareable and impactful along the way.Parabola is proud to serve companies like Flexport, Sonos, Uber Freight, Brooklinen, and Chubbies and is backed by OpenView Partners, Matrix Partners, Thrive Capital and more.
About the role:
We sweat the small stuff to drive meaningful value for our customers. We believe by putting our customers first, we maximize the value that Parabola brings to the them and in turn make that customer even more valuable to Parabola. The Account Manager role is critical to deliver on that promise and bring Parabola to as many teams as possible.We’re looking to fill the last 2 founding roles on our post-sales team!We're looking for an expansion-focused Account Manager that understands and is passionate about our mission and is excited to be in a founding role where they’ll have a chance to help us build the expansion playbook to support both our customer and Parabolas ambitions.Our Account Manager will be working closely with our Head of Revenue and the rest of our GTM org in building the foundation for what excellence in account management looks like.
You will be a significant driver of revenue growth, evangelizing new Parabola use cases to teams who can benefit immensely from our platform.Our ideal candidate is curious, loves going deep on product, has sales in their DNA and can demonstrate a track record of building meaningful relationship with customers. They are thoughtful, organized, gritty and are comfortable engaging both technical and non-technical stakeholders in large organizations. If this is you, we’d love to chat!
What you'll be doing:
- Proactively create and close expansion opportunities with current commercial and mid-market customers to consistently meet quarterly sales quotas.
- Cross-sell to new teams within our book of business by leading dialed discovery calls and demos with key stakeholders and end users, pitching relevant use cases that drive quantifiable business outcomes to drive expansion.
- Quarterback mutual action plans with cross-functional partners on our implementation team (at Parabola, this is our Launch team) to accelerate time to value & incremental revenue
- Share learnings from customer conversations with product, engineering, and design teams to drive meaningful value to our awesome customers.
- Create and run repeatable processes that allow you to nurture and warm up expansions and re-risk renewals for a medium to high volume portfolio.
- Exceptional cross-functional partner that knows how to engage the right team for the right customer challenges at the right time.
- Manage contract renewals across your book of customers.
What we think you'll need to do it:
- 3+ years of SaaS closing experience working as an Account Executive or Account Manager focused on expansion, ideally in a fast-growing SaaS startup or modern tech company.
- Experience managing a medium to high volume book of business
- Skilled in navigating and closing consultative upsells and cross-sells from prospecting to close.
- More important than years of experience, you’re a fast learner and you excel in environments with ambiguous, challenging problems. We're happy to tailor scope, compensation, and title on experience!
- Strong written and verbal communication skills to build trust with executives and navigate complex organizations.
- Experience learning new tools, processes and building things from scratch.
- Excited to work out of our NYC or SF office 3-4 days a week.
- A growth mindset. You are constantly looking for ways to grow and learn and you'll bring that excitement about growth to the company.
- Product pro. You strive to be an expert in your product and pride yourself in solving customer problems. You might even know your way around a spreadsheet.
- Pride in your craft. You are organized and thoughtful and have a strong work ethic. You care about your work.
- You are you. You are unique. You bring something great and uniquely awesome to the team. You are proud of who you are and you care about fostering an environment that is inclusive and caring.
OTE Range: $170,000 - $200,000This OTE range represents the minimum and maximum for this role based in San Francisco or New York City. The OTE given for this position is dependent on multiple factors, including years of experience, interview performance and anticipated responsibilities of the role. Our OTE is one component of Parabola’s competitive total package, which also includes equity and premium health and wellness benefits.
