Position Overview
The Strategic Account Manager at Greenshades Software is responsible for driving revenue growth by building and managing strategic client relationships, expanding key accounts, and positioning our full-stack platform across a client’s entire organization. This role requires deep engagement with decision-makers at all levels, including C-level executives, Finance, Payroll, HR, and IT—to identify opportunities for platform expansion. The ideal candidate is a proactive and consultative sales professional who excels at developing long-term relationships, navigating complex organizations, and staying ahead of technological trends that impact clients' payroll, finance, and workforce management needs.
Key Responsibilities
Client Relationship Management & Growth
- Own and manage a portfolio of key accounts, serving as the primary relationship owner for strategic clients.
- Develop deep, multi-level relationships across clients' organizations, from C-suite executives to back-office teams (Finance, Payroll, HR, IT).
- Proactively engage clients to understand business needs, industry challenges, and investment priorities to position Greenshades' full-stack solutions effectively.
- Conduct regular Executive Business Reviews (EBRs) to showcase ROI, discuss strategic initiatives, and align future opportunities.
- Act as a trusted advisor, educating clients on industry trends, compliance changes, and new technologies that impact their operations.
Revenue Expansion
- Identify new opportunities within existing accounts to expand adoption of Greenshades’ solutions and maximize revenue potential.
- Lead up-sell and cross-sell initiatives, ensuring clients are leveraging the full capabilities of our platform.
- Collaborate with reseller and channel partners to maximize growth potential in assigned accounts.
- Meet and exceed sales targets for expansion, ensuring sustainable revenue growth.
- Maintain an accurate sales pipeline, tracking expansion opportunities and forecasting revenue growth in CRM systems (e.g., HubSpot, Salesforce).
- Stay informed of competitive market trends and translate insights into actionable sales strategies.
Collaboration & Internal Alignment
- Ensure clients are fully leveraging Greenshades' solutions, identifying adoption gaps and providing guidance for workflow optimization.
- Read and analyze customer data & usage metrics to assess account health, detect churn risks, and drive proactive engagement.
- Collaborate with Customer Success, Product, and Finance for clients experiencing dissatisfaction, demonstrating exceptional interpersonal and problem-solving skills to de-escalate concerns and improve retention.
- Work cross-functionally with Marketing, Customer Success, Product, and Support teams to enhance client experience and drive growth and retention.
- Provide internal teams with customer feedback, industry insights, and product enhancement requests to ensure continued platform innovation.
- Attend industry trade shows, client visits, and networking events to strengthen relationships and identify new opportunities.
Qualifications & Skills
- Bachelor’s degree or equivalent experience in sales, operations, project management, customer success, business, finance, or a related field.
- 3-5+ years of sales or account management experience, preferably in SaaS, payroll, HR tech, or financial software solutions.
- Strong understanding of back-office processes - payroll, HR, tax regulations, and compliance requirements.
- Proven success in/or Sales, Account Management, or Business Development.
- Ability to engage and influence stakeholders at all levels, including executives and department heads. C-Level interaction experience required.
- Strong problem-solving and analytical skills, with the ability to leverage data to drive decisions.
- CRM proficiency (e.g., HubSpot, Salesforce) for tracking pipeline activity and client engagement.
- Ability to work independently while maintaining strong collaboration with internal teams.
- Excellent communication, negotiation, and presentation skills.
- Experience building long-term relationships with longer complex B2B sales cycles.
- MEDDIC, MEDDPICC, or other Consultative selling process understanding.
This is a remote position.
