Client Account Executive - Upper Mid-Market and Enterprise
Emtrain is evolving the product category of online compliance/culture training, and therefore, our clientsales team need to be “hunters” for the next two years - opening doors and introducing Emtrain’s solution todifferent stakeholders in HR, D&I, Compliance, L&D, Talent, and Finance.As a Client Account Executive in our Client Success Group, you are the key player in retaining and expandingrevenue of Emtrain clients by partnering with senior leaders to realize the benefits of Emtrain’scompliance/culture eLearning and people analytics across the enterprise.You will partner closely with internal Client Success Managers and solutions experts as well as teammates inproduct, content, marketing, and finance to generate a high gross and net monthly retention of your book(100%+) through upselling and cross-selling.
This is an individual contributor role.Duties Include:
- Drive upsells and cross-sells of existing client accounts in order to achieve a high net revenueretention of our client book. Ability to secure introductions (through creative means wherenecessary) and lead highly engaging introductory conversations with senior leaders in HR, DEI,Compliance, L&D, Talent and People Analytics. Think strategically to mitigate churn risk byunderstanding client’s business challenges, managing stakeholder objections, and navigatingoperational challenges.
- Serve as a strategic business advisor to your clients. Build relationships and rapport with economicbuyers and key stakeholders. Understand the market and business landscape, the needs andpressures by industry and role, and meet your client with Emtrain solutions and scalable,consultative and modern selling practices. Influence key stakeholders with consultative sales skills.
- Conduct Quarterly Business Reviews with approximately 70 clients including their seniorstakeholders (280 Quarterly Business Reviews per year, 5-6 QBRS per week.)
- Build strategic account plans. Identify client strategic priorities. Develop retention and/or growthstrategy for assigned accounts and document retention/growth plans in Salesforce.
- Drive the renewal and expansion process using clear communication to influence client actionincluding all approval process steps and required information. Negotiate contract terms and pricing.Deliver early or on-time, high-integrity renewals and expansion deals. Ensure all details are in orderfor payment.
- Be responsible for accurate and reliable data on your Accounts, their Contacts and Opportunities.
- Acquire and maintain product and content knowledge of the Emtrain solution, as assisted by oursolutions experts.
- Meet client requests within required response times. Drive efficiency and next steps.
- Clearly delegate post-sales activity to client success, content/product, sales ops, finance, marketing,and leadership through strong communication.
Required qualifications:
- Quota-carrying experience with a demonstrated record of achieving 100% net retention of clientrevenue
- Exposure to buyers in at least one of the following functions: business compliance, human resources,learning and development, diversity and inclusion, talent management, talent acquisition, people analytics
Desired qualifications:
- Experience with talent/people software
- SaaS product selling experience
This position requires an independent worker who is results-oriented, entrepreneurial, and shows stronginitiative. Knowledge and experience selling into one or more of the above-referenced functions (HR, D&I,etc.) is required. The ideal candidate will be a true team-player and possess a learning, agile andentrepreneurial mindset since Emtrain is evolving a product category.About Emtrain:At Emtrain, we’re on a mission to make healthy, respectful workplaces the norm. As our company grows, sodoes our need to add sharp, passionate, and talented people to our team.
We work with culture-forwardcompanies like Workday, Cisco, Genentech, Yelp, Glassdoor, and Indeed. Emtrain offers an innovative neweLearning and Analytics solution for healthy workplace cultures. We are a woman-owned, women-led,flexible work organization with offices in San Francisco, Sacramento and remote employees all over the US.In addition to our competitive salaries, we provide the following benefits:● Stock Options● Four Day Workweek (Fridays are not a formal workday)● Unlimited PTO● Health Insurance● Dental Insurance● Vision Insurance● Pet Insurance● Mental and Emotional Health Benefits● Tuition ReimbursementEmtrain is an Equal Opportunity Employer.
At Emtrain, we are deliberately trying to create a safe space for people of all races, genders, ages, backgrounds, and orientations. It is the policy of Emtrain to provide equal employment opportunity to all persons, regardless of age, race, religion, color, national origin, sex, political affiliations, marital status, non-disqualifying physical or mental disability, age, sexual orientation, membership or non-membership in an employee organization, or on the basis of personal favoritism or other non-merit factors, except where otherwise provided by law.
