Strategic Sales/Account Manager

HeadSpin is a global omnichannel digital experience testing platform that helps enterprises optimize application performance with its data science capabilities. With an extensive infrastructure of real devices across 90+ locations, the HeadSpin Platform enables manual and automated testing across a wide range of devices: from mobile and desktop to media players, audio devices, and even automotive systems. 

We’re looking for a Strategic Sales/Account Manager who is excited about driving a consultative sales process with a technically savvy client base. You have a track record of executing in a highly consultative manner with both engineering and business personas. You have a leadership mindset, and enjoy the challenge of building a customer-first team culture and sales process in the midst of a fast paced, hyper-growth business.

This is a strategic role focused on developing and managing relationships with key Silicon Valley based customers to enhance business growth, product offerings, and customer satisfaction through collaborative and mutually beneficial partnerships. Responsible for developing the customer relationship and leading the strategic customer account growth planning.

What you’ll work on:

• Own the full sales cycle from lead to close for existing and new customers 
• Develop account plans for gaining and expanding business, including coordinating resources including sales engineering, legal, and leadership.
• Develop trust and relationships with executive and technical stakeholders.
• Develop and negotiate complex proposals and contracts.
• Drive team projects to further develop and refine our sales process and go-to-market strategy
• Deliver voice-of-customer feedback to our teammates, including our product and engineering teams who craft their road maps directly from customer feedback. 
• Manages existing customer relationships, identifying opportunities for further collaboration and integration.
• Coordinates all company activities with the customer, including sales, marketing, executive briefings, business planning and client engagements.
• Promotes HeadSpin products and offerings to become a key part of the customer’s business and solutions.
• Creates and manages opportunity funnels for deals with customers and transforms potential leads into sales.
• Achieves assigned quota for HeadSpin products and services through customers.
• Actively engages company resources and senior executives to build strategic relationships with the customer which ensures long-term business opportunities for the company.
• Evaluates customer performance and ensures alignment with business goals.
• Scouts and secures new customers, negotiating terms that align with the company’s strategic revenue goals.

Requirements

• 5+ years of sales experience, ideally with a highly technical cloud service (B2B or SAAS sales is ideal)
• Experience selling products with ASP >= $50K-$150K
• Intense curiosity to learn about your customer’s businesses, with the ability to surface business pain from highly technical environments
• Embody a growth mindset that seeks to constantly learn and grow. 
• Demonstrated ability to work across multiple stakeholders with different priorities.
• Successful experience writing, speaking, and presenting to stakeholders.
• Ability to operate in a highly ambiguous and fast-paced environment.
• Availability to travel 10% of the time.

Base Compensation Range: $100,000 – $150,000 USD annually 

Commission: Additional commission structure available 

Actual compensation will be based on local market benchmarks, and relevant experience.

This recruitment process may use automated or artificial intelligence to screen or assess applicants.