Commercial Account Manager, Smb

3 weeks ago

Victoria, Canada OfficeSpace Full time

OfficeSpace Software is the workplace management platform enabling the future of work, with software that helps teams plan, connect, and perform in the hybrid workplace. 1,000 of the world’s top organizations use OfficeSpace to get the most out of their space and connect the people in it, with intuitive space planning, desk and room booking, employee wayfinding, and real-time insights to inform workplace experience design. OfficeSpace is rated 5 / 5 on G2’s enterprise software review site, and named Easiest to Use, Best Meets Requirements, Users Most Likely to Recommend, and Overall Leader, Fall 2023. OfficeSpace was also featured as a top supplier in Gartner’s 2023 Market Guide for Workplace Experience Applications. The company is backed by Vista Equity Partners and Resurgens Technology Partners.

As teams have transitioned to hybrid work worldwide, OfficeSpace has grown rapidly, expanding its team of 200 in the US, Costa Rica, and Canada. We would love to hear from you if you are ready to join a high-performing organization and be part of an inspiring culture built on trust, respect, collaboration, and creativity

**SMB Commercial Account Manager - What You’ll Do**:
We are looking for an experienced SMB Commercial Account Manager to join our dynamic account management team. In this role, you'll be responsible for managing our small-to-medium business (SMB) accounts, driving client renewals, and identifying upsell and cross-sell opportunities to meet and exceed your sales targets. You will collaborate closely with our Client Success team, renewals team, and Client Experience function to close existing client sales efficiently. Your efforts will be instrumental in strengthening our market presence and expanding our reach within the SMB segment.

**Responsibilities include**:

- Strategically manage a portfolio of SMB clients, building long-term relationships with key buyer and procurement stakeholders.
- Drive client renewals by showcasing continuous value and aligning with clients' business outcomes.
- Identify and capitalize on upsell and cross-sell opportunities to support revenue growth.
- Prospect within your assigned territory or book of business to identify new opportunities for client engagement.
- Generate new pipeline for growth accounts by cold-calling and other prospecting activities, creating net new business opportunities.
- Achieve and surpass sales quotas by executing targeted account strategies.
- Conduct a buyer-driven sales process focused on value-based selling approaches.
- Collaborate with internal teams (Client Success, Product, Support, Marketing) to ensure client needs are met effectively.
- Develop tailored proposals that highlight our products and solutions for each organization’s needs.
- Deliver product demos for add-on modules and core OfficeSpace offerings.
- Conduct regular account reviews to monitor engagement and satisfaction with the support of Client Success Managers.
- Stay informed on industry trends and competitor activities to inform strategic decisions.
- Provide detailed reports on account status, challenges, and future growth opportunities.
- Utilize tools like Salesforce, SalesLoft, Gong, LinkedIn Sales Navigator, Gainsight, Slack, and Gmail for effective time and task management.
- Work alongside other Account Managers and AEs to elevate team skills and industry knowledge.
- Support ongoing product and market development by sharing client feedback and market trends.

**Skills, Experience, and Mindset Required**:

- Bachelor’s degree in Business, Marketing, or a related field.
- 3-6 years of experience in account management or sales within the SMB segment, ideally in a SaaS B2B environment.
- Proven success in client renewals, upselling, and cross-selling in a quota-driven setting.
- Strong communication, negotiation, and presentation skills.
- Comfortable with cold-calling and prospecting to drive new business within growth accounts.
- Ability to manage complex accounts and collaborate effectively across internal teams.
- Skilled in balancing client expectations with company objectives to drive continuous value.
- Proficiency in tools such as Salesforce, SalesLoft, LinkedIn Sales Navigator, and Gong.
- A growth-oriented mindset with a drive for continuous learning and improvement.

**Why OfficeSpace?**
- Competitive compensation packages, including health benefit options, generous leave policies, 401k (US) and Group RRSP (Canada)
- Hybrid work policy, allowing you to work remotely or in our Escazu, Costa Rica, or Victoria, Canada offices dependent upon role.
- At OfficeSpace, we trust our employees to take ownership of their work and allow teams to work their way while driving performance via flexible hours, remote options, and asynchronous collaboration.
- We celebrate and honor the cultures, traditions, and incredible diversity of our global teams across nations.
- We support team members practicing self-care, provide unlimited PTO, and encourage r

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