[10%] Perform account research, mapping and planning: capturing intelligence on organization design, strategic priorities, Onomi's share of wallet, other vendors' scope, and integration, usage and investments for each use case; understanding budget cycles; partner mapping; and creating pricing benchmarks against other solutions.

[10%] Handle first-line account compliance, administrative and product inquiries.

[5%] Report on sales activities: CRM updates, sales forecasts and pipeline calls.

Objectives

The problems you will solve

In your first 1 month, you will:

• Join our leadership team at live industry events: staff the booth at tradeshows and walk congresses with them
• Master our core sales plays: rehearse them, listen to past winning calls, and successfully conduct an expansion mock demo call that convinces the team you can do it alone
• Master our sales processes and systems (Salesforce, Google Suite, PowerPoint, Fathom) to be able to manage a sales lifecycle from customer request to contract expansion deals autonomously
• Get introduced to all customers in your portfolio and secure face time with 80% of them.

In your first 3 months, you will:

• Close your first deal autonomously
• Identify 2 expansion levers for each account, with goals and steps documented in Salesforce
• Attend your first congress solo, with a pre-event target list, a floor contact log, and 100% follow-up
• Complete your account research and planning for every account in your portfolio, including renewal strategy and budget insertion

After the first 6 months, key indicators (usage and logo revenue) are trending up

After 12 months, you will:

• Have met 100% of your customer portfolio in person at least once and met 1-3 new influential stakeholders per account
• Have executed your account plans and achieved an aggregate 20% YoY revenue growth on your portfolio through services and/or software expansion

What you need to be great at

Account leadership

You are above all a true account leader in B2B SaaS or services/consulting - you have managed large accounts ($200K-$2M) in large companies (>500 employees) over time, and you are able to truly understand the decision-making process and buying centers, and establish and nurture relationships with key people to expand scope and volume. You know what it means to operate a global, large-scale account in a first-class fashion.

Industry expertise with business orientation

You bring SaaS experience selling into critical industries - pharma, financial services, professional services, or tech - with demonstrated experience working with the most demanding customers. Above all, you have a flair for spotting pain points, helping customers form business cases, and guiding them towards execution. Pharma HCP engagement expertise, with all its nuances (medical, commercial, marketing), is a plus but not a must.

Autonomy and resourcefulness

You make decisions with confidence and don't wait to be told what to do. When you hit a wall, you find a way around it - you are scrappy, creative, and solution-oriented by nature. You move fast and act proactively, even when there is no immediate commercial upside.

Commercial sharpness

You run numbers quickly, think several steps ahead in negotiations, and understand what truly drives your customers' business. You can build a solid business case that holds up in front of a C-suite or procurement team, and you are comfortable making decisions and forming working hypotheses even when you don't have all the facts.

Diversity, Equity, and Inclusion

SpotMe recruits, compensates, and promotes regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, parental status, or veteran status.