We are looking to hire a Client Success Executive. This quota-bearing salesperson will be focused on deepening and strengthening existing client relationships, improving client retention rates, and cross-selling and upselling new solutions.
The Client Success Team plays a critical role in supporting RANE’s gross and net retention efforts and the Client Success Executive has the opportunity to make a significant impact on the performance of our business and to build a strong career path within our business. This is an ideal role for a salesperson with 2-3 years of experience to grow and develop both sales skills/capabilities, as well as a sophisticated understanding of the enterprise risk landscape, including: geopolitical, safety & security, cyber & information security, and legal/ regulatory/ compliance.
Job Responsibilities Include:
- Build relationships with clients in your assigned territory, understanding their role, responsibility and use-case
- Engage proactively with all clients in territory on a regular basis to identify any potential risks with existing contracts and to mitigate those risks ahead of renewal, ensuring gross retention rate > 95%
- Support upgrade initiatives by prospecting into pool of e-commerce subscribers to identify professional users and promote enterprise solutions
- Ensure client is fully aware of RANE’s capabilities; conduct discovery to uncover potential opportunities for upsell/ cross-sell to achieve 110%+ net retention rate
- Conduct account planning to map out potential opportunities within other parts of the client’s organization
- Create regular communication flow with clients on areas of focus/ interest to them
- Manage sales cycles with clients
- Reliable pipeline and forecast management
- Consistently exceed revenue, retention and pipeline growth objectives
- Work well with internal partners across RANE’s organization
Desired Skills and Experience:
- A minimum of one year as a revenue-generating enterprise salesperson in either new business or account management with demonstrated track record of exceeding targets
- Collaborative, team player who can adapt to a fast-paced, small company environment
- Knowledge of the Risk and Compliance industry, the Financial Services industry or the Legal and Regulatory industry is preferred
- Strong relationship building skills and consultative sales skills
- Ability to conduct effective discovery and overcome objections
- Self-motivated, driven with leadership qualities
- Open to feedback and coaching
Additional Details:
- This position is based in the Boston or NYC metro area, with a hybrid work schedule.