Strategic Account Manager

We are hiring a Strategic Account Manager who will maintain and expand our customer relationships with strategy and focus on our customers. As the Strategic Account Manager, you’ll be responsible for achieving the sales quota and assigned strategic account objectives. Our Strategic Account Manager represents the entire range of company products and services to assigned customers while leading the customer account planning cycle and ensuring assigned customers' needs and expectations are met by Hyperproof. You’ll report to our VP of Customer Success.

Who you are:

You have a passion for winning growing business via our strategic customers and making an impact as an early member of a high-growth startup. You inspire others around you, work well across departments, and collaborate with team members of varied experiences.

In addition, you thrive in ambiguous situations and can construct a logical path forward without material oversight. You’re a constant learner, you’re curious and creative, and you enjoy problem-solving, whether that is tactics to increase deal velocity or ways to challenge clients to help them achieve their business goals.

What we are looking for you to do:

• You'll foster strong and enduring relationships with key personnel in assigned customer accounts, driving customer expansion and deepening engagement.
• You'll collaborate with internal teams, including support, service, and executive leadership, to exceed account performance objectives and exceed customer expectations.
• You'll consistently achieve targets for increasing revenue and strategic objectives within your assigned accounts.
• You'll take the lead in driving a proactive, collaborative account planning process that establishes mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• You'll continuously assess, clarify, and validate customer needs to ensure deep understanding and alignment.
• You'll spearhead solution development efforts that effectively address customer needs, engaging all necessary company personnel.
• You'll conduct thorough discovery processes to gain in-depth knowledge of your clients' business goals, identify process gaps, and uncover challenges that present opportunities for value creation.
• You'll synthesize your findings into compelling value propositions, articulating the ROI and time-to-value of implementing our solutions in a clear and concise manner for executives.
• You'll effectively communicate the value and future potential of Hyperproof's technologies to customers through verbal presentations, written communications, and live product demos.
• You'll consistently surpass quarterly and annual revenue goals, providing accurate forecasts by quantifying opportunity size and likelihood in Salesforce.
• You'll establish and manage joint action plans that align your clients, yourself, and Hyperproof's leadership team, ensuring mutual outcomes, deliverables, and timelines are well-defined and understood.

How you'll know you are successful:

• You’ll be our customer's go-to person, trusted advisor
• You’ll be responsible for all renewals/expansions due to ongoing engagement efforts over several months
• You’ll establish trust with cross functional teams and take a proactive approach to collaboration

What you'll bring:

• Proven commercial or enterprise market sales experience, preferably selling into B2B SaaS organizations 5-7 years.  
• Bachelor's Degree from an accredited institution within Business, Finance or similar field of study.
• Customer obsession – history of going above and beyond expectations, building tight relationships with your customers, and above all acting with integrity and transparency to represent Hyperproof.
• Excellent communication skills
• Executive presence – a clear demonstration of business acumen, with a high degree of comfort, presenting to and challenging C Suite executives.
• Passion – through a variety of sources you stay at the forefront of cloud technologies and always search for ways to improve, challenge the status quo and change the world.
• Naturally Curious – you have a general knowledge of the IT industry, with the capacity to learn and retain relevant information pertaining to cybersecurity threats, regulatory updates, evolving risks, emerging technologies, and Hyperproof’s competitive landscape.
• Competitive – you’re a proven winner across domains and have the drive and energy to outwork and outmaneuver your competitors. You rarely lose, but when you do it motivates you to learn why and build strategies to avoid losing in the future.
• Strong leadership and organizational skills – someone who naturally takes charge of meetings and drives issues to closure. You command resources internally and externally, ensuring projects are successfully completed on time and exceed expectations.
• Excellent communication skills – ability to build alignment and clarity across both technical and non-technical audiences, and during contract negotiations you can work with procurement and legal teams to understand and clearly convey contract terms.
• Winning as a team selling – enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
• Closely coordinates company executive involvement with customer management. Works closely with Customer Success to ensure customer satisfaction and problem resolution.

Whats our tech:

• Salesforce, Outreach, G-Suite, Chorus, Highspot, Planhat, Zoom

Location:

We are a fully remote company! Rather than restrict ourselves to only finding talent in one city, we’d rather find the absolute best people regardless of where they live.

Candidate experience:

• We value your time and want you to know what to expect from us. For this interview, we expect to ask you to participate in 4 interviews and expect this to be completed within 4 hours over a two week period.
• 1st Interview - Talent Acquisition
• 2nd Interview - Hiring Manager - VP of Customer Success
• 3rd Interview - Bar Raiser - COO
• 4th Interview - Core Values - VP of Marketing  

Where you'll go:

• Hyperproof also loves to see an internal transfer. If a linear career path is not what you’re looking for, you can work with your manager and our people team to explore lateral moves to other parts of the organization as you continue to grow with us.

What we offer:

• Annual compensation reviews + equity
• Unlimited PTO: strongly encouraged to unplug and recharge
• Health: coverage for medical, dental, and vision - employee and dependents
• 401K which vests immediately, complete with a 4% company match
• 12 weeks of Parental leave and 1 year free diapers and wipes with Honest
• Annual company in-person events and quarterly in-person connects
• $1000 home office stipend - at the time of hire. Any additional home office needs are requested as needed.
• $100 quarterly paid wellness stipend
• Pet insurance
• Slack channel notifications turn off after 5 pm based on your time zone
• Two Hyperpcharge weeks of rest where we close company wide (July & Dec)

The full compensation package is based on candidate experience and certifications.