As the hiring manager, I want to express why I’m excited by this role. We’ve got an incredible solution that solves a critical business problem for our wonderful customers. And, I need our first Account Manager hire - hopefully you! - to help build our post-sales process and execute to ensure that we are retaining and expanding our existing customer base. This is very much a combo of “creator and doer” for someone who wants to have a tremendous early impact on a fast-growing company.
About Scratchpad ✨
At Scratchpad, our mission is to make salespeople happy. We’ve pioneered the first workspace for revenue teams by taking the most tedious parts of daily work and turning them into efficient, delightful experiences that positively impact salespeople's professional and personal lives. Don’t take our word for it - read what our customers and top-tier investors are raving about.
Life at Scratchpad
The Scratchpad team is defined by our values: simplicity, ideas, results, speed, delight, and feedback. We profoundly care about our customers, the work we do, and each other. You'll constantly be learning from your colleagues and challenged to do your best work.
Life on the Sales Team 👥
The sales team at Scratchpad is expanding! As our first Account Manager, you’ll have the opportunity to define the initial Account Management playbook, develop trusted senior-level partnerships with our existing customers, and proactively manage renewals and expansion with those accounts to achieve the highest NRR (Net Revenue Retention) rates possible.
We work in a highly collaborative environment, where team-based selling and support are the norm. We regularly share our wins, and more importantly, our learnings. You will partner closely with our Account Executives and Solutions Consultants to create a clear path for success with our customers and will report directly to our VP of Sales.
You will have the chance to work with the team in our brand new San Mateo office and will be expected to be in office five days per week.
About You 🎉
- At least five years of experience managing renewals and expansions in a B2B SaaS environment
- Not an “order-taking” Account Manager, but rather a strategic Account Manager who defines the proper proactive strategies to win renewals that require approval typically at the C-level
- A collaborator who will partner with Solutions Consultants and the extended team to drive success, but also someone who can run independently to take the initiative on their own to define the right steps and approach
- Ability to to work in our San Mateo office five days per week
- Operated in a startup environment and are comfortable building, dealing with rapid change, and being proactive
- Consistent retention quota achievement
- Ability to identify the right ongoing executive sponsor and develop a trusting relationship with them
- Always thinking in terms of revenue and monetary impact at every step
- Ability to identify red flags, objectively spot issues, and implement solutions to fix them
- Exceptional listener who understands the context/ situation and tells a compelling narrative based on what matters to the audience
- Innately curious
- Highly organized
- Self-starter
Your Impact 🛠️
- Define account management processes/procedures and codify those into a repeatable playbook
- Ensure retention and expansion across our existing accounts
- Partner with Champions to define the initial success criteria for the relationship
- Run the kick-off meeting with the Solution Consultant team. Set expectations, identify key players. review success criteria, and define ongoing cadence
- Drive license adoption and identify new use cases with above-the-line individuals
- Ensure that red flags for renewal are identified and mitigated
- Maintain an accurate renewal forecast, tracking renewal status from day one of the customer engagement, addressing and mitigating any risks and surprises
- Have a clear approach to unambiguously commit deals with great accuracy
- Run Quarterly Business Reviews targeting the renewal decision maker
Perks 🎁
- Competitive salary and meaningful equity
- Medical, dental, and vision insurance (with 80% premium coverage)
- Paid parental leave
- Flexible vacation
- 401k with 4% company matching (and vests instantly!)
- Stipend for home office
- At least two in-person company offsites a year
Our Commitment ❤️
We believe that great ideas can come from anyone and anywhere. As an equal opportunity employer, we interact with respect, kindness, and compassion. We are committed to building a company that embraces and celebrates diversity, equity, and inclusion. We're not afraid to let go of existing beliefs as we learn new information and uncover better ideas.
We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. Diverse teams build better products, offer more unique perspectives and help foster an inclusive environment for everyone.