Description
Descript is looking for an Account Manager (Enterprise Sales) to join our team and make a substantial impact on our sales initiatives. In this role, you'll have the opportunity to work with our most strategic Enterprise customers and your work will be instrumental in driving our growth and defining our market presence.
The Account Management team is responsible for working with Descript’s sales-assisted customer base to sustain and grow revenue as a critical part of our land and expand sales motion.
What You’ll Do
- Actively work to maintain strong relationships with Descript’s existing customer base while identifying new opportunities for expanding usage for other teams, departments, business units, and use cases
- Drive executive level relationships within our largest customer base
- Responsible for forecasting and delivering Descript Enterprise revenue expansion, covering existing accounts and Renewal revenue targets
- Work cross-functionally and collaboratively with internal teams (Sales, Customer Success, Product, Marketing, Legal, Finance, Support, etc.) on expansions and to ensure timely renewals
- Partner with the Customer Success team on marquee accounts to expand use cases and create stickier customers
- Innovate and iterate on the contract renewal process to retain and grow customers while mitigating churn or contraction
- Document and share key learnings with broader Descript organization to further shape our product roadmap and sales motion
What You Bring
- 4+ years of proven sales or account management experience (i.e. as an ”Account Executive” and/or “Account Manager”) in a quota-carrying, closing role selling a SaaS product
- Ability to create executive level relationships in marquee customer base
- Tenacious and curious attitude with your approach to prospecting and sales strategy within complex Enterprise size organizations. You’re not afraid of making a cold call and are excited about having creative outreach to stakeholders of various levels.
- Strong ability to identify and understand a customer's business goals and needs, and drive solution-based selling strategies
- Create and deliver against strategic account plans within customer base
- Strong problem-solving skills, excellent communication and writing skills
- Collaborative and team-oriented
- Domain Experience: We’d love to find someone with experience selling a SaaS tool, familiarity with navigating large and complex Enterprise organizations (2,000+ employees), and experience with a PLG freemium motion and a horizontal customer base— i.e. where there’s not necessarily one clear buyer
- Resourcefulness: You’re able to help figure out and build the playbook rather than relying on executing an existing, well-defined playbook. You’re able to deal with ambiguity in a scrappy manner.
Bonus Profile:
- Knowledge of the media creation process inside of companies, and/or understanding of the Media industry from prior sales experience
- You specifically have prior Account Management experience as someone responsible for expansion revenue and renewals within a nascent Enterprise customer install base
- Familiarity with and enthusiasm for creator-oriented tools in video, audio, and AI
- Experience with tools such as Salesforce, Outreach, etc.
Why you should join us:
- Founding member of the Account Management team: As the first dedicated Account Manager, you will help build the foundation for a future large, revenue focused team.
- Advise our marquee customers: Be the first line of contact for all our customers’ needs and summarize key learnings back to our cross-functional leadership teams.
- Join a wonderful team at a magical time: We've got millions of users with a lean team, which gives us a huge greenfield opportunity to pursue. You'll join at an ideal time to shape how we grow moving forward.
- Meaningfully shape our future product: As you engage with customers, you'll gain insights to help us better serve their needs — and work with Product and Engineering to shape what we do next.
- Elevate your skills as we tackle our most impactful challenges: There’s so much more for our Sales & Success team to do and learn, and you’ll have the autonomy and opportunity to experiment with our high-leverage opportunities for growth.
The base salary range for this role is $138,000 - $230,000/year. Final offer amounts will carefully consider multiple factors, including prior experience, expertise, location, and may vary from the amount above.
