Enterprise Account Manager

Criteria drives talent success for over 4,500 organizations around the world. Through innovative assessments, video interviewing, and talent management tools, we help companies build more engaged workforces, improve retention, generate more revenue, and increase productivity.

We've been featured on the Inc. 5000’s list of fastest-growing private companies in the U.S. for the last seven years and have been recognized as a Best Place to Work by Inc. and Built in LA. Most importantly, people are at the heart of everything we do. Our mission is to help companies and job candidates connect to do fulfilling, meaningful work together.

POSITION SUMMARY
As an Enterprise Account Manager at Criteria, you’ll drive growth with existing customers by helping them embrace a better, more equitable way of identifying, interviewing and developing their talent. You’ll unlock new value throughout our customers’ business by leveraging your consultative sales experience and securing complex deals. In partnership with others in the revenue, product and marketing teams, you’ll help refine our value proposition, product lineup and approach to growing with existing customers.

The ideal candidate possesses a deep empathy for customer problems and a passion for engaging across roles and organizations within our customers. You love the journey of discovering how we might help them succeed at recruiting and developing a diverse set of employees.

REQUIRED KNOWLEDGE/SKILLS/ABILITIES

To be successful in this role the incumbent will demonstrate the following:

• 8+ years sales experience, preferably in a B2B Enterprise SaaS company and / or in the HR Tech sector
• Track record of managing complex sales cycles and securing strategic deals by understanding customer problems and crafting tailored solutions, leading to annual success in exceeding quota targets of $1M+.
• Demonstrated success in identifying, growing and nurturing relationships at multiple levels within a company, and building consensus amongst disparate stakeholders.
• Analytical mindset with the ability to interpret data, identify trends and make data-driven decisions to optimize sales performance.
• Proficiency in CRM software (e.g., Salesforce, Churn Zero, Gong) and other sales tools for pipeline management, reporting and forecasting.
• Highly organized with strong time management skills and the ability to prioritize and manage multiple tasks simultaneously.
• Team player who enjoys helping others hone their craft by openly sharing their own successes and failures.

• Willingness to travel 10-20% of the time as needed to meet with customers and attend industry events.
• Bilingual in English and Spanish a bonus.

RESPONSIBILITIES

The primary responsibilities of this role include:

• Drive revenue growth with existing customers by deploying sophisticated sales strategies that pinpoint expansion opportunities into new orgs or departments, and proactively identifying opportunities to upsell and cross-sell.
• Build and maintain rich relationships with multiple key stakeholders within customer organizations, including executives, decision-makers and influencers.

• In partnership with a Customer Success Manager, conduct regular business reviews to assess performance, address concerns and identify additional opportunities.
• Negotiate contract renewals, pricing adjustments and terms with existing clients to maximize revenue and profitability.
• Stay informed of industry trends, competitor activities and market developments in order identify new opportunities and maintain our competitive advantages.
• Continuously enhance knowledge of products, services and industry best practices to effectively advise and support customers in achieving their business objectives.
• Inform product roadmaps and features by gathering customer feedback and conveying market needs that can strengthen our value proposition and enhance our customers’ experience.