Associate Account Manager M/F/X - Crossbeam

COMPANY DESCRIPTION

It’s an exciting time at Crossbeam. We have just joined forces with our competitor Reveal to change the way companies go-to-market. The merger has earned the support of some of the world’s best investors: Andreessen Horowitz, Insight Partners, Redpoint, FirstMark and even Salesforce and HubSpot Ventures (yep, the biggest CRMs are investing in the future of go-to-market).

Combined, our unified company has created a powerful network of 25K+ companies, a team of world-class talent, an innovative product roadmap, and a North Star vision of creating a best-of-both-worlds customer experience.

What is Crossbeam ?

Crossbeam is the first and largest Ecosystem-Led Growth platform. We act as an escrow service for data, allowing companies to find overlapping customers and prospects with their partners while keeping the rest of their data private and secure. Companies use this data to sell more effectively, market to the right audiences, build the right products, collaborate with their service partners, generate demand, inform M&A, and more. This has created an entirely new way of doing business called “Ecosystem-Led Growth” or ELG—and it works: 40% of our customers' closed deals come from their ecosystem.

THE JOB

As an Associate Account Manager, your primary focus will be retaining, expanding and managing our SMB and self-service customer base. You will proactively engage customers prior to renewals, when they need additional support or when buying signals indicate an upsell opportunity. You will work closely with our Finance, Rev. Ops and Go-To-Market teams to ensure a positive and consistent customer experience. We are the industry leader in ecosystem led growth, which means you will help our customers drive revenue through ELG for our customers, understanding their wins are our wins too.

KEY RESPONSIBILITIES 

• Retention. Help customers realize value from Crossbeam and renew contracts on-time year over year.
• Expansion. Identify expansion opportunities through user adoption and upsell indicators.
• Collaboration. Work closely with internal teams such as Rev. Ops, Finance, Professional Services and Sales to ensure renewals are processed accurately and timely. Even if other team members are collaborating, the renewal is ultimately your responsibility.
• Product Expertise. Build and maintain an in-depth understanding of the Crossbeam product and articulate the unique value it delivers to customers. Stay up to date on new features and use cases.
• Value Selling. Gain a deep understanding of our customers and how Crossbeam can positively impact their business. Understanding of MEDDICC.
• Ecosystem Engagement. Build relationships with every contact you encounter. Know that every conversation can be potential for growth.

REQUIREMENTS 

• You have 1+ years of experience in a B2B SaaS Sales or Customer Success and can easily point to repeatable processes you’ve used for success.
• Exceptionally organized, process-driven and can show clear and professional written communication skills.
• Proven success of objection handling.

YOU'LL LOVE THIS JOB IF 

• You love problem solving. You are empowered by a challenge to create your own creative solutions.
• You are a team player. Working closely with internal resources and champions to help accomplish your goals.
• When you don’t know how to do something, you’ll admit it and make a quick assessment of whether it’s something you can figure out, if you’ll need help, and where that help should come from.
• You are passionate about business technology. The problem that Crossbeam solves — and how we are solving it — excites you.
• You know what it means to crush your quota and you chase that excitement. Winning excites you and losing is just a temporary nuisance on your path to the next win.
• You speak your mind, have no issue raising concerns with company leaders, but always make sure to stay solution-focused with feedback.
• You have worked really hard to develop your skills, and are humble enough to always be learning from those you encounter.
• You just read this whole list and got more excited than concerned!

BENEFITS

This is a salaried* role + variable. In addition, Crossbeam offers:

• Health Care Plan (Medical, Dental & Vision)
• Flexible PTO Policy
• Parental leave
• Stock Option Plan
• 401k Plan + Match
• Learning & Development Budget
• Remote Work Options
• Generous Wellness Stipend

HIRING PROCESS 

• The process begins with a first interview with the HR team (30 minutes);
• This will then be followed by a second interview with the Director of Account Management (30 minutes);
• Next, a culture fit interview with core team members (30 minutes);
• For the final round, a final meeting with the CRO (30 minutes). 

*This role has been categorized as a Remote position. "Remote" employees do not have a permanent corporate office workplace and, instead, work from a physical location of their choice which must be identified to Crossbeam. Employees may live in any of the 50 US States, with limited exceptions. In certain cases, an employee in a remote-designated job may need to live in a specific region or time zone to support customers or clients as part of their role.

In Colorado, Connecticut, Nevada and New York City the standard base pay range for this role is $70,000 - $100,000 annually plus a variable component up to $130,000 OTE. 

This base pay range is specific to Colorado, Connecticut, Nevada and New York City and may not be applicable to other locations. In addition to a competitive base salary this position is also eligible for equity awards based on factors such as experience, performance and location. Actual amounts will vary depending on experience, performance and location.