At Icertis, we are powering contract intelligence to transform how companies manage and unlock value from their contracts. As a Director of Account Management at Icertis, you will drive expansion and growth within existing commercial accounts by deeply understanding customer needs and demonstrating how Icertis’s Contract Intelligence solutions can deliver measurable success. Your primary focus will be increasing adoption, maximizing usage, and driving product expansion through strong relationship-building and strategic value-selling techniques. You will need to sell Icertis opportunities effectively, leverage internal teams, and navigate competitive opportunities to achieve consistent growth.

What You Will Do:

Drive Revenue Growth: Identify and execute upselling and cross-selling opportunities within existing accounts, emphasizing the strategic value of Icertis’s solutions to expand product usage and increase ARR. Confidently sell the value of Icertis and leverage all available resources to win in competitive opportunities.
Build Strategic Partnerships: Develop, nurture and maintain strong, trust-based relationships with key stakeholders, from individual contributors to C-level executives, to ensure long-term customer retention and growth. Gain access to key decision-makers both on your own and by leveraging the Icertis team.
Ensure Customer Success: Collaborate with internal teams (Customer Success, Professional Services, Engineering, and Marketing) to ensure successful customer outcomes, meet KPIs, and drive adoption and expansion. Be strong in utilizing the full breadth of Icertis resources to deliver value to clients.
Leverage Customer Insights: Work closely with customers to understand their evolving business needs and collaborate with product management to identify new solution opportunities that deliver value. Effectively sell Icertis solutions tailored to these insights.
Lead Strategic Initiatives: Drive strategic discussions with customers, aligning Icertis’s offerings with their long-term business goals and positioning our solutions as integral to their success.

Qualifications

What You Will Do:

Drive Revenue Growth: Identify and execute upselling and cross-selling opportunities within existing accounts, emphasizing the strategic value of Icertis’s solutions to expand product usage and increase ARR. Confidently sell the value of Icertis and leverage all available resources to win in competitive opportunities.
Build Strategic Partnerships: Develop, nurture and maintain strong, trust-based relationships with key stakeholders, from individual contributors to C-level executives, to ensure long-term customer retention and growth. Gain access to key decision-makers both on your own and by leveraging the Icertis team.
Ensure Customer Success: Collaborate with internal teams (Customer Success, Professional Services, Engineering, and Marketing) to ensure successful customer outcomes, meet KPIs, and drive adoption and expansion. Be strong in utilizing the full breadth of Icertis resources to deliver value to clients.
Leverage Customer Insights: Work closely with customers to understand their evolving business needs and collaborate with product management to identify new solution opportunities that deliver value. Effectively sell Icertis solutions tailored to these insights.
Lead Strategic Initiatives: Drive strategic discussions with customers, aligning Icertis’s offerings with their long-term business goals and positioning our solutions as integral to their success.

What you Bring:

7+ years of enterprise software sales or account management experience, with a minimum of 5 years in SaaS environments.
Domain expertise in CLM, ERP, CRM, or BSM is preferred.
Proven success in value-based selling, upselling, and cross-selling that lead to incremental revenue growth. Experience in selling Icertis opportunities effectively and winning in competitive situations is highly desirable.
Ability to effectively manage complex sales cycles and uncover new sales opportunities within existing accounts.
Experience managing large, Fortune 500 client engagements, driving long-term growth and ensuring strategic alignment.
Strong track record of developing executive-level relationships and directing impactful, strategic initiatives.
Proficiency in managing enterprise accounts, with experience in pipeline generation, revenue forecasting, and meeting growth targets.
Exceptional communication, negotiation, and strategic thinking skills, with a focus on delivering measurable results.

What We are Looking For:

Demonstrated ability to increase revenue through strategic account management, using upselling and cross-selling techniques to drive business growth.
Expertise in selling Icertis solutions effectively, leveraging internal resources, and winning in competitive situations.
Developed and maintained strong relationships with key stakeholders at all levels, leading to increased customer loyalty and long-term partnerships.
Successfully collaborated with cross-functional teams to address customer opportunities and improve the overall customer experience.
Proven track record of creating customer advocates who promote Icertis solutions within their industries and networks.

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Compensation:

Base: 120-180K

OTE: 240-360K (50/50)

Pay offered will vary based on job-related factors such as location, experience, training, skills, and abilities. In addition to the base salary and annual sales target incentive bonus, an equity component is included in the compensation package.

Our Commitments: Icertis is committed to:

Icertians (employees) and their family's physical, mental and financial health and wellbeing
Turbocharging Icertians careers
Making a social and environmental impact in our communities
Cultivation and advancing a culture of diversity, equity, inclusion and belonging (DEIB) within our company, customers, and suppliers
Generous holidays including the 4th of July week off – paid
Free professional and leadership coaching
Annual personal development allowance

What we offer:

Robust medical (physical & mental vision and dental benefits
Employee assistance program (EAP)
Equity (RSUs) and shared ownership in the company
Generous 401K match
Flexible work environment

Apply now

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