Account Manager, Mid-Market

About G2 - The Company

When you join G2, you’re joining the team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users.

G2 is the world's largest and most trusted software marketplace. More than 100 million people annually — including employees at all Fortune 500 companies — use G2 to make smarter software decisions based on authentic peer reviews. Thousands of software and services companies of all sizes partner with G2 to build their reputation and grow their business — including Salesforce, HubSpot, Zoom, and Adobe. To learn more about where you go for software, visit www.g2.com and follow us on LinkedIn.

As we continue on our growth journey, we are striving to be the most trusted data source in the age of AI for informing software buying decisions and go-to-market strategies. Does that sound exciting to you? Come join us as we try to reach our next PEAK!

About G2 - Our People 

At G2, we have big goals, but we stay grounded in our PEAK (Performance + Entrepreneurship + Authenticity + Kindness) values. You’ll be part of a value-driven, growing global community that climbs PEAKs together. We cheer for each other’s successes, learn from our mistakes, and support and lean on one another during challenging times. With ambition and entrepreneurial spirit we push each other to take on challenging work, which will help us all to grow and learn.

You will be part of a global, diverse team of smart, dedicated, and kind individuals - each with unique talents, aspirations, and life experiences. At the heart of our community and culture are our people-led ERGs, which celebrate and highlight the diverse identities of our global team. As an organization, we are intentional about our DEI and philanthropic work (like our G2 Gives program) because it encourages us all to be better people. 

About The Role

The Account Manager will be responsible for driving revenue by building consultative relationships with your assigned clients. You will help clients understand how our solutions help marketing and sales teams in the software industry to build their brand & generate demand for their products. This individual should be a great communicator and have the drive to continue building relationships with vendors. The opportunity awards accelerated compensation and career progression for driven, top performers.

Our headquarters is in Chicago, however this role can be located remotely anywhere in the US. 

In This Role, You Will: 

Lead the renewal process with existing clients for upsell and cross selling

• Drive revenue by understanding & aligning G2 solutions to your client’s objectives

• Negotiate contracts and close agreements to maximize profits

• Create comprehensive sales plans that align G2 solutions with the specific objectives and growth strategies of each assigned client

• Drive revenue through your book of business to ensure you deliver against customers' key performance metrics, with a strong emphasis on retention and growing your book of business to exceed goals 

• Prospect and unlock expansion revenue by educating contacts about how G2’s solutions can help grow their business

Maintain existing clients through proactive outreach and relationship building

• Build trust with key accounts and customer stakeholders by creating impactful and lasting relationships with executive sponsors in particular

• Develop and deliver concise sales presentations that integrate G2 into client strategies, both online and in-person

• Manage a portfolio of accounts with an emphasis on multi-threading and prospecting into new teams to sell G2’s full suite of products

• Support onboarding, handoff and maintenance calls to ensure successful and long lasting partnership

• Advocate and support your customers through partnering with the appropriate internal resources: Customer Success Managers, Solutions Consultants, Customer Support, and the G2 Research Team to provide a world-class customer experience 

Minimum Qualifications:

We realize applying for jobs can feel daunting at times. Even if you don’t check all the boxes in the job description, we encourage you to apply anyway. 

•  3+ years of quota carrying sales or account management experience

• Experience calling into Mid-Market sized companies

• A proven track record of high performance and experience exceeding sales targets

• Experience in a B2B sales environment is required for success

• Experience in the software, technology, or digital marketing industry

• Outstanding presentation and communication skills

• Ability to build rapport and collaborate with others within the company and externally

• Understanding of negotiation techniques and the ability to handle negotiations with a client-focused mindset

• The ability to learn quickly and work independently in a fast-paced environment

Our Commitment to Inclusivity and Diversity

At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here. 

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