Senior Account Manager

Навыки

• B2B-продажи
• CJM / JTBD
• CRM-системы
• Customer Success
• Решения на данных
• HR-процессы
• Лидерство

О компании и продукте

• We are seeking an accomplished and consultative Senior Account Manager 3 to join Wrike’s high-performing Expand Sales team! In this elevated role, you’ll serve as a partner to a portfolio of our commercial customers (250-5,000 employees). You’ll leverage your expertise in complex account management, executive stakeholder alignment, and procurement to drive meaningful business impact, expand Wrike’s presence at scale, and help our clients achieve their most critical objectives.
• If you’re a collaborative professional who thrives in a fast-paced environment and enjoys connecting technology solutions to real business challenges, we want to hear from you!

Задачи

• Developing and executing comprehensive, multi-year commercial account plans that drive expansion across a portfolio of high-value customers (250-5,000 employees)
• Managing complex sales cycles end to end
• from proactive opportunity identification, executive-level discovery, and value-driven solution design, through negotiation, procurement processes, renewal, and close
• Proactively engaging and building relationships with senior stakeholders through targeted, data-informed outreach initiatives to uncover and influence new expansion opportunities within assigned accounts
• Facilitating deep consultative discovery sessions to understand evolving customer pain points, business imperatives, and organizational change drivers across multiple teams and regions
• Designing and implementing solutions-based, value-driven sales strategies that clearly articulate Wrike's ROI, align our platform to customers' business outcomes, and differentiate us from competitors
• Delivering impactful, tailored demonstrations and high-stakes presentations to executive and operational audiences, illustrating Wrike’s direct impact on their critical initiatives
• Creating sophisticated, data-driven strategies for identifying, prioritizing, and capturing expansion opportunities within each account by analyzing usage trends, adoption metrics, business goals, and industry developments
• Navigating complex enterprise procurement cycles
• including RFPs, contract negotiation, and legal review to ensure successful account expansion, mitigating risk and accelerating time to close
• Continuously monitoring and analyzing competitor offerings, market trends, and customer feedback to position Wrike advantageously and guide account strategy
• Leveraging sales tools (Salesforce, SalesNavigator, ZoomInfo) and CRM best practices to rigorously map stakeholder landscapes, track pipeline health, and enable accurate forecasting
• Collaborating cross-functionally with Customer Success, Solutions, Marketing, and Product teams to ensure seamless post-sale transitions, maximize satisfaction, and deliver sustained value for clients
• Consistently exceeding quarterly and annual revenue targets through disciplined account management, strategic expansion, and superior customer partnerships
• Wrike is the most powerful work management platform
• Built for teams and organizations looking to collaborate, create, and exceed every day, Wrike brings everyone and all work into a single place to remove complexity, increase productivity, and free people up to focus on their most purposeful work
• Our vision: A world where everyone is free to focus on their most purposeful work, together
• Wrikeの日本オフィスは2019年にスタートし、年々マーケットを拡大させています。
• 日本オフィスのメンバーはコラボレーションマインドをもち、お客様のビジネスにおける生産性を向上するため協力、共創しています。
• 我々のプラットフォームをお客様に活用してもらうことでお客様と一緒に成長しましょう！

Требования

• Fluency in English and Japanese language skills
• 5+ years of successful B2B SaaS sales/account management experience, managing commercial accounts and consistently meeting quota
• Minimum 4 years experience as an Account Manager responsible for an install account base
• Demonstrated hunter mentality with a proven track record of proactive pipeline generation, cross-sell, upsell, and driving account expansion initiatives
• Demonstrated ability to manage the full sales cycle from discovery to close
• Experience growing accounts through consultative, solution-based selling and outbound prospecting
• Advanced discovery, customer engagement, and virtual presentation skills
• Proficiency navigating enterprise procurement processes, contract negotiation
• Proficiency managing a book of business with Salesforce or a similar CRM
• Experience conducting engaging remote product demonstrations via video conferencing
• Track record of success in high-growth, metrics-driven sales environments
• Strong communication and influencing skills with executive stakeholders
• Familiarity with sales methodologies such as Challenger, MEDDIC, and/or Solution Selling
• Bachelor's degree or equivalent practical experience
• Standout Qualities
• Experience in work management, project management, or a track record of selling to our ideal customer profiles (ICPs) in Marketing, Professional Services, Manufacturing or Engineering
• Team Dynamics
• As an Senior Account Manager , you'll join a high-performing team focused on driving double-digit growth within our existing customer base
• You'll manage a portfolio of commercial accounts (250-5,000 employees) with active Wrike subscriptions
• Working collaboratively with cross-functional partners, you'll identify expansion opportunities that solve customer challenges while helping you achieve your booking and pipeline targets
• Our Work Style
• Collaborative Culture: Work alongside ambitious, supportive colleagues who celebrate wins together
• Comprehensive Training: Structured onboarding and ongoing sales enablement to help you master our product and refine your skills
• Work Flexibility: Options for remote work with the support you need to succeed from your home or the office
• Competitive Compensation: Base salary plus uncapped commission structure that rewards performance

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