Customer Account Manager, Upmarket

Responsibilities

• Serve as a trusted advisor to drive customer satisfaction, retention, and growth across your portfolio of accounts
• Build relationships with key decision makers and stakeholders across a dedicated customer base
• Partner with customers to understand their business objectives and develop strategic plans to achieve them through Lattice
• Drive customer growth by proactively identifying opportunities to deliver greater customer value
• Work closely with cross functional partners in Customer Care & Activation to support customer adoption and with Sales to capture expansion opportunities
• Operate with a high level of customer orientation including, but not limited to
• Researching customers' businesses and preparing thoughtful questions and insights in advance of customer meetings
• Asking layered, open-ended questions to understand and clarify customers' objectives and challenges beyond surface-level detail
• Adapting and shifting communication style and content to fit the needs of different stakeholders
• Leading with solutions, not products, when making recommendations aligned to customer objectives
• Engaging customers consistently to confirm and clarify value and adapt a strategy when needed to optimize ROI
• Using data and insights to support investment recommendations or overcome customer objections
• Proactively mitigating churn risk by adopting a holistic, customer-centric approach
• Applying business acumen in account planning by considering economic, industry, and company factors with a customer-centric lens
• Mapping all key stakeholders in an account to assess the strength of the account relationship and create account outreach strategy
• Act as the voice of the customer to provide feedback for product and service improvements
• Consistently practice humility - seeking guidance from colleagues when faced with novel challenges or untested scenarios
• Maintain discipline in territory and account planning, forecasting, quota attainment, and using the CRM and other sales tools
• What You Will Bring to the Table
• 6+ years of customer and/or account management experience
• Excellent communication, negotiation, and forecasting skills
• Experience working in a B2B SaaS environment is required, experience working with the HR Technology space is preferred
• Experience carrying a retention target or quota with the ability to develop compelling strategies that deliver results is required
• Demonstrated customer-oriented business acumen, including
• Ability to gather and use data to inform decision making and persuade others
• Ability to assess business opportunities and read prospective buyers
• Ability to orchestrate the closure of business with an accurate understanding of prospect needs
• Ability to include multiple partners and members of the company management team to position company products against direct and indirect competitors
• Proficiency with tools including Salesforce, Gainsight, Drift, Google Suite, and Slack
• ___
• The estimated annual cash salary for this role is $149,100 - $186,200. This position is also eligible for incentive stock options, subject to the terms of Lattice's applicable plans.
• This position is also eligible for variable compensation of $63,900 - $79,800 subject to personal performance, company performance, and the terms of Lattice's applicable plans.

Benefits

Additional Information

The Customer Account Manager serves as a crucial bridge between Lattice and our customers, combining strategic partnership with revenue growth to help organizations make work more meaningful for their teams. In this role, you'll build and nurture strong relationships while serving as a trusted advisor to your portfolio of customers. You'll drive platform adoption, ensure customer satisfaction, and identify growth opportunities that align with our customers' evolving needs. As a Customer Account Manager, you'll help organizations transform their people practices through the successful implementation and optimization of the Lattice platform. Your success will be measured by your ability to drive customer outcomes, retain and grow accounts, and ensure customers achieve maximum value from their investment in Lattice. This is an exciting opportunity to join Lattice during a time of high-growth. You will also play a key role in helping us expand our market presence while maintaining our reputation for exceptional customer partnership. If you're passionate about helping organizations build stronger cultures and more engaged teams while driving business results, we'd love to speak with you.

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