Account Manager
Elliptic
Sales & Business Development
London, UK
Posted on Sep 19, 2024
Are you a passionate and enthusiastic Account Manager with a wealth of experience managing customers in the SaaS industry? Are you looking for your next challenge in an emerging and exciting market? Do you have experience working with medium to large customers across the EMEA? If yes then we want to hear from you!
The impact you will have:
You will join our global Revenue team, and champion uncovering and developing new commercial opportunities within our base of existing customers. As an Account Manager, you will be responsible for managing a nominated list of customers, based in the EMEA region. In this important and strategic role, you will play a major part in the buying journey to ensure our customers are successful using Elliptic blockchain analytics solutions, and in building and growing the size of our accounts.
Your core deliverable will be achieving a net account retention rate as well as account upsell targets.
In addition, you will take the lead in onboarding and training our customers in using the product to enhance the customer experience and improve satisfaction. This is an exciting opportunity for an experienced individual looking for a role where you can make an impact not just on the company you work for but also in an emerging technology sector. Fascinating and challenging work is the norm - working at Elliptic is never boring!
- Department
- AMCS
- Employment Type
- Full Time
- Location
- London, UK
- Workplace type
- Hybrid
Key Responsibilities
What you’ll do:
- Meet and exceed quarterly and annual upsell targets for your region and accounts
- Develop and maintain high quality account plans to achieve retention and upsell targets within your accounts
- Lead the end-to-end sales process for upsell opportunities in your accounts including pitches, demos & contract negotiation
- Onboard new customers, ensuring they meet their goals
- Be our customer’s champion and collaborate cross-functionally to deliver a great customer experience
- Share feedback from the field that contributes to our product roadmap
Skills, Knowledge and Expertise
You will be a great fit here if you:
- Have experience in Account Management and can successfully deliver an upsell target across target accounts, particularly in Financial Services
- Have experience in working with a broad set of customers across the EMEA region
- Are flexible, adaptable and comfortable with changing priorities
- Strong sense of curiosity and desire to deliver great customer experience
- Excellent communicator with strong interpersonal skills
- Use your analytical skills to analyse customer usage and engagement data to identify trends and opportunities for additional services
- Have managed difficult client relationships, such as churn or downsell conversations, and obtain the best outcome for both the company and our customers.
- Experienced in evaluating customer needs and preferences in relation to pricing, product terms and conditions to ensure that client requirements are addressed in commercial proposals
- Have a collaborative mindset
- Address problems immediately and can work across functions to solve problems
- Enjoy working with pace and energy, building team spirit and cultivating unity and commitment among the team
- Have an understanding of complex B2B sales methodologies
Our ideal candidate has:
- 3-5 years Account Management experience selling SaaS solutions
- Experience working with customers distributed across many internal teams
- Strong relationship building skills, with track record of retention and generating net new business
- Demonstrated track record of success and quota over achievement
- Able to work in a matrix organisation, and the ability to share the spotlight
- A strong work ethic and an entrepreneur’s mindset. You’re comfortable creating value in a low structure environment while being agile and resilient
- Interest and curiosity about digital assets and the crypto economy
Bonus Points for:
- Knowledge or experience in AML, particularly for crypto
- Experience working in the blockchain / Web3 industry
- Additional language skills: French
- Keen interest in public speaking and being present in events across the region
Benefits
> How we work:
- Hybrid working and the option to work from almost anywhere for up to 30 days per year
- £500 remote working budget to set up your home office space
> Learning & Development:
- £800 Learning & Development budget to use on anything (agreed with your manager) that contributes to your growth and development
> Vacation/ Leave:
- Holidays: 25 days of annual leave + bank holidays
- An extra day for your birthday
- Enhanced parental leave: we provide eligible employees, regardless of gender or whether they become a parent by birth or adoption, 16 weeks fully-paid leave and leave.
> Benefits:
- Private Health Insurance - we use Vitality!
- Full access to Spill Mental Health Support
- Life Assurance: we hope you will never need this - but our cover is for 4 times your salary to your beneficiaries
- Cycle to Work Scheme
About Elliptic
At Elliptic, we believe cryptocurrency will play a huge role in the future of value transfer, and we care deeply about helping to build this future. As digital assets and cryptocurrency become more widely adopted, our products are essential to ensure cryptocurrency is safe and accessible to all.
Elliptic’s blockchain analytics solutions help prevent financial crime and allow cryptocurrencies to be used for good. The company is the global leader in detecting, preventing, and pursuing criminal activity in cryptocurrencies. Our products are used by some of the world’s most highly regulated banks and financial institutions, leading cryptocurrency exchanges, and government agencies to screen over $1 billion of transactions every single week.
The company has offices in London (Global HQ), New York City, and Singapore. We are backed by leading institutions including Evolution Equity Partners, SoftBank, SBI Group, Albion VC, Octopus Ventures, SignalFire, Wells Fargo, JP Morgan, Paladin Capital, Santander InnoVentures, and Digital Currency Group.
To achieve our mission, we depend on our incredible team of Elliptites. Our values are reflected in everything we do and in every decision we make, both internally and outwardly to our customers. We actively encourage Elliptities to challenge the status quo and allow the freedom to innovate and learn everyday. We encourage new ideas and learning, whether that’s through collaboration, our curiosity sessions, or utilising your professional development budget - the team’s personal growth is key to our success.
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