Enterprise Account Manager



, California, United States

Our Vision is to be the world's leading authenticity verifier through Science and Data Science.

Be part of a New Zealand success story. Oritain was founded and is still headquartered in Dunedin. We're now global, with additional hubs in Auckland, London, Washington, DC, Sydney, and Zug.

Our one-of-a-kind solution leverages data insights and scientific traceability to empower the world's largest brands with a deeper understanding of their product origins. This fosters trust and integrity within their supply chains and addresses critical global issues like deforestation and modern slavery. As an innovative data company with global ambitions, we seek individuals who share our drive for commercial success and positive impact creation.

As a result of our continued growth, we're seeking an Enterprise Account Manager to join our US sales team and be based anywhere in the state of California. You will be responsible for retaining, renewing, and growing revenues in your portfolio of large enterprise customers through upselling and cross-selling our platform and solutions. This is an excellent opportunity to apply your account management skills to sell a unique, purposeful solution that makes a difference.

What you'll be doing:

  • Understanding your customers' current landscape and challenges, mapping your accounts, and developing meaningful business relationships with these customers to ensure the timely renewal of each contract.
  • Ensuring the retention of these accounts through the exceptional management of the renewal process.
  • Mapping your accounts to Identify new opportunities to upsell/cross-sell Oritain's products and services into your account portfolio, increasing yearly revenues
  • Engaging with senior stakeholders to understand their personas, roles, business problems, and challenges and present our value proposition to win and close new opportunities within your accounts - typically the Chief Sustainability Officer, Supply Chain, ESG, Compliance and marketing.
  • Attend conferences, join associations as required, and network with peers and connections to generate valuable business connections.
  • Maintaining meticulous records and sales forecasting in our CRM and updating all relevant sales opportunities to Oritain management, as well as keeping accurate data and forecasting in our CRM
  • Meeting your targets and Key Performance Indicators (KPIs) for activity levels, prospecting, and pipeline development to achieve/exceed your sales quotas.

About you:

  • You're a sales and account management professional with a successful history of impeccable relationship management and the ability to identify opportunities to grow revenues in your portfolio.
  • Collaboration is critical. You understand the importance of teamwork and know when and who to engage throughout the sales process.
  • You're a natural networker and relationship builder with a proven record of engaging with key stakeholders across all levels of an organisation.
  • Able to manage and navigate complex sales processes across large, matrixed businesses.
  • You're a closer; your history of success throughout your sales career is a testament to that.
  • You have a high EQ - self-aware, motivated, empathetic, and driven.
  • At least 5+ years of Enterprise sales/account management experience selling to multiple stakeholders across large Enterprise accounts - ideally Fashion Retailers/Manufacturers
  • It would be highly advantageous to have some understanding of supply chain processes, ESG/Sustainability initiatives, and challenges OR have experience in selling Supply Chain solutions into large accounts.
  • Experienced in selling complex Enterprise Saas/PaaS/DaaS solutions to large, matrixed organisations
  • A track record of meeting/exceeding sales quotas and growing, up/cross-selling into accounts
  • Data-driven - able to understand and articulate how analysis and information can support client decision-making.
  • Excellent communication skills and a good understanding of MS Office solutions and SalesForce CRM.
  • This role is customer-facing, so you will be required to travel to our customers, and potentially internationally, for events/company meetings. (approximately 40%)
  • This role is offered as remote - candidates must be based in the state of California

The total compensation for this role will range from $200k—230k OTE (split 60/40), depending on the level of experience.

  • 401k
  • 27 Days PTO
  • Life insurance (AD&D)
  • Healthcare

Published: 14 June 2024