Key skills
SaaSCRMNegotiationCustomer SuccessSales
About this role
Role Overview
- Manage a portfolio of clients
- Continuously engage with existing active clients
- Maintain close, strategic relationships
- Account expansion (upsell and cross-sell)
- Identify opportunities to sell additional products/services
- Present new features, modules, or solutions
- Expand existing contracts and increase average deal size
- Client planning and strategy
- Create account plans for growth
- Map stakeholders, challenges, goals and expansion potential
- Develop a deep understanding of the client’s business and industry
- Relationship meetings
- Conduct on-site visits to identify new opportunities
- Act as the primary liaison between the client and the company
- KPI and performance analysis
- Monitor sales targets, churn, MRR and expansion pipeline
- Track product usage metrics (for SaaS companies)
- Produce portfolio progress reports
- Strategic customer support
- Help clients get maximum value from the solution
- Engage internal teams (support, Customer Success, product) when necessary
- Resolve or escalate critical issues that impact renewals
- Contract negotiation and renewals
- Anticipate renewal timelines
- Lead renegotiations, price adjustments and scope reviews
- Ensure high renewal rates
- Pipeline and CRM management
- Log all interactions and opportunities in the CRM
- Structure an expansion pipeline with predictable forecasting
- Follow sales methodologies (SPIN, MEDDIC, Solution Selling, etc.)
Requirements
- Education: Bachelor's degree in Business Administration, Commercial Management, Economics or related field
- Specialized courses in the areas listed (differential)
- Experience in sales within B2B tourism software markets
Benefits
- Meal/food allowance 🥗
- Health insurance 🩺
- Dental plan 🦷
- Birthday day off 🎉
- Transportation allowance 🚍
- Corporate University: IPED / Allura — free corporate learning platform 📚
- Certification incentive: Additional compensation for each certification according to company policy (after 3 months with the company) 📚
- Education assistance: Reimbursement of up to 50% for postgraduate studies or MBA (after 3 months with the company) 📚
- Marriage assistance (after 1 year)
- Childcare assistance: (Amounts adjusted annually for children up to 60 months)
- Maternity/paternity package: Hospital discharge kit for the baby 👩🏽🍼
- TotalPass 💪🏼