Account Manager

ABOUT GUIDEBOOK:

Guidebook is a simple yet powerful event management software that lets you promote your event, manage registration and create an app in four easy steps with no technical skills required.

Thousands of organizations across the globe use Guidebook to create mobile applications for events, university campus open houses, venue guides, onboarding for associations, corporate training, and so much more. These apps help people stay organized, connect with their peers, and access more information - but it doesn’t stop there.

Our mission is to support the people who bring people together - event organizers. Events have never felt more important in building connections and helping shape and change minds in today’s fractured world. We are a driven team on a mission to elevate event experiences for everyone – and believe we can accomplish that while highly valuing balance, togetherness, and fun!

ABOUT THE JOB:

The Guidebook team is seeking a proven self-starting individual to join as an Account Manager to drive upsell/growth and net retention within our customer base and to take ownership of a high-potential book of business.

This individual will work with a broad spectrum of strategic accounts, from corporate/small-to-medium businesses (SMBs) to higher education. This is a sales role focused on our existing clients. You will identify untapped revenue potential, navigate complex organizations to find new decision-makers, and aggressively drive upsell and cross-sell opportunities. You’ll also ensure a seamless renewal process by effectively managing a portfolio of customers to limit dollar for dollar and logo churn.

This position requires the ability to sell the value of Guidebook, foster meaningful relationships with customers, spot and pursue upsell opportunities, generate account growth through outbound prospecting, and negotiate. The right person for the role will take great satisfaction in seeing accounts use Guidebook successfully and grow their usage, and use their voice to contribute directly to the company's success. In addition, the ideal candidate possesses both a hunger and an acumen for strategic problem solving with clients.

WITHIN 3 MONTHS, YOU’LL:

• Own the renewals and upsell process for a portfolio of customers in collaboration with the Customer Success and Sales teams.

• Learn innovative ways to leverage the Guidebook platform to solve an array of important business issues for customers.

• Close renewal business on a quarterly basis and develop and close new add-on sales, while meeting and exceeding your quota.

• Analyze usage metrics to understand how the customer is using Guidebook, including evaluating product adoption.

WITHIN 6 MONTHS, YOU’LL:

• Drive your book of business to 100%+ NRR through proactive renewals and strategic expansion.

• Develop a foolproof, and easily shared success plan to ensure organizational adoption and expansion of our product.

• Build a pipeline of 3x your quarterly upsell quota by auditing your assigned book of business and identifying accounts with untapped potential.

• Begin working directly with your teammates to assess key team needs and work with your manager to bring those needs to life.

• Plan quarterly business reviews with clients to leverage Guidebook for broader business needs.

• Explore outbound techniques that increase Guidebook’s impact across existing institutions - including email, calls, and event attendance.

WITHIN 12 MONTHS, YOU’LL:

• Refine your priorities to focus energy towards the accounts with the highest growth potential - we want you to run your portfolio like your own business, because as a shareholder, it is!

• Demonstrate a track record of expanding Average Contract Value (ACV) by 20% across your territory.

• Identify and implement process improvements to scale the role.

• Work to make the rest of your team better because they should be making you better too!

OTHER CHARACTERISTICS OF THE IDEAL CANDIDATE:

• Impeccable time management and multi-tasking skills.

• Strong communication skills and attention to detail, and ability to manage time to deploy a wide range of projects.

• Relentless prospector. You don't wait for renewals to talk to clients; you are constantly mapping the organization to find other departments that need Guidebook.

• Demonstrated problem-solving capability and desire to constantly improve our system.

• Confidence to host discovery, demos, goal shaping, and growth calls with customers.

• Actively pick up the phone to build relationships with clients, chase down signatures, and look for new opportunities.

• You are willing to try new things - with the ability to review what worked and did not work, and make changes and adjustments accordingly.

• Coachable, with a genuine curiosity about learning new things and staying ahead of market and industry trends.

• You have grit and the drive to be successful. We are a startup and need people who will take ownership to be successful in the role.

• You are a team player. Everyone needs to pull for each other, challenge each other, share best practices, and take on team projects to make the entire organization better.

• Ability to go to trade shows 2-3 times per year.

PERKS:

• 100% paid benefits: medical, dental, and vision.

• Short term and long term disability.

• Unlimited vacation time.

• 401k program with matching benefit.

• Stock options.

• Awesome company culture and fun virtual hangouts.

• MacBook and accessories to make you comfortable working from home.

• Awesome annual company retreats.

EQUAL OPPORTUNITY EMPLOYER:

At Guidebook, we're committed to cultivating an inclusive work environment for everyone – and we know that's best achieved, in part, with a diverse workforce. We're working on increasing diversity across the company. If you're looking to join a team that is smart, highly motivated, and also values work/life balance, we can't wait to hear how you can add to our growing culture!

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. If you want to help our team do amazing things, then we want to hear from you! Please send us a cover letter and resume.

COMPENSATION:

The annual OTE (on-target earnings) range for this role, depending on relevant experience, is $65,000-85,000 (this includes a base salary and an annual variable paid quarterly).