What are the responsibilities and job description for the Strategic Account Manager position at Greenshades Software?
Position Overview
The Strategic Account Manager at Greenshades Software is responsible for driving revenue growth by building and managing strategic client relationships, expanding key accounts, and positioning our full-stack platform across a client’s entire organization. This role requires deep engagement with decision-makers at all levels, including C-level executives, Finance, Payroll, HR, and IT—to identify opportunities for platform expansion.
The ideal candidate is a proactive and consultative sales professional who excels at developing long-term relationships, navigating complex organizations, and staying ahead of technological trends that impact clients' payroll, finance, and workforce management needs.
Key Responsibilities
Client Relationship Management & Growth
Own and manage a portfolio of key accounts, serving as the primary relationship owner for strategic clients.
Develop deep, multi-level relationships across clients' organizations, from C-suite executives to back-office teams (Finance, Payroll, HR, IT).
Proactively engage clients to understand business needs, industry challenges, and investment priorities to position Greenshades' full-stack solutions effectively.
Conduct regular Executive Business Reviews (EBRs) to showcase ROI, discuss strategic initiatives, and align future opportunities.
Act as a trusted advisor, educating clients on industry trends, compliance changes, and new technologies that impact their operations.
Revenue Expansion
Identify new opportunities within existing accounts to expand adoption of Greenshades’ solutions and maximize revenue potential.
Lead up-sell and cross-sell initiatives, ensuring clients are leveraging the full capabilities of our platform.
Collaborate with reseller and channel partners to maximize growth potential in assigned accounts.
Meet and exceed sales targets for expansion, ensuring sustainable revenue growth.
Maintain an accurate sales pipeline, tracking expansion opportunities and forecasting revenue growth in CRM systems (e.g., HubSpot, Salesforce).
Stay informed of competitive market trends and translate insights into actionable sales strategies.
Collaboration & Internal Alignment
Ensure clients are fully leveraging Greenshades' solutions, identifying adoption gaps and providing guidance for workflow optimization.
Read and analyze customer data & usage metrics to assess account health, detect churn risks, and drive proactive engagement.
Collaborate with Customer Success, Product, and Finance for clients experiencing dissatisfaction, demonstrating exceptional interpersonal and problem-solving skills to de-escalate concerns and improve retention.
Work cross-functionally with Marketing, Customer Success, Product, and Support teams to enhance client experience and drive growth and retention.
Provide internal teams with customer feedback, industry insights, and product enhancement requests to ensure continued platform innovation.
Attend industry trade shows, client visits, and networking events to strengthen relationships and identify new opportunities.
Qualifications & Skills
Bachelor’s degree or equivalent experience in sales, operations, project management, customer success, business, finance, or a related field.
3-5 years of sales or account management experience, preferably in SaaS, payroll, HR tech, or financial software solutions.
Strong understanding of back-office processes - payroll, HR, tax regulations, and compliance requirements.
Proven success in/or Sales, Account Management, or Business Development.
Ability to engage and influence stakeholders at all levels, including executives and department heads. C-Level interaction experience required.
Strong problem-solving and analytical skills, with the ability to leverage data to drive decisions.
CRM proficiency (e.g., HubSpot, Salesforce) for tracking pipeline activity and client engagement.
Ability to work independently while maintaining strong collaboration with internal teams.
Excellent communication, negotiation, and presentation skills.
Experience building long-term relationships with longer complex B2B sales cycles.
MEDDIC, MEDDPICC, or other Consultative selling process understanding.
This is a remote position.
