colibrigroup - National Sales Manager
Requirements
• ● Background in SaaS, professional education, professional services, learning & development, or B2B sales. • ● Proven success leading to renewal, retention, and expansion efforts. • ● Experience managing enterprise and strategic accounts. • ● Expertise with Salesforce and forecasting processes. • ● Strong analytical and business planning skills. • Based on current CARE Team priorities and discussions, the ideal NSM: • ● Balances retention and growth equally. • ● Creates disciplined pipeline management. • ● Uses client usage data to drive business reviews. • ● Identifies cross-sell opportunities across Colibri’s full portfolio. • ● Consultative selling behaviors. • ● Drives AI, Staff Levels Training, CPE, CPA, and enterprise growth initiatives. • ● Builds strong relationships with Accounting Firms, Government Agencies, Corporations, and Learning & Development leaders. • ● Maintains a culture of accountability, professionalism, collaboration, and client advocacy.
Responsibilities
• Revenue Growth & Retention • ● Drive growth across multiple product lines including CPA, CPE, AI, Staff Levels Training, CMA, CIA, EA, certificates, and other Becker offerings. • ● Develop strategies to identify new revenue opportunities within existing client accounts. • ● Ensure proactive management of high-risk renewals and attrition risks. • ● Improve customer adoption and engagement to maximize renewal success and customer lifetime value. • Strategic Account Management • ● Develop multi-threaded relationships throughout client organizations. • ● Promote consultative selling and trusted advisor relationships. • ● Support enterprise contract negotiations and complex account expansion strategies. • ● Leverage client usage data, business objectives, and workforce development initiatives to drive recommendations. • ● Ensure consistent executive engagement within key accounts. • Pipeline Management & Forecasting • ● Maintain accurate forecasting and pipeline health. • ● Ensure Salesforce reflects current opportunity status and qualification standards. • ● Monitor renewal risk, contract movement, expansion opportunities, and forecast accuracy. • ● Drive disciplined opportunity management utilizing company sales methodologies and qualification frameworks. • Customer Success & Adoption • ● Champion customer onboarding, adoption, and engagement strategies. • ● Ensure clients clearly understand Becker's full portfolio and value proposition. • ● Partner with implementation and customer success resources to improve client outcomes. • ● Utilize usage reports, status reports, and client feedback to improve retention and expansion results. • ● Foster a proactive approach to identifying client needs and delivering solutions. • Cross-Functional Collaboration • ● Partner with B2B Marketing on campaigns, client communications, events, and ABM initiatives. • ● Collaborate with Product, Customer Service, Operations, Finance, and Sales Enablement teams. • ● Provide field insights regarding customer needs, market trends, product adoption, and competitive dynamics. • ● Support organizational initiatives, new product launches, and strategic growth programs. • Operational Excellence • ● Drive CRM adoption and data integrity. • ● Ensure consistent use of Salesforce as the system of record. • ● Monitor activity metrics, pipeline coverage, account reviews, and customer engagement standards. • ● Leverage AI-enabled tools and analytics to improve efficiency, client preparation, and strategic decision making.
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