versapay - Customer Account Manager, Strategic Accounts
Requirements
• 7+ years of B2B SaaS sales experience, including ownership of complex, multi-entity or PE-backed accounts and comfort navigating stakeholders beyond finance, such as operating partners, managing directors, and portfolio operations leaders. • Experience managing and growing existing accounts, with a strong focus on relationship building and client retention. • Excellent communication, negotiation, and presentation skills, with the ability to articulate value propositions effectively. • Able to close complex, mid-market deals without executive sponsorship. • A competitive attitude with an aptitude for developing your own business opportunities and seeing them through to final sale. • Strong track record of success crushing sales quotas and comfortable closing deals with an average selling price of $50K+. • Great energy that people gravitate toward and the ability to sell the vision of digital transformation in the invoice-to-cash process to create a customer-centric experience for clients’ end-customers. • A Challenger: able to lead with commercial insight, teaching your customers, tailoring your conversations, and taking control of the sales process. • A natural learner: curious, confident, and enthusiastic. You love to ask questions and deeply understand your customer’s problems. • Well organized and able to handle managing a lot of moving pieces at once, coordinating internal teams to bring the best that Versapay can offer to your clients. • Process-oriented and an expert at maintaining excellent pipeline hygiene and accurate forecasting. • A bias toward action, love to dive in and get stuff done, overdelivering on expectations and creating plans to close gaps in the forecast as they arise. • Proficiency in CRM software (e.g., Salesforce) and the Microsoft Office suite and experience using Sales Engagement Platforms (Salesloft, Outreach, HVS, etc.).
Responsibilities
• Own and grow a portfolio of existing customers, including complex multi-entity accounts, identifying opportunities to expand adoption of Versapay’s payments, AR automation, collaboration, and cash application solutions. • Partner closely with Customer Success Managers to develop coordinated account strategies and execute strategic account plans that drive customer outcomes and revenue growth. • Engage finance, accounting, and IT executives, along with the stakeholders around them in PE-backed and holding-company accounts such as operating partners, managing directors, portfolio operations leaders, and shared services leaders, to understand their priorities, challenges, and transformation goals, positioning Versapay as a critical partner in increasing efficiency and accelerating cash flow.• Lead the commercial motion within your accounts, including opportunity identification, qualification, value articulation, proposal development, and commercial negotiation, selling top-down at the finance leadership level and, where relevant, at the sponsor or holding-company level.• Serve as the primary point of contact for all sales-related activities, ensuring customers have a seamless experience throughout the expansion cycle.• Track and forecast pipeline activities, providing reliable updates to management and ensuring full visibility across customer stakeholders.• Collaborate cross-functionally with Product, Marketing, Solutions Consulting, and Implementation to bring the right expertise to each opportunity.• Act as a trusted advisor, teaching best practices, uncovering inefficiencies, and recommending tailored solutions that reduce manual work, strengthen controls, and increase the speed and volume of payments.
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