Now more than ever, companies are focused on their bottom line. Tropic’s AI-powered Intelligent Spend Management platform automates procurement to give companies like OpenAI, Notion, and Zapier maximum visibility, control, and leverage to control costs and reduce spend.

We launched from stealth in 2020, raised $65 million in funding from tier 1 investors like Insight Partners, became a LinkedIn Top Startup, and rapidly grew to $10B+ in spend under management for our customers. Now is the perfect time to join. The best is yet to come! 🌴

Location(s)

We are looking to hire someone based in the United States.

About the Role

We’re looking for a sales leader with experience building & coaching highly effective account management or post-sale selling motions. In this role, your team will own and be responsible to help identify expansion opportunities and maximize Tropic’s value within our growing list of customers.

The responsibilities will include; training and coaching your team, strategic account & playbook building, defining moments along the customer journey for upsells and engagement and at times, directly managing an account, deal, or renewal cycle.

This is a new role, within a quickly growing part of our business. You’ll have ownership in helping build the team from the ground up. This job is not only about how well you sell; it’s also about how you create a high energy environment, motivate others, and deliver exceptional customer experiences and results within a highly collaborative go to market team.

What You'll Do

Manage and help scale a highly functioning Account Management program
Provide input into our AM playbook; how and when we engage with customers to identify expansion opportunities and anticipate risk
Ability to strategically build relationships with our customers
Ability to help the team identify appropriate upsell and cross sell opportunities within our existing customer base
Ability to effectively collaborate with our Customer Success and Ops teams to build sales alignment across processes & customer communications
Superb organizational skills to ensure you are both coaching your AMs in daily activity and following up on your own tasks

What You’ve Done

3+ years experience in leading, building and scaling customer sales teams
3+ years of work experience as an Account Manager, relevant sales role or customer success background with desire to get into sales
Led your team to regularly meet or exceed retention and growth quotas (NDR) in your previous role(s)
Lead with a player-coach mentality: hands-on, empower teams to creatively problem-solve, and is motivated to mentor up-and-coming talent
Strategic thinker and a great teammate with grit
Experience in cultivating customer relationships
Software experience in SaaS is a plus
Ideal candidate will have experience selling into procurement and/or finance departments
Effective presentation and negotiation skills
Excellent verbal/phone and writing skills
Ability to be assertive and persuasive without being aggressive
Start-up environment means ability to move with a sense of urgency
Be your passionate, genuine self

Compensation

Specific to pay transparency laws, the OTE for this position will be higher than $225,000 and will include incentive stock options and benefits. The final job level and compensation will be determined by various factors such as a candidate's relevant work experience, years of relevant experience, skills, qualifications, certifications, geographic location, and other business considerations.

What We Offer

100% medical, dental, & vision coverage for all employees + dependents
Remote first work environment
Virtual & in-person meetups
$1000 annual stipend for WFH, L&D, Wellness
Unlimited flexible vacation and holiday time off
14 paid company holidays
12-week parental leave for all parents
Online mental health therapy
Commuter benefits, FSA, HSA
Award-winning values and culture
Equity refresh program
401k plan

Tropic is an equal opportunity employer that supports workplace diversity and does not discriminate on the basis of race, color, religion, gender identity/expression, national origin, age, military service eligibility, veteran status, sexual orientation, marital status, physical or mental disability, or any other protected class. Tropic is committed to working with and providing reasonable accommodation to applicants with physical and mental disabilities. Research suggests that 60% of those identifying as under-represented might have talked themselves out of applying due to imposter syndrome or the confidence gap. If this applies to you, feel empowered to apply for this role even if your experience doesn't exactly match up to our job description (our job descriptions are directional and not perfect recipes for exactly what we need).

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