Account Manager - Team Lead (Expansion) (Remote)

Spellbook

Spellbook

Sales & Business Development
Remote
Posted on Saturday, June 1, 2024

About Us:

We're on a mission to make legal services more affordable & accessible, while helping lawyers do more of the work they love.

In 2022, we launched Spellbook, the first generative AI copilot for lawyers, taking the legal industry by storm. Spellbook helps lawyers quickly draft language, flag risks, and derive insights from legal docs. We've been scaling to keep up with demand ever since and have just closed a major round of financing.

We’re looking for energetic self-starters that are ready to grow quickly with us.

Reporting to the Chief Revenue Officer, you'll be a crucial, hands-on part of our sales organization. You will be instrumental in building the expansion playbook through running numerous expansion experiments and testing them yourself. You'll identify upsell and cross-sell opportunities, create automation playbooks, track account activity, all while building and managing a team of high-performing account managers that will exceed quotas.

About You:

  • First and foremost, you are a hardcore sales person at heart with an intrinsic desire to win.

  • You're comfortable being part of a small but fast-growing team.

  • You can navigate the chaos of startup life and distill the abstract and unknown into actionable steps forward independently.

  • You're thrilled at the prospect of being part of a company that is revolutionizing the practice of law with cutting-edge AI technology.

  • You thrive in an unstructured environment with the freedom to decide how you work best. You appreciate a flexible work environment and don't need a boss over your shoulder to finish the job.

  • You are an exceptionally strong communicator and can function effectively within a distributed team.

  • You are comfortable conveying feedback to the product team on features/configurations that will make Spellbook more valuable and easier to adopt.

Account Manager - Team Lead Responsibilities:

  • Building the expansion playbook within the sales organization by running many expansion experiments and testing them yourself.

  • Maintaining a database of contact information (Hubspot).

  • Building long-lasting relationships with customers.

  • Comfortable running deals with large organizations and with multiple stakeholders.

  • Monitoring accounts and identifying upsell and cross-sell opportunities using software.

  • Creating automation playbooks based on account activity triggers that indicate customers who might need a higher plan or added features.

  • Understanding upsell & cross-sell opportunities and their context for different types of legal teams.

  • Presenting informed offers that consider customers' goals, needs, and recent activity.

  • Tracking, analyzing, and creating reports based on account activity such as license utilization, product and product feature usage rates, and customer effort score.

  • Working with the Customer Retention Manager and the rest of the CS team to mitigate churn risks and improve upsell or cross-sell chances.

  • Building a team of Account Managers including being part of the hiring process, training, managing, and creating reports that track their success.

  • Keeping the team on track to meet or exceed quota.

Qualifications:

  • We're looking for someone with a proven track record of delivering results and 3-5+ years of experience in account expansion at high-growth startups.

  • Bachelor's degree or equivalent experience

  • Strong problem-solving skills

  • Excellent communication, collaboration, and leadership skills

Perks:

  • Own a piece of the pie; as a crucial early hire, you will be granted generous stock options

  • Generous paid time off.

  • Autonomy and responsibility: we measure ourselves on results and let you determine how you get the job done.

  • Flexible work environment; join us in the heart of downtown Toronto at our Yonge & Dundas office, the award-winning Genesis Centre in St. John's, Newfoundland, or wherever you feel you get your best work done.

  • Endless career growth potential: Spellbook is an early-stage company, which means you'll have influence and leadership opportunities from day one.

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