Enterprise Account Manager - RainFocus

Enterprise Account Manager at RainFocus

RainFocus is seeking an exceptional Enterprise Account Manager to join our innovative software company. We serve Fortune 500 companies, helping them prepare and execute in-person, virtual, and hybrid events with our industry-disrupting software platform.

About the Role

As part of the sales organization, you will be responsible for account renewals, upsells, and revenue expansion within a designated list of named accounts. You will partner with RainFocus Marketing and Client Success teams to identify solutions for customer challenges in enterprise event management, content management, and exhibitor management. Close collaboration with Product and Services teams is essential to ensure high customer satisfaction.

Essential Responsibilities:

• Achieve sales targets for upsell and renewals within your assigned account list.
• Identify customer needs, educate them on potential solutions, demonstrate product capabilities, and negotiate recurring revenue contracts.
• Transition existing accounts from Sales and work with Client Success to renew contracts and expand RainFocus solutions into existing events.
• Manage and nurture account relationships to build long-term, strategic partnerships.
• Manage complex enterprise deal cycles.
• Provide account management to existing accounts, including structured quarterly business reviews.
• Become an expert in RainFocus solutions and adapt recommendations to suit varying client needs.
• Collaborate cross-functionally within sales and other departments to drive revenue and customer satisfaction.
• Creatively identify opportunities to increase the company’s value to customers.
• Communicate business trends to the RainFocus product team.
• Ensure exceptional service delivery to customers by working across RainFocus departments.

Required Skills and Experience:

• 7+ years of experience in enterprise account management, with a proven track record of renewing deals exceeding $250K in Contracted Annual Recurring Revenue (CARR).
• Demonstrated success in exceeding quota over multiple years.
• A history of stability at one or a few companies throughout your career.
• Experience performing software demonstrations in complex, multi-stakeholder sales environments.
• Experience creating and responding to RFPs.
• Experience drafting MSAs and SOWs, and facilitating legal review.
• Bachelor's degree (BA/BS) required.

Personal Characteristics:

• Strong cultural fit and chemistry with the RainFocus team.
• Comfortable working in a fast-paced, challenging, and dynamic environment.
• Intelligent, resilient, and self-motivated.
• Excellent communication skills.

Success Measures:

• Development of an accurate sales renewal pipeline.
• Meeting and exceeding renewal targets.
• Leadership in collaborative, cross-functional planning.

Location/Travel

This is a remote role requiring occasional travel.

Why work at RainFocus?

Join RainFocus and help delight millions of attendees at large-scale events by delivering better insights, experiences, and marketing. We offer competitive salaries, comprehensive benefits, 401k, generous PTO, and numerous team-building activities.