Travel: <15%
WHAT YOU WILL DO…
Own the renewal number for your book, maintaining a rolling outlook and working each renewal on a deliberate lead-time runway
Forecast your book accurately inside the weekly revenue cadence
Serve as the customer's primary point of contact and advocate across Sales, Product, Engineering, Support, Legal and Finance
Design and lead executive QBRs with top-tier accounts, covering adoption, value delivered against the business case, and roadmap alignment
Set a lighter-touch cadence for the rest of the book that keeps every relationship healthy
Track usage and adoption to spot at-risk accounts well before renewal, then build and run the mitigation plan
Identify and close upsell within your accounts: additional volume, users and scope
Source larger expansion (new business units, product lines, use cases) and hand it to Account Executives with qualification and a warm introduction
Run the monthly and quarterly consumption cycle for usage-based customers, including true-ups and overage conversations
Partner with Revenue Operations and Finance to replace manual usage tracking with a repeatable process
Maintain accurate renewal and account data in Salesforce
WHAT WE ARE LOOKING FOR…
Required
4-6 years in renewals, customer success or account management in enterprise B2B software, carrying a retention or renewal number
Direct ownership of a renewal book you've forecast, worked on a runway, and been accountable for
A track record of retention results and recognition for exceeding targets
Commercial confidence negotiating price, term and scope
Experience running executive-level QBRs, including when the relationship is under strain
Comfort using usage and adoption data to drive the customer conversation
Working command of Salesforce, with the discipline to keep your own data clean
The instinct to spot expansion and the discipline to hand it off cleanly
Comfort managing a wide account range, from $10K to $1M customers
Energy for building in an environment that is still being built
Strong plus: experience with consumption or usage-based models, including true-ups and overage
Preferred
Experience in enterprise B2B SaaS.
Exposure to retail, CPG, or consumer brand customers.
Experience with quoting, order processing, or contract administration.
Benefits
Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan
Restricted Stock Units
Flexible Paid Time Off & Holidays
Life Insurance
Employee Stock Purchase Plan (ESPP)
Mentorship Opportunities
Training & Development
Compensation
$78,400 - $98,000
This compensation range takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill set, experience, training, licensure, certifications, geography and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.
Our Culture
We are a team of problem-solvers united by our company’s immense potential to help solve complex challenges.
We align to the following Digimarc core values
Collaborative – Stronger together. We embrace diverse perspectives and harness our collective talent to realize our full potential.
Curious – Listen and look forward. We think differently and seek out opportunities for growth to exceed our stakeholders’ expectations.
Courageous – Innovate with integrity
We challenge each other and do the right thing – even when it’s difficult – to deliver wins for our customers.
Join our team and work in support of a technology platform that can transform how consumer goods are made, bought, sold, and recycled around the globe. Digimarc is committed to the health and safety of our employees and their families. We are dedicated to diversity, professional development, and the success of our employees. For more information, visit us at www.digimarc.com.
Digimarc is seeking diverse applicants. We are an equal opportunity employer and consider qualified applicants for employment without regard to race, gender, age, color, religion, disability, veteran status, sexual orientation, gender identity, or any other protected factor. We want the best people who share our values.
This job posting is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Principals only. No recruiters please.
