Own renewals and expansions for enterprise accounts (1,000+ employees), build senior stakeholder relationships, identify expansion opportunities, forecast in Salesforce, lead business reviews, and negotiate renewals with cross-functional partners.
The Enterprise Account Manager is a strategic revenue driver responsible for managing and expanding Criteria’s largest enterprise relationships (companies 1,000+ employees). You’ll own renewals, expansions, and multiyear growth across a portfolio of complex, global customers—partnering with senior HR, Talent, and Operations leaders to help them leverage Criteria’s suite of assessment and interview solutions to achieve measurable business outcomes.
Responsibilities
The primary responsibilities of this role include:
- Own end-to-end renewal and expansion process within assigned enterprise accounts, driving GRR and NRR attainment.
- Develop multithreaded relationships with senior stakeholders across HR, Talent, and Business Operations.
- Identify whitespace and expansion opportunities across Criteria’s product suite (e.g., Interview Intelligence, Develop, Cognitive and EI Assessments).
- Collaborate cross-functionally with Product, Customer Success, and Solutions teams to deliver customer outcomes and advocate for client needs.
- Maintain accurate forecasting and pipeline hygiene within Salesforce; partner with leadership to ensure predictable revenue.
- Lead business reviews, present ROI and usage insights, and negotiate renewals or upsells in collaboration with legal and finance.
Requirements
To be successful in this role the incumbent will demonstrate the following:
- 5+ years in Account Management or Enterprise Customer Success within SaaS; experience in HR Tech or Talent Solutions a plus.
- Proven track record of achieving renewal and expansion quotas in complex, multistakeholder environments.
- Consultative selling and negotiation skills, with experience navigating procurement.
- Strong business acumen and ability to articulate ROI to executive audiences.
- Growth-oriented mindset with accountability for both customer success and commercial outcomes.
Top Skills
Salesforce,Interview Intelligence,Develop,Cognitive Assessments,Emotional Intelligence Assessments
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