Account Manager

Read in full - don't just 'apply’.

Are you ready to build the playbook for what great account management and customer success looks like at one of the most exciting companies in GTM enablement?

At MEDDICC, we're looking for a founding Account Manager, someone who will define, build, and own the post-sale motion from the ground up. This is not a role where you inherit a playbook and execute it. This is a role where you write the playbook.

At MEDDICC, we see beyond MEDDIC as just a qualification framework. We believe it is a common language for the entire GTM team throughout the entire customer lifecycle, and your job is to make sure our customers actually live that. You will build lasting partnerships with the world's most innovative tech go-to-market team and help shape the future of GTM execution with a game-changing proposition.

In this role, you will define what a great MEDDICC customer journey looks like: from onboarding to activation, from first value to renewal, from renewal to expansion. Some groundwork has already been done, but there’s so much more to be built - that's the opportunity.

About MEDDICC

• We're a team of folks all brought together by our drive to combine our energy and expertise with the opportunity to build something incredible.
• MEDDIC is a B2B sales framework that has been around for over 25 years. It is used by the best companies in the tech industry.
• Our mission is to be the authority on MEDDIC and empower go-to-market teams to unlock their potential. We are different because we are a product-first company.

Responsibilities of the role:

• Ensure an excellent customer experience embodying MEDDPICC - 'Being the Demo' at every stage of the post-sale lifecycle
• Own and grow a portfolio of MEDDICC customers, acting as their trusted advisor and strategic partner throughout their journey
• Drive net revenue retention by identifying and executing cross-sell and upsell opportunities, deeply aligned to each customer's GTM maturity and goals
• Lead renewal cycles with commercial confidence - qualifying value realised, identifying risk early, and securing long-term partnerships
• Collaborate with enablement colleagues to ensure customers are extracting maximum value from their MEDDICC Membership
• Be the 'voice of the customer' and feed insight back into the organisation, helping to prioritise initiatives that drive real-world impact
• Define and execute quarterly plans to (over)achieve retention and expansion revenue goals
• Raise the bar within our winning culture through cross-functional collaboration
• Be a stakeholder in the utilisation and feedback flow, informing the development of our products and services

Metrics - your KPIs:

• Net Revenue Retention (NRR) - the north star. Are your accounts growing, or shrinking?
• Gross Revenue Retention (GRR) - are you protecting the base and minimising churn?
• Renewal Rate - percentage of ARR renewed on time, in full
• Expansion ARR - incremental revenue generated through upsell and cross-sell activity

About You:

• You thrive on rolling your sleeves up and collaborating with your team and customers to create innovative methods to solve their challenges and meet their goals.
• You are a nerd for sales, our industry, and the value MEDDPICC as a common language can bring to organisations to help unlock their GTM potential.
• You are a self-starter that takes initiative, thrives within a remote setting, and most importantly, you make sh*t happen.
• You'll bring natural authenticity and gravitas, confidently engaging and guiding C-level executives, VPs, directors, and managers alike - knowing when to lead with value and when to lead with a commercial conversation.

At MEDDICC we live by our 'Winning Culture,' underpinned by the Eight C's. Do they resonate with you?

• Craft: Managing, retaining, and growing customer relationships is your craft
• Craving: You are looking to grow towards your full potential and level up continuously whilst helping our customers do the same with MEDDPICC
• Creativity: You can connect unrelated concepts, explore multiple angles, and uncover novel expansion opportunities while collaborating cross-functionally
• Communication: You express thoughts clearly and respectfully, avoiding ambiguity and unnecessary details. This is critical in a remote organisation
• Curiosity: You have a genuine thirst for knowledge, always seeking new ways to deepen customer value
• Coachability: You embrace feedback, learn from others, and adapt for personal and team growth
• Clockspeed: You have a thirst for learning, intuitive perception, and the ability to read people and account health effortlessly
• Culture: Positive Culture Catalysts at MEDDICC impact their team, customers, and audience by excelling in all of the above. A winning culture means everybody is pulling in the same direction with the same effort

While I think we have an epic vibe here at MEDDICC, if you are scrolling to the bottom of this ad looking for the details of Yoga credits, Unlimited PTO, and whether our Taco Tuesdays are weekly or bi-weekly, then this is not the role for you.

If, however, you believe that no amount of free pizza or games of ping-pong will ever match the exhilaration of seeing a customer renew and expand because you genuinely moved the needle for their GTM team - then you are exactly the MEDI we are looking for, and you should get in touch! 💪

How to Apply:

• We at MEDDICC are a passionate and talented team that goes the extra mile in everything we do. We know there are no shortcuts to greatness. The only shortcut you'll gain by clicking the 'Apply for this job' button is a shortcut for us to qualify you out (you will not be responded to). The last time we advertised a role in our Revenue team we had over 1,000 Easy Apply applicants, so it's impossible for you to stand out among that many other candidates.
• Instead, see your application as an opportunity to shine and show us why you fit the role, with the above C8s in mind. Think about how you'd approach a high-value customer conversation and use those skills!
• You can find me at lee@meddicc.com