Bill.com, together with its wholly owned subsidiaries Divvy and Invoice2go, is focused on being the one stop shop that simplifies, digitizes, and automates complex financial operations for small and midsize businesses. Customers use the platform to manage end-to-end financial workflows and to process payments. The AI-enabled, financial software platform creates connections between businesses and their suppliers and clients. It helps manage cash inflows and outflow. The company partners with several of the largest U.S. financial institutions, the majority of the top 100 U.S. accounting firms, and popular accounting software providers. Bill.com has its headquarters in San Jose, California with offices in Houston, Texas, Draper, Utah, and Sydney, Australia.
Reporting to the Manager of Account Management, the AM will be focused on generating revenue through completing renewals, identifying upsells, and passing cross-sells with our existing customers. The Account Manager owns a portfolio of 250 to 500 customers with $1M to $2M in annual recurring revenue. Having familiarity with a discovery to close sales process, being comfortable with a high volume outbound calls and emails with a high attention to detail are key attributes for success in this position. This individual will also have autonomy and decision making authority to negotiate pricing, coordinate cross-functionally, and report on their performance. The AM will also play a large role in shaping which customers to target, building sales pitches, and hosting quarterly business reviews. We’re looking for individuals that are comfortable working in a fast-paced environment that is goal oriented and emphasizes accountability for delivering results.
Professional Experience/Background to be successful in this role:
Bachelor’s degree is required
Demonstrated experience growing revenue for a $1M to $2M recurring revenue book of 500 customers or experience selling to new customers
Minimum 3 – 5 years of experience in B2B mid-market sales with a successful track record of account management or selling to new businesses
Demonstrated knowledge of different sales methodologies and customer relationship management (CRM) systems: Salesforce, Outreach, and LinkedIn knowledge is desired
Track record of exceeding sales quota
Industry experience in software/financial sales ideal
Competencies (Attributes needed to be successful in this role):
Strong Communication and Objection Handling Skills
Values that match the Bill.com culture
Expected Outcomes in 12 months:
Exceed all sales and performance objectives including monthly recurring revenue, upsell quotas, and cross-sell referral quotas.
Learn about our products, organization and metrics for the business in our Sales Bootcamp.
Demonstrate you understand the value proposition of the Bill.com and can effectively communicate this message to customers.
Achieve certification on the Bill.com sales messaging.
Execute our account management hand-off process and targeting upsell campaigns
Manage, track, and report on all sales activities and results using Salesforce.
Maintain in-depth knowledge of Bill.com products, industry trends and competition.
Understand what is valuable to our customers and help them build win-win solutions for their business needs.
Build great relationships with internal teams.
Ability to accurately forecast bookings and unit volume
is committed to a policy of equal employment opportunity. We recruit, employ, train, compensate, and promote without regard to race, color, age, sex, ancestry, marital status, religion, national origin, disability, sexual orientation, veteran status, present or past history of mental disability, genetic information or any other classification protected by state or federal law.
● Humble – No ego
● Fun – Celebrate the moments
● Authentic – We are who we are
● Passionate – Love what you do
● Dedicated – To each other and the customer