[Remote] Key Account Manager Mid Market at 360Learning

Paris, Ile-de-France, France

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

EdTech, SaaSIndustries

Requirements

3+ years of experience in an Account Manager or sales-related function (revenue generation with a portfolio of clients)
Previous experience working in the SaaS industry
Experience in a fast-growing environment such as start-up / scale-up, which requires agility and responsiveness
Active listening skills and a team player mindset
Excellent written and verbal communication skills
Fluent English (US/UK) / B2 level or equivalent (FR)
Enthusiasm for our working environment (Convexity)

Responsibilities

Take full ownership of a portfolio of around 100 accounts (existing customers from 100 to 2,500 employees)
Map accounts and define an account growth strategy, prioritize your portfolio (tiering)
Work closely with Client Success Partners to gather relevant information about existing clients to generate upselling
Prepare account reviews with clients to identify areas of development
Conduct presentations and demonstrations of 360Learning
Complete the handover of your portfolio and close 30-50 K€ of new ARR in the first quarter
Ensure accurate reporting of activity with your coach to optimize the forecast
Be proactive in improving business processes
Write complex business proposals and conduct business negotiations
Close 65-85 K€ of new ARR in the second quarter
Prepare, anticipate, and ensure the renewal of clients’ contracts
Define action plans to generate upsells
Manage the entire business relationship with clients
Be on track to reach the yearly target

Skills

Key technologies and capabilities for this role

Account ManagementUpsellingSalesCustomer Portfolio ManagementAccount MappingBusiness DevelopmentClient PresentationsBusiness NegotiationsTrelloForecasting

Questions & Answers

Common questions about this position

What are the key responsibilities and targets for the first few quarters?

In the first quarter, you'll take ownership of your portfolio, map accounts, prepare reviews, and close 30-50 K€ of new ARR. By the second quarter, you'll close 65-85 K€ of new ARR, and within 12 months, manage renewals, upsells, and hit yearly targets.

What skills and experience are required for the Key Account Manager role?

Candidates need 3+ years in Account Manager or sales roles with revenue generation, SaaS industry experience, fast-growing environment experience, active listening, team player mindset, excellent communication, and fluent English (B2 French).

What is the team structure for Key Account Managers at 360Learning?

You'll join a team of 5 KAMs (Mid-market), managing around 100 accounts, and collaborate with Client Success Partners and internal experts in digital pedagogy, platform structuring, and IT.

What career growth opportunities are available in this role?

The company encourages internal moves after 2-3 years of success, with this mid-market KAM role offering a path to KAM Large (customers 2,500-10,000+ employees).

What is the interview process for this position?

The process includes a phone screen with the Talent Acquisition Manager, a discovery meeting with Antoine (KAM Mid Coach), a case study with Antoine and Eric (KAM Large Coach), and a clarification meeting with the KAM team.

360Learning

Corporate learning platform for employee upskilling

About 360Learning

360Learning provides a learning platform designed for corporate environments, focusing on enhancing employee skills through collaboration and artificial intelligence. The platform allows in-house experts to become learning collaborators, enabling businesses to efficiently upskill their workforce. It automates mandatory training processes, reducing onboarding tasks and promoting community engagement within organizations. The platform also features one-on-one video coaching, which is especially useful for sales teams, and offers accessible training for frontline staff on any device. Unlike many competitors, 360Learning emphasizes a collaborative approach to learning and has been recognized for its effectiveness in the corporate learning technologies market. The company's goal is to facilitate continuous learning and development within organizations while ensuring high standards of data security and compliance with regulations like GDPR.

New York City, New YorkHeadquarters

2013Year Founded

$235.7MTotal Funding

LATE_VCCompany Stage

Cybersecurity, AI & Machine Learning, EducationIndustries

201-500Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

401(k) Company Match

Unlimited Paid Time Off

Paid Sick Leave

Paid Holidays

Flexible Work Hours

Remote Work Options

Parental Leave

Risks

Integration challenges with eLamp's technology could delay new feature rollouts.

Economic uncertainties may impact 360Learning's expansion plans in North America.

Reliance on key personnel like Chris Bondarenko poses risks if leadership changes occur.

Differentiation

360Learning offers a collaborative learning platform leveraging AI for personalized learning.

The platform integrates with Salesforce and HR systems to align training with business goals.

360Learning's iterative training framework allows for constant course improvement by peer feedback.

Upsides

360Learning's North American operations grew 65% year-on-year, showing strong market demand.

Acquisition of eLamp enhances 360Learning's capabilities in AI-powered skills-based learning.

Increased demand for AI-driven personalized learning experiences supports 360Learning's platform growth.

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