The Role
Manage and grow an existing SaaS customer portfolio through renewals, upsells, and cross-sells. Build strategic account plans, conduct business reviews, identify customer needs, deliver product demonstrations, and manage expansion and renewal sales cycles. Maintain CRM pipelines and forecasts, negotiate pricing, achieve revenue targets, support product adoption, and collaborate with Customer Success, Product, and Support teams to strengthen relationships and customer outcomes.
Summary Generated by Built In
Novara provides safety, operational risk management, and sustainability software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations manage operational risk proactively with a system they can configure to fit their operations, data that unifies risk and safety intelligence, and tools that increase workforce participation. Novara’s combination of software, training, and AI-powered tools put people and safety first while protecting critical operations.
Position Description:
The Client Account Executive is responsible for managing, growing, and renewing a portfolio of existing Novara customers. This role focuses on building strong client relationships, identifying expansion opportunities, ensuring product adoption, and delivering a best-in-class customer experience. The ideal candidate excels at consultative selling in a SaaS environment and thrives in a fast-paced, quota-carrying role.
Responsibilities:
- Manage a defined book of business with responsibility for renewals, upsell, and cross-sell.
- Develop strategic account plans to strengthen customer relationships and expand product usage.
- Uncover customer needs and recommend Novara solutions that add measurable value.
- Consistently achieve or exceed revenue targets (renewal rate, expansion ARR, net retention).
- Serve as the primary point of contact for customer decision-makers and influencers.
- Conduct regular business reviews to demonstrate ROI and ensure customer satisfaction.
- Partner with Customer Success, Product, and Support teams to resolve issues and reinforce value.
- Advocate for customers internally and provide feedback to improve product and service offerings.
- Manage the full sales cycle for expansions and renewals, including scoping, pricing, negotiation, and close.
- Maintain accurate pipeline, forecasting, and activity tracking in CRM (e.g., Salesforce).
- Prepare and deliver compelling product demos and presentations tailored to customer goals.
- Follow Novara’s sales methodology to maintain consistency and high-quality interactions.
Account Management and Growth:
Customer Engagement:
Sales Process and Execution:
Knowledge, Experience, Requirements:
- 2–5+ years of experience in SaaS account management or inside/outside sales.
- Proven track record of meeting or exceeding revenue targets.
- Strong consultative selling, communication, and negotiation skills.
- Ability to translate technical product features into business value.
- Excellent organizational skills and comfort managing multiple accounts simultaneously.
- Experience with compliance, EHS, HR, or risk management software.
- Familiarity with Salesforce or other enterprise CRM systems.
- Experience selling to SMB or mid-market customers.
- Ability to thrive in a metric-driven, high-growth environment.
Required:
Preferred:
Success Criteria:
- Relationship Building
- Business Acumen
- Strategic Thinking
- Problem-Solving
- Active Listening
- Adaptability
- Results Orientation
Compensation:
Annual On Target Earnings Range of 170k-190k
Annual Base Salary Range of 85k-95k
As a growing company, Novara values its employees by supporting them with a full benefits package including Medical, Dental, Vision, Flexible Spending Accounts, PTO, Paid and Floating Holidays, 401k with Company match and immediate vesting, Company-funded Life Insurance, Employee Assistance Programs, and No-cost Mental Health Benefits.
About Novara
Novara provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools puts people and safety first while protecting critical operations.
Novara, a Providence Equity portfolio company, provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools puts people and safety first while protecting critical operations.
Novara launched January 1 2026, as an independent company, a spin-off of the Flex and RMC software businesses formerly part of KPA.
Don’t meet every job requirement? At Novara, we are dedicated to building a diverse, inclusive, and authentic workplace. Studies have shown that women and people of color are less likely to apply unless they meet every requirement. If you’re excited about the role but your past experience doesn’t align perfectly with every qualification, we still encourage you to apply! You might just be the right candidate for this or other roles.
Please note that we may use AI tools to assist in the initial screening of resumes to help identify qualified candidates more efficiently. All decisions are reviewed by a human recruiter, and no hiring determination is made solely by automated means.
Novara is committed to providing equal opportunity in all of our employment practices, including selection, hiring, promotion, transfer, and compensation, to all qualified applicants and employees without regard to race, religion, religious dress/grooming, color, ethnicity, sex (including sex stereotyping), sexual orientation, gender identity or gender expression, national origin, ancestry, citizenship status, creed, uniform service member status, military or veteran status, marital status, pregnancy, breast-feeding and/or pregnancy-related conditions, age, protected medical condition, leave status, physical or mental disability, genetic characteristics, or any other legally-protected status in accordance with the requirements of all federal, state and local laws. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.
If you need assistance or an accommodation due to a disability, you may contact us at [email protected].
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Skills Required
- 2-5+ years of experience in SaaS account management or inside/outside sales
- Proven track record of meeting or exceeding revenue targets
- Strong consultative selling, communication, and negotiation skills
- Ability to translate technical product features into business value
- Excellent organizational skills and comfort managing multiple accounts simultaneously
- Experience with compliance, EHS, HR, or risk management software
- Familiarity with Salesforce or other enterprise CRM systems
- Experience selling to SMB or mid-market customers
- Ability to thrive in a metric-driven, high-growth environment
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The Company
What We Do
Novara provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools puts people and safety first while protecting critical operations.
