Key Responsibilities
1. Account Management & Retention (35%)
- Serve as the primary point of contact for an assigned portfolio of enterprise membership clients, ensuring high renewal rates and long-term satisfaction.
- Conduct regular check-ins, usage reviews, and quarterly business reviews (QBRs) to demonstrate ROI and deepen relationships.
- Monitor account health and engagement analytics to proactively identify risk and implement retention strategies.
- Provide ongoing support and strategic recommendations to help clients maximize the value of their ACBJ enterprise memberships.
- Partner with Customer Success and Editorial teams to deliver tailored content experiences and onboarding support.
2. New Business Generation & Expansion (55%)
- Identify, prospect, and close new group subscription opportunities with corporations, universities, professional associations, and other organizations nationwide.
- Execute a full-cycle sales process — including outreach, discovery, solution presentation, proposal development, negotiation, and closing — with decision-makers at the executive level.
- Convert individual subscribers into enterprise memberships through strategic outreach and consultative selling.
- Source new business through outbound prospecting, lead generation, LinkedIn outreach, referrals, and strategic networking.
- Develop and execute territory and vertical-specific growth plans aligned with company priorities and revenue targets.
- Collaborate with marketing and leadership to design targeted outreach campaigns, thought leadership events, and enterprise growth initiatives.
3. Revenue Growth & Strategic Account Expansion (10%)
- Identify cross-sell and upsell opportunities within existing accounts to expand seat counts, product offerings, and market reach.
- Leverage usage data, market insights, and organizational changes to position additional ACBJ products and content solutions.
- Provide strategic feedback from client conversations to inform product development, pricing strategy, and go-to-market initiatives.
- Represent ACBJ at key industry events, conferences, and client meetings to build brand awareness and pipeline opportunities.
What We Offer
- Competitive base salary with uncapped commission potential.
- Comprehensive benefits package including health, dental, vision, and 401(k).
- Flexible remote work environment.
- Career growth opportunities within a rapidly expanding enterprise business unit.
Qualifications
- 3+ years of B2B sales experience in SaaS, media, data, publishing, or membership/subscription environments.
- Proven success managing complex sales cycles with multiple stakeholders.
- Demonstrated ability to grow existing accounts and close new business at enterprise scale.
- Strong business acumen and consultative selling skills with C-suite and VP-level decision-makers.
- Comfortable interpreting usage data and analytics to drive client strategy and expansion.
- Excellent written and verbal communication skills; adept at creating proposals and presenting value.
- Proficiency with CRM tools (e.g., Salesforce, HubSpot), LinkedIn Sales Navigator, and modern sales technology stacks.
Preferred Experience
- Experience selling group subscriptions, site licenses, or enterprise memberships in a recurring-revenue business.
- Background in B2B publishing, data products, or professional services targeting corporate clients.
- Track record of exceeding quota with six-figure deal sizes and long-term client retention.
Top Skills
What We Do
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