Pricing Specialist Team Manager (SMB) (Remote)
KnowBe4, Inc. is the provider of the world's largest security awareness training and simulated phishing platform. KnowBe4 enables organizations to manage the ongoing problem of social engineering by helping them train employees to make smarter security decisions, every day. Tens of thousands of organizations worldwide use KnowBe4’s platform to mobilize their end users as a last line of defense and enable them to make better security decisions, every day.
We have ranked a best place to work for women, millennials, and in technology nationwide by Fortune Magazine as well as #1 or #2 in The Tampa Bay Top Workplaces Survey for the last six years.
The Pricing Specialist Team Manager (SMB) is responsible for coordinating with SMB CSMs and customers to provide pricing quotes for renewals, add-ons, and upsells and then successfully and efficiently closing those opportunities. With a production demand mindset, the Pricing Specialist Team Manager (SMB) will take extreme ownership for driving performance and managing production of the assigned CS SMB Pricing Specialist team.
Responsibilities:
- Make genuine recommendations as to the hiring, firing, disciplining, and promoting subordinates within assigned CS SMB Pricing Specialist team
- Manage all opportunities within assigned customer portfolio and perform research to understand customer health and account status as it pertains to those opportunities
- Coordinate with SMB CSMs to strategize on renewals, add-ons and upsells for their customers to maximize bookings
- Be proactive when conducting discovery with customers on opportunities and handle any objections to ensure predictability of successfully closing those opportunities
- Negotiate with customers on opportunities to prevent churn and secure optimal terms
- Employ pricing strategies that meet the Company’s standards, policies, and procedures
- Generate pricing quotes for renewals, add-ons, and upsells
- Manage assigned 30, 60, and 90 day opportunity pipeline, manage weekly and daily forecasts, and meet regularly with SMB Customer Success Regional Director to review
- Meet and exceed booking targets and quotas
- Maintain and enforce impeccable administration of opportunities in the Company’s CRM
- Develop and groom a high performing CS SMB Pricing Specialist team and successfully manage the daily, weekly, monthly and quarterly production to meet and exceed targets
- Monitor statistics, reporting and dashboards to identify potential areas of improvement that may require corrective actions
- Serve as a management escalation point and assist CS SMB Pricing Specialists with tags
- Develop and manage OKRs
- Promote referrals for new business sales
- Communicate effectively with your CS SMB Pricing Specialists to ensure that all policies and procedures are well understood
- Work closely with Growth and SMB Customer Success Regional Director to develop and manage coaching plans for CS SMB Pricing Specialists that are underperforming and need improvement
Qualifications:
- Associate’s Degree preferred
- Experience with Gmail and Google Docs
- Experience with MS Office (Word and Excel)
- Experience with web browsers (Chrome, Internet Explorer, etc.)
- 2+ years sales experience
- 2+ years managing customers within a SaaS subscription model
- Previous management experience
- Familiarity with standard concepts, practices and procedures within the IT Security Field
- Experience with Salesforce or other CRM
- Strong empathy for customers and passion for driving growth
- Basic understanding of financial and operational levers in a SaaS recurring revenue business model
- Strong verbal and written communications
- Excellent time management, prioritization and organization skills
- Superior customer service skills
- Strong collaborative and team work skills
- Ability to build rapport with customers via phone, email and video conferencing
- Strong critical thinking skills
- High energy with ability to inspire and motivate teams to exceed targets
- Ability to manage and build high performing teams
- Self-motivated with ability to work with minimal supervision
Note: An applicant assessment and background check may be part of your hiring procedure.
Individuals seeking employment at KnowBe4 are considered without prejudice to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation or any other characteristic protected under applicable federal, state, or local law. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please visit www.knowbe4.com/careers/request-accommodation.
No recruitment agencies, please.