Senior Account Manager, Mixpanel ID-12532
Who you are
- You are highly consultative with savvy business acumen
- You have sound data instincts and love making data-driven decisions with Mixpanel
- You are experienced working with executives at large enterprises
- You are technically curious and interested in learning new technologies
- You love to solve problems and always find a way to deliver value for our clients
- You can develop relationships with senior stakeholders which allow you to navigate up and across organizations
- You have the commercial skills and mentality to drive expansion deals
- 7+ years of related work experience in full-cycle post-sales customer management roles such as Account Manager, Account Executive, or Sales Engineer
- Proven success in managing and growing accounts, with experience handling a 7-figure book of business and closing $250K+ sales opportunities
- Experience with contracts over $1M in ARR
- Strong technical acumen and understanding of how data-driven decision-making can transform products and businesses
- Ability to engage with end-users and stakeholders in Engineering, Product, and Design functions by demonstrating deep product and industry knowledge
- Clear and effective communicator, both written and verbal, with strong interpersonal skills
- Ability to work cross-functionally, partnering with internal teams such as Sales, Product, Customer Success, Professional Services, and Engineering to solve complex problems
- Experience collaborating on opportunities and bringing in technical resources as needed
- Experienced in building and maintaining relationships with executive and C-suite stakeholders, with professional polish and confidence in delivering strategic presentations
- Demonstrated ability to thrive in a fast-paced, constantly changing environment. Agile, resilient, and able to encourage continuous improvement while adapting to evolving business needs
- Strong sense of ownership, accountability, and a results-driven mindset. A strong work ethic, desire to learn, and commitment to excellence
- Deep curiosity for the product analytics space and staying informed about market trends and competitors
Desirable
- Experience managing relationships with high-growth tech companies
- Experience with Mixpanel or another analytics tool (eg. Amplitude, Google Analytics, Adobe Analytics)
- Experience in a technical customer-facing role (Support Engineer / Customer Success Manager / Sales Engineer / Solutions Architect)
- Record of over-performing quota consistently
- Experience scaling a successful B2B SaaS company
What the job involves
- Our Account teams manage the full post-sales lifecycle, helping existing customers leverage Mixpanel to analyze, measure, and improve their products
- The Mixpanel team that manages the lifecycle of our top Strategic accounts consists of two roles:
- Account Managers are initially responsible for nurturing and driving adoption & utilization in an account, and then expanding our existing footprint
- They focus on value realization, executive relationships, renewals, and strategic expansions
- They identify new business units or teams who could get value from Mixpanel, navigate to decision-makers in those groups, then run the sales motion to land those expansion opportunities
- Customer Success Architects work with the AM to implement and onboard customers across a shared book of business, driving adoption and utilization and organically growing our most strategic accounts
- They are usually the primary technical contact and interact with customer users and stakeholders daily to ensure they are leveraging Mixpanel to the fullest
- The CSA also often acts as a connection point to Mixpanel’s Product and Engineering teams who support our largest customers
- The Senior Account Manager is responsible for supporting implementation, onboarding, adoption, utilization, renewal, and expansion activities in Mixpanel’s top accounts
- This includes being responsible for the overall health of a customer, ensuring they are getting value from Mixpanel, and being the primary relationship lead for senior stakeholders
- They are ultimately responsible for making sure customers in their portfolio are constantly learning from their data and extracting value out of their investment with Mixpanel, then strategically expanding Mixpanel’s footprint within the organization or to other subsidiary companies
- The role blends commercial experience (renewal & expansion responsibilities) with technical savvy (product adoption) to bring value to enterprise customers
- The Senior/Strategic Account Manager will identify and drive relationships with Senior/VP-level buyers and will bring deep knowledge and expertise on relevant trends
- They are seen as a valued advisor, comfortable creating presentations and presenting to C-level audiences and driving strategic conversations around their investment in Mixpanel
- They are highly organized, attuned to the customers’ needs, and able to oversee complex projects and prioritize requests
- Strategic Account Planning: Own the creation, iteration, and execution of strategic account plans for each account. Continuously drive alignment between customer success plans and overall business goals
- Primary Point of Contact: Act as the primary point of contact for all aspects of the account, both internally and externally, serving as the quarterback for account management
- Onboarding & Adoption: Work with the CSA to guide new customers through the onboarding process, ensuring they understand Mixpanel's features and are set up for success. Provide ongoing training, support, and best practices to drive product adoption
- Customer Advocacy: Gather customer feedback and share it with internal teams to influence product improvements and enhancements, ensuring customers' needs are met
- Data Analysis & Forecasting: Utilize Mixpanel and other data sources to analyze customer behavior, forecast future trends, and identify areas for improvement. Collaborate cross-functionally with internal teams (Sales Engineering, Professional Services, Product, Marketing, Legal) to enhance account success
- Churn Prevention: Identify at-risk customers early and address concerns proactively to prevent churn, ensuring customer satisfaction and long-term engagement
- Relationship Management: Build and maintain strong relationships with key stakeholders, acting as a trusted advisor and advocate. Facilitate executive alignment with involvement from Executive Sponsors to drive long-term success
- Value Realization & Growth: Proactively identify opportunities for customers to extract more value from Mixpanel, helping them expand usage, achieve business objectives, and identify upsell and cross-sell opportunities
- Business Monitoring & Insights: Constantly monitor customer businesses and their industries to understand potential opportunities or threats, aligning business reviews with customer initiatives. Use insights to provide strategic guidance and consult on Mixpanel’s place in the analytics market
- Expansion & Renewal Management: Identify, qualify, and manage expansion opportunities while overseeing end-to-end renewal negotiations. Ensure consistent revenue growth through opportunistic upsells and retention efforts
