Enterprise Client Account Executive

Enterprise Client Account Executive

Overview of Position

The Enterprise Client Account Executive (CAE) at CircleCI will manage relationships with our enterprise customers, focusing on driving platform adoption, ensuring customer satisfaction, and identifying growth opportunities. In this role, you'll balance strategic account planning with tactical execution to help customers achieve their DevOps goals while securing renewals and identifying risk and expansion possibilities. You'll work with multiple stakeholders across customer organizations to maximize the value they receive from CircleCI's continuous integration and delivery platform.

Overview of the Team

The Client Account Executive (CAE) team at CircleCI partners closely with customers to ensure they realize the full potential of our platform. We focus on understanding our customers' technical needs and business objectives to drive successful outcomes.Working cross-functionally with Technical Success Managers, Field Engineers, Support, and Product teams, we deliver comprehensive solutions to our customers' challenges. As an Enterprise CAE, you'll be integral to driving customer retention and growth while contributing to CircleCI's reputation as a trusted DevOps partner. 

What You’ll Do

• Build and maintain executive-level relationships with stakeholders across multiple business units at our largest strategic accounts, serving as a trusted advisor for commercial matters 
• Identify upselling and cross-selling opportunities, and develop customized contract solutions that address evolving customer needs
• Track renewal dates and lead renewal processes, working on contract terms, pricing, and timely execution
• Analyze account metrics to create expansion plans with clear objectives, strategies, and success metrics
• Develop strategies to minimize contraction and churn by proactively addressing concerns and emphasizing product value
• Present executive business reviews to high-level executives to discuss performance, ROI, and ensure alignment with long-term strategic goals 
• Collaborate with internal teams to prevent churn and communicate client feedback to help position our offerings effectively
• Stay informed about industry trends and competitor activities to provide relevant insights to clients

What We’re Looking For

• 5+ years of experience in software enterprise account management, account executive, renewals or similar client-facing roles
• A successful track record of meeting and exceeding retention and sales growth targets with enterprise accounts
• Demonstrated ability to manage complex client relationships and navigate enterprise organizations
• Experience managing relationships with Engineering Leadership (CTO, VP of Eng, DevOps Leaders, etc.)
• Experience with technical products, preferably in the developer tools, DevOps, or cloud infrastructure space
• Strong commercial acumen with a track record of successful contract renewals and account growth
• Proven ability in detecting and mitigating customer churn
• Demonstrated success using sales frameworks such as MEDDPICC and methodologies such as Challenger, Sandler, and Command of the Message
• Excellent communication skills with the ability to translate technical concepts to various business stakeholders
• A collaborative mindset, with the ability to work seamlessly across teams to achieve client objectives
• Data-driven approach to account management with experience using CRM and customer success platforms

About CircleCI 

CircleCI is the world’s largest shared continuous integration/continuous delivery (CI/CD) platform, and the hub where code moves from idea to delivery. As one of the most-used DevOps tools - processing more than 1 million builds a day - CircleCI has unique access to data on how engineering teams work, and how their code runs. Companies like Spotify, Coinbase, and BuzzFeed use us to improve engineering team productivity, release better products, and get to market faster.

Founded in 2011 and headquartered in downtown San Francisco with a global, remote workforce, CircleCI is venture-backed by Base10, Greenspring Associates, Eleven Prime, IVP, Sapphire Ventures, Top Tier Capital Partners, Baseline Ventures, Threshold Ventures, Scale Venture Partners, Owl Rock Capital, Next Equity Partners, Heavybit and Harrison Metal Capital.

CircleCI is an Equal Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local law.