Enterprise Account Manager – Gurock

TestRail is a rapidly growing industry leading test management tool looking for an experienced sales professional to identify and close Enterprise deals with large companies. Initially this will involve growing/upgrading existing
accounts by understanding their usage of the tool and working with their management team to standardize and expand their use of TestRail. Eventually this role will expand to generating new logo leads and working
those opportunities through close. TestRail is not a technically complex product, but any Enterprise Account Manager will need to familiarize themselves with the functioning of the product sufficiently to understand
the use cases of our customers and the value proposition of TestRail. Knowledge of typical software industry QA or Development activities will be a big plus. We are early in the process of building a sales organization so there is significant opportunity for high performers with good process/organization skills to assume a leadership role for hiring/training additional team members if they prove successful.

Responsibilities:

• Work with the data in our backend system to identify existing accounts that have the opportunity to expand in user count or upgrade to the Enterprise version of TestRail
• Interact with customers on the phone and via email to understand their current QA pain points and usage of TestRail. Use this information in conjunction with your product knowledge to identify any opportunities for expansion sales.
• Work with the Customer Success team and Support team to answer questions and technical challenges for the prospective customers
• Establish and maintain good rapport and customer support to existing customers
• Provide continuous verbal and written updates to management on forecast, opportunity pipeline and review of your ongoing deals
• Build and maintain a thorough knowledge of the DevOps business unit products/services, especially TestRail
• Have the ability to present the value proposition of TestRail to all levels within the organization
• Qualify a high volume of prospects in and out of the opportunity pipeline
• Manage the sales funnel professionally at all times, making sure that new leads get created and that the sales opportunities progress quickly through the sales process
• Maintain a high level of value proposition selling in a highly technical environment to a highly technical audience

Preferred:

• 5+ years of sales experience selling to large Enterprises ($100k+ deal size)
• Knowledge/experience in standard software Quality Assurance or Development practices
• 3+ years of demonstrated success in growing assigned existing customer accounts
• 3+ years of demonstrated success in generating new logo opportunities and consistently achieving sales targets
• Experience building/growing/training a sales team and creating the necessary processes to ensure their success
• Experience using Salesforce

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