• Take charge of managing and closing a pipeline of high-value software license opportunities, leveraging your expertise to drive growth and strengthen relationships with strategic clients. • Conduct roadmap discussions and account reviews with key stakeholders, ensuring our solutions align with their long-term objectives. • Partner with Solution Engineers to gather requirements and craft high-impact solutions tailored to meet the unique needs of Fortune 500 and Enterprise clients. • Gain and apply in-depth knowledge of market trends, competitor landscapes, and client needs to position our solutions as the optimal choice. • Recognize and capitalize on high-value sales opportunities, developing go-to-market strategies that foster mutually beneficial partnerships. • Utilize various resources to collect and analyze market, prospect, and competitive intelligence to inform your approach and strategy. • Meet or exceed sales quotas through strategic planning, relationship management, and effective sales execution.

• Lead and centralize the management of global technology partnerships including developing and negotiating new partnerships to ensure optimal alignment with the product development cycle. • Collaborate with regional commercial teams to align global tech partner deliverables with local priorities. • Define and execute partnership strategies, guiding principles, and operating models with external partners. • Work cross-functionally with Product Managers, Legal, and regional teams to ensure partnership goals are integrated into product planning and delivery. • Monitor industry trends and emerging partnership opportunities, providing insights and recommendations to inform partnership and product strategies.

Role Description The Sales and Account Manager owns the commercial relationship for a defined portfolio of customers and drives new revenue growth. This role is responsible for: - Retaining and expanding existing accounts - Identifying and closing new opportunities - Building relationships with customers and gaining insights in strategic direction, existing problems, and acting as a trusted soundboard - Leading the sales process end-to-end and partnering internally to ensure successful delivery and long-term customer value - Managing a sales pipeline target and recording and administering the opportunities in the SAP Opportunity Applications and Westrocon ERP Qualifications - Relevant Tertiary Qualification (Business, Sales/Marketing, Finance, IT, or similar); Masters or advanced degrees preferred - Proven experience in Account Management and B2B Sales (typically 5+ years, adjust as needed) - Demonstrated track record of meeting/exceeding revenue targets and managing renewals/expansions - Strong negotiation experience with contracts, pricing, and commercial terms - Detail-oriented and self-starter - Experience selling solutions/services with multi-stakeholder decision-making and longer sales cycles - Experience and knowledge of the SAP Product Portfolio or software and subscription sales in general is required Requirements - Experience in IT services, SAP preferred, consulting, SaaS, enterprise software, or a comparable solutions environment Responsibilities - Account Ownership & Relationship Management - Own the commercial relationship for a portfolio of accounts, including account plans, stakeholder alignment, and engagement cadence - Build relationships with key decision-makers and stakeholders (including C-level) and maintain a clear view of business priorities, risks, and opportunities - Facilitate quarterly/biannual business reviews (QBRs), success planning, and strategic roadmap discussions - Manage renewals, pricing discussions, contract negotiations, and commercial governance - Proactively identify account health risks (service, delivery, product, billing) and drive resolution with internal teams - Sales Leadership & Revenue Growth - Lead the full sales cycle: Discovery, Qualification, Solution Shaping, Proposal Development, and close - Develop and execute account growth strategies (upsell/cross-sell/new business), aligned to customer needs and strategic targets - Identify opportunities within new and existing clients' customers and coordinate prospecting across all business functions, subsidiaries, or geographies - Create compelling value propositions and business cases; quantify ROI and total cost of ownership where relevant - Maintain strong competitive awareness and position solutions effectively - Pipeline, Forecasting & Reporting - Build and manage a healthy pipeline with clear stages, next steps, close dates, and success probabilities - Own accurate forecasting (weekly/monthly/quarterly), including pipeline coverage and deal risk assessment - Track performance against targets (revenue, margin, retention, pipeline generation) and report insights and corrective actions - Ensure sales pipeline hygiene and compliance (activities, notes, contacts, opportunities, proposals, contract details) - Cross-Functional Commercial Orchestration - Coordinate internal stakeholders (delivery, customer success, finance, legal, operations, product/technical teams) to align on scope, pricing, resourcing, and timelines - Ensure smooth handover from sales to delivery and maintain accountability for customer outcomes - Collaborate with marketing on account-based campaigns, events, case studies, and reference management - Influence product/service improvements by feeding back customer insights, objections, and market signals - Customer Value, Retention & Contract Management - Drive customer adoption, ensuring solutions deliver measurable value - Monitor service performance and customer satisfaction; manage escalations with urgency and professionalism - Manage contractual obligations, SLAs, change requests, and commercial amendments - Improve gross margin and account profitability through scope discipline, pricing integrity, and proactive renewal planning - Team/Leadership Contributions (Depending on Structure) - Provide mentorship, deal support, and best-practice guidance to other sales/account team members - Contribute to sales playbooks, pricing guidance, proposal templates, and enablement materials - Support territory planning, lead routing, and prioritization decisions Attributes - Core Attributes: - Strategic account planning and relationship building - Consultative selling and discovery (needs analysis, solution fit) - Commercial acumen (margin, pricing, TCO/ROI) - Negotiation and objection handling - Pipeline management and forecasting discipline - Stakeholder management and cross-functional leadership - Executive communication and presentation skills - Attention to detail and compliance to internal processes and procedures - Self-starter, and motivated to gain sales - Problem-solving, resilience, and urgency in execution - Behavioural Attributes: - Customer-first mindset with strong ethics and integrity - Ownership mentality: accountable for outcomes, not just activities - Data-driven decision-making and attention to detail - Collaborative and able to influence without authority - Comfortable with ambiguity and changing priorities

This is a fully remote position for applicants based in: US East Coast, Midwest, or Eastern/Mid Canada Salary: $80,000 - $100,000 USD, depending on experience Human Made is an enterprise WordPress agency that works with some of the world's most recognised brands and organisations - and right now, our Americas region is where the action is. We're the fastest-growing part of our global business, working with clients like the Gates Foundation, Noom, Wikimedia and UPenn on the kind of large-scale, mission-critical platforms where downtime means real business impact and editorial teams are publishing hundreds of pieces of content every day. We're scaling both our delivery capability and our commercial team at the same time, which tells you something about the trajectory we're on. And we're doing it while launching a major internal initiative to give clients one of the best strategic systems any enterprise agency can offer - complete transparency, stakeholder alignment, and clarity from day one. About Human Made We're a fully remote, global team that's been building enterprise WordPress solutions for over a decade. We work across America, EMEA and APAC, which means we've got expertise spanning time zones, industries and technical challenges. You can learn more about our work, our approach and our team at humanmade.com - but what really defines us is that we're not just developers who happen to talk to clients. We're strategic partners who help organisations figure out what they actually need, then build platforms that deliver on those needs. Right now we're bringing our teams together globally to create something genuinely differentiated - client experiences where we collaborate, co-create and actually have fun doing it. Not just with clients, but with each other across regions and disciplines. If you've ever worked somewhere that talked about being "collaborative" but really just meant more meetings, this isn't that. About the role This is your chance to shape how we work with some of the most interesting organisations in the Americas region. You'll be working on accounts where the stakes are real - platforms that support global health initiatives, editorial teams reaching millions of readers, institutions that have been around for decades but need to move at digital speed. You'll own the client experience from the moment they sign with us. That means onboarding new clients in a way that sets the tone for everything that follows, working alongside our Americas delivery squad to make sure projects stay aligned with actual business outcomes, and being the person who can have the hard conversations when expectations need realigning or when there's an opportunity we should be going after together. This isn't just a run-run-of-the-mill account management role - you'll be digging into what clients are really trying to achieve. Whether they're focused on growth, editorial efficiency, governance, or building new features to solve problems their users actually have, you'll help make sure our development work delivers on those goals rather than just delivering code. What you'll bring You've spent 3-5 years in a web development agency that specialises in WordPress or works across open source CMS platforms. You know what good client collaboration looks like, you're comfortable talking to senior stakeholders about business outcomes rather than just technical features, and you've got the commercial sense to spot opportunities and help close them. You're the kind of person who gets energised by growth - both for clients and for the business you're part of. You can manage and close opportunities, but you're also someone who genuinely cares about whether what we're building together actually works for the people who'll use it every day.