• Be the commercial owner of assigned Enterprise accounts, responsible for NRR, ecosystem adoption, renewals and revenue growth • Build and execute individualized account plans: stakeholder mapping, communication and reputation objectives, decision cycles and expansion potential • Conduct QBRs with C-level executives and communication directors, translating media and reputation metrics into business terms and ROI • Execute product expansion motions: plan upsells and cross-sells across Monitoring, KnewinAI, Dino and Comunique-se • Identify expansion signals within the customer base and hand off opportunities to the responsible account farmer with context and a structured proposal • Serve as an internal reference for account intelligence, mapping usage patterns and replicable cross-sell opportunities • Ensure recurring, active adoption of each product in use — the metric is real engagement, not NPS • Map the client’s stage in the ecosystem and identify the next product that delivers incremental value • Operate a proactive anti-churn approach: identify product-level disengagement signals and intervene with concrete projects before churn occurs • Act as the interface with the Onboarding team to ensure quality activation on the first Enterprise touchpoint • Collaborate with Marketing to develop case studies, materials and expansion narratives • Bring the voice of the Enterprise customer as strategic input to the product roadmap

• Manage a $1-4 Million book of business between 6-10 accounts. • Lead regional team of Account Managers, setting strategy, managing performance and defining global processes jointly with CCO and other leaders • Maintain view of renewal and upsell opportunities, risks and forecasts; report out on metrics weekly • Retain accountability for regional performance against financial targets • Research existing accounts to assess business opportunities for upsell, renewal value and services revenue. • Collaborate with assigned account teams to create and maintain account plan; pull on relevant colleagues within the business to meet account needs • Provide input to marketing and engagement campaigns targeting existing accounts / customers • Manage customer account data, follow up on marketing lead activity and follow relevant processes to capture outcomes • Use domain experience, understanding and thought leadership (e.g., disruptive trends) to establish and grow relationships with influencers and decision-makers in existing accounts. • Identify and facilitate appropriate coaching and content for customers’ based on their maturity, ambition and business context • Lead solution discovery to understand client requirements, objectives and priorities. • Present the Orgvue platform including team and/or consultative presentations and efforts. • Work with existing clients to further develop their communities and provide new introductions. • Work with senior management and corporate counsel, negotiate contracts and provide all follow-up to deliver signed contracts. • Maintain strong upsell, renewal and services pipeline, and forecast to increase visibility of short and long-term prospects through our CRM. • Meet agreed monthly/quarterly/annual performance objectives in both upsell activity (meetings/demos) and quota achievement. • Collaborate with internal stakeholders in Customer Experience, Revenue and R&D to communicate and escalate product challenges and opportunities based on market observations and customer feedback • Work closely with alliance manager and partner teams to understand and assess joint pipeline and potential opportunities with partners, maintain understanding of Orgvue relative to partner propositions and strategies. • Help develop compelling joint value propositions to help drive growth in our project business and conversion opportunities. • Where appropriate develop joint account plans with our strategic partner(s) and identify opportunities to embed, enhance and grow Orgvue usage further for both projects and long-term license use cases.

• Manage, grow and retain a $20-50M+ revenue portfolio. • Develop and implement a Regional Accounts sales strategy to achieve revenue and growth targets. • Analyze market trends, competitive landscape, and customer needs to identify opportunities and potential risks. • Own monthly, quarterly, and annual sales objectives and goals, creating actionable plans and initiatives to drive achievement. • Build and maintain strong relationships with key clients and partners, ensuring excellent customer satisfaction and retention. • Collaborate with clients to understand their needs, preferences, and challenges, and tailor solutions to address them effectively. • Develop and manage sales forecasts, drive sales pipeline growth, and contribute actively to sales campaigns. • Negotiate and finalize agreements, contracts, and partnerships that align with organizational goals. • Drive revenue growth by achieving sales targets and maximizing profitability. • Follow all sales processes, ensuring efficiency, consistency, and compliance with organizational policies and procedures. • Collaborate with other departments such as customer experience, legal, marketing, product development, and operations to align strategies and achieve integrated solutions. • Foster effective communication and collaboration across cross-functional teams to drive organizational success. • Act as the client ambassador and escalation point for your Regional Account clients. • Active travel (up to 50%) is expected with the territory to build relationships and uncover new opportunities.

• Você será responsável por fazer a gestão do relacionamento e receita da carteira dos maiores clientes da RD Station. • Como sênior, você se envolverá diretamente em processos de renovação, retenção e expansão de receita. • Seu papel será construir um relacionamento próximo com o cliente, entender os seus objetivos e ajudá-lo a alcançar os resultados esperados. • Garantir atuação contínua e estratégica junto a decisores de uma carteira de clientes Top Key Accounts.