Strategic Growth & Key Accounts Partner

Company Overview

Harbor Compliance is a fast-growing technology company reinventing how nonprofits and businesses manage critical areas of compliance. An Inc. 5000 and Deloitte Technology Fast 500 honoree, Harbor Compliance is using technology to simplify the complexities of business licensing and legal entity management.

In 2021, we merged with Labyrinth, Inc. We have scaled to 40,000+ clients and, even after 10 years, are still just getting started.

Position Overview

The mission of the Strategic Growth & Key Accounts Partner is to oversee the generation of all annually recurring revenue (ARR) after the initial close of a client. They report to the Manager, Client Success and functionally lead revenue generation for the nonprofit team. Their work includes strategic account analysis and the execution of sales activities for all client-facing staff within their segment. The Strategic Growth & Key Accounts Partner is responsible for all account growth within their client segment. They embody our core value of Teamwork and only recognize success when we win as a team together. They have an in-depth understanding of both technical and industry challenges that help their team overcome issues, connect better with our clients, and increase sales. The Strategic Growth & Key Accounts Partner duplicates their personal success by coordinating with our Training and Development Specialist to improve the sales productivity of all client-facing team members. Their success is measured by the success of the team as a whole.
The Strategic Growth & Key Accounts Partner is responsible for:

• Overseeing the execution of account growth and expansion campaigns through the training and empowerment of client-facing staff.
  • Mentors team members and facilitates staff training.
  • Fosters a high-energy, client-first sales culture.
  • Acts as the Subject Matter Expert (SME) on strategic and tactical account growth.
  • Tracks campaign performance.
  • Delivers campaign results within budgets and timelines.
• Driving business growth and maximizing revenue opportunities.
  • Design and execute revenue-generating campaigns such as rate increases, new product launches, and service gap closures.
  • Identify opportunities and design outreach to provoke conversations with existing clients to enhance and broaden their services with us. 
  • In adherence with our growth processes, steward leads through the expansion experience by conducting thorough discovery, delivering compelling pitches, overcoming objections, and ultimately negotiating win-win deal terms.
  • Effectively leveraging enablement materials by judiciously selecting appropriate product information to meet the needs of individual clients and team members. 
  • Respond to client inquiries with relevant, compelling messages in a timely manner to blend client support with capturing inbound opportunities as they present themselves.

• Maintaining and reporting progress toward goals
  • Recording progress toward goals within company systems
  • Reporting progress toward goals in team meetings
  • Drive clear and consistent note-taking
    • Notes exist for all client meetings and call records
    • Client temperature captured through feedback channels
    • CRM and Client Portal cleanliness
• Gathering market intelligence 
  • Continually stay informed of the needs of the market and the changing requirements of your prospects and clients. Report your findings to the product team regularly. 
• Collaborating effectively with the Partnerships team as needed 
  • Support channel partnerships as client needs dictate. Correctly handle and route referrals while honoring partner agreements. 

Required Qualifications

• Highly organized and able to manage several responsibilities at once with little oversight
• 4-7 years of experience selling Saas or professional services in a B2B environment
• Proven track record of repeatedly exceeding quota as an Account Manager or Client Success Manager in previous roles
• Direct experience logging sales activities in a CRM such as Hubspot/Salesforce
• Experience tracking all sales activity in a customer relationship management software
• Excellent communication skills

Preferred Qualifications

• Direct work experience in their client segment
• Bachelor's degree in Marketing, Business, or a related field
• Direct work experience with entity, licensing, tax, and/or records management solutions or services
• Experience in a fast-growth (minimum 25% YoY) environment Displayed use of prospecting skills in applying for this job
• Experience with Winning by Design Methodology - SPICED Discovery Framework, 3Rs of relevant messaging, etc.
• Experience selling registered agent and entity management services

Location and Hours

This is a full-time position. You are welcome to work remotely or from our Rockville, MD, or Lancaster, PA, offices.

Compensation

Competitive salary and generous benefits including paid time off; seven paid holidays; health plan including medical, dental, vision, and life insurance; and a 401(k) retirement plan with a company match program.

Harbor Compliance is an equal-opportunity employer.