Client Account Executive

Position Description:

The Client Account Executive is responsible for managing, growing, and renewing a portfolio of existing Novara customers. This role focuses on building strong client relationships, identifying expansion opportunities, ensuring product adoption, and delivering a best-in-class customer experience. The ideal candidate excels at consultative selling in a SaaS environment and thrives in a fast-paced, quota-carrying role.

Responsibilities:

Account Management and Growth:

• Manage a defined book of business with responsibility for renewals, upsell, and cross-sell.
• Develop strategic account plans to strengthen customer relationships and expand product usage.
• Uncover customer needs and recommend Novara solutions that add measurable value.
• Consistently achieve or exceed revenue targets (renewal rate, expansion ARR, net retention).

Customer Engagement:

• Serve as the primary point of contact for customer decision-makers and influencers.
• Conduct regular business reviews to demonstrate ROI and ensure customer satisfaction.
• Partner with Customer Success, Product, and Support teams to resolve issues and reinforce value.
• Advocate for customers internally and provide feedback to improve product and service offerings.

Sales Process and Execution:

• Manage the full sales cycle for expansions and renewals, including scoping, pricing, negotiation, and close.
• Maintain accurate pipeline, forecasting, and activity tracking in CRM (e.g., Salesforce).
• Prepare and deliver compelling product demos and presentations tailored to customer goals.
• Follow Novara’s sales methodology to maintain consistency and high-quality interactions.

Knowledge, Experience, Requirements:

Required:

• 2-5+ years of experience in SaaS account management or inside/outside sales.
• Proven track record of meeting or exceeding revenue targets.
• Strong consultative selling, communication, and negotiation skills.
• Ability to translate technical product features into business value.
• Excellent organizational skills and comfort managing multiple accounts simultaneously.

Preferred:

• Experience with compliance, EHS, HR, or risk management software.
• Familiarity with Salesforce or other enterprise CRM systems.
• Experience selling to SMB or mid-market customers.
• Ability to thrive in a metric-driven, high-growth environment.

Success Criteria:

• Relationship Building
• Business Acumen
• Strategic Thinking
• Problem-Solving
• Active Listening
• Adaptability
• Results Orientation

Compensation:

Annual On Target Earnings Range of 170k-190k

Annual Base Salary Range of 85k-95k