The ideal candidate will have 8+ years of experience in enablement, GTM strategy, or partner ecosystems, with a proven track record of building programs that move needle-metrics not just engagement metrics. They will have a deep understanding of the B2B SaaS sales funnel and the specific levers that drive partner-sourced vs. partner-influenced revenue.

The successful candidate will be able to use Salesforce and PRM data to build a narrative around enablement's ROI, identifying exactly where our investment in 'scaled training' is yielding the highest revenue dividends. They will also be able to navigate ambiguity, identify 'leaks' in the partner engine, and solve them with minimal oversight.

We offer a competitive salary and meaningful equity, comprehensive medical, dental, and vision coverage, regular compensation reviews, unlimited access to Claude Code and best-in-class AI tools, flexible paid time off policy, paid parental leave program, 401k plan & match, in-office bicycle storage, and fun events for Intercomrades, friends, and family!

The base salary range for candidates within the San Francisco Bay Area is $157,500 - $191,000. Actual base pay will depend on a variety of factors such as education, skills, experience, location, etc. The base pay range is subject to change and may be modified in the future. All regular employees may also be eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

We have a hybrid working policy, expecting employees to be in the office at least three days per week. We believe that working in person helps us stay connected, collaborate easier and create a great culture while still providing flexibility to work from home.

We have a radically open and accepting culture at Intercom. We avoid spending time on divisive subjects to foster a safe and cohesive work environment for everyone. As an organization, our policy is to not advocate on behalf of the company or our employees on any social or political topics out of our internal or external communications. We respect personal opinion and expression on these topics on personal social platforms on personal time, and do not challenge or confront anyone for their views on non-work related topics. Our goal is to focus on doing incredible work to achieve our goals and unite the company through our core values.

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As a Strategic Account Executive at Pomelo, you will champion our mission with enthusiasm and credibility, utilizing relationship building to drive market demand. You will develop a detailed plan for meeting your individual sales targets, secure meetings with employer buyers at all levels, from C-suite executives to benefits leaders, using creativity and persistence.

You will position Pomelo's value proposition effectively, tailoring approaches based on competitive insights and individual buyer needs. You will assess and engage decision-makers, influencers, and champions, crafting persona-specific strategies to deliver value in every interaction.

You will work collaboratively with our channel partners (e.g., national and regional health plans, benefits consultants) to drive an efficient and consultative sales process. You will drive and achieve sales goals, including management of the entire end-to-end sales process.

We're looking for you to bring 10+ years of direct sales experience, including at least 5 years selling to benefits leaders or similar functions within large employers (25K+ employees), with a documented history of exceeding quotas and delivering results.

You will have demonstrated ability to lead complex end-to-end sales processes, with exceptional organizational skills and proficiency in using tools like Salesforce to manage deals and follow-ups. You will have strong written, verbal, and presentation abilities, capable of distilling complex information into clear, compelling messaging for diverse audiences.

You will be adaptive, pragmatic, and eager to thrive in a fast-paced, metric-driven startup environment with competing priorities. You will have familiarity with the healthcare system and digital health space, including industry and competitive trends, paired with a willingness to research and learn new domains.

You will have experience managing cross-functional projects, problem-solving across teams, and turning ideas into actionable strategies. You will have a mindset focused on continuous improvement and a relentless drive for success.

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你将负责制定销售策略和执行计划，以提高业绩并赚取可观的佣金。你将依靠你的经验和良好的判断力来积极建立和增长客户，并推动在你的领域逐年增长。

工作职责: 寻找和维护区域大客户，拓展战略机会; 利用Alluxio销售手册快速锁定优质客户; 管理和增加目标客户的收入和市场份额，以最大限度地提高客户满意度，实现公司的战略目标; 与客户建立并维护良好的合作关系，了解客户真实需求，解决客户问题并提供专业建议，最终推动收入增长; 对行业、市场动态和客户需求进行及时分析，提供定期的业务报告和反馈。

任职资格: 5年以上中国市场企业级软件销售经验，包括新业务开发和原有业务拓展; 有成功创业经验者或在创业公司工作经历优先; 具有AI和机器学习平台、大数据应用、以及存储、企业应用集成、数据库、基础设施软件概念和产品相关的工作经验优先; 具有开源转化经验优先; 拥有解决方案工程师/SE经验者优先考虑; 熟悉销售新概念、挑战者销售和价值驱动销售; 善于团队协作; 本科及以上学历，计算机相关专业优先; 具备与企业数据平台、企业机器学习平台等相关部门负责人及以上级别管理者进行高质量业务沟通和对话的能力，能够准确理解高层关注点并有效传递产品与业务价值; 能够熟练使用Salesforce工具。

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We're looking for an Enterprise Account Manager to join our Player Engagement Sales & Business Development team. As an Enterprise Account Manager, you'll be responsible for developing and executing enterprise account plans, expanding product adoption, and uncovering whitespace opportunities within existing accounts.

You'll work cross-functionally with diverse teams and cultures to support customer success, legal and billing discussions, overall account strategy, and collaboration with the production team to protect revenues. You'll also leverage your industry network to create new opportunities and expand Player Engagement services across your accounts.

Account Management & Strategy

• Build and execute enterprise account plans, including defining strategies to expand share of wallet within existing customers by addressing whitespace opportunities.
• Work closely with product and customer success teams to expand adoption of Player Engagement services.
• Act as the single point of contact for customer health, including overall account strategy, legal and billing discussions, and increasing overall customer usage of Helpshift platform and services.
• Work with the production team to protect revenues.
• Receive & respond to customer RFIs/RFPs.
• Use existing networks within the games industry to open doors and create net new opportunities for Keywords with a focus on introducing Player Engagement Services.

Analytics

• Report on weekly, monthly, and quarterly pipeline opportunities and progress toward quarterly revenue goals.

Communication

• Work cross-functionally with internal teams to ensure alignment on account strategy and customer objectives.
• Communicate effectively with senior-level stakeholders (CxO, Studio Head, SVP, VP) to maintain strong customer relationships.
• Act as a trusted advisor, providing guidance and support to enterprise clients.

Requirements

• 5–7+ years of Account Management experience supporting Game Industry customers.
• Experience engaging with game publishers at executive levels (CxO, Studio Head, SVP, VP).
• Proven experience managing and growing an existing book of business in excess of $20M+ ACV.
• Experience selling to or working within the Player Engagement ecosystem.
• Strong critical thinking, commercial creativity, and process-driven execution.
• Data-driven mentality and ability to work through ambiguity.
• High attention to detail and ability to perform as a trusted advisor for customers.
• Excellent written and verbal communication skills.
• Self-motivated and able to thrive in a remote working environment.
• Willingness to travel as required.

What We Offer

Keywords Studios is dedicated to following a well-established Equal Opportunities Policy. We endeavor to create a workplace which provides equal opportunities for all employees and potential employees.

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