About the company
Wrike is the most powerful work management platform. Built for teams and organizations looking to collaborate, create, and exceed every day, Wrike brings everyone and all work into a single place to remove complexity, increase productivity, and free people up to focus on their most purposeful work.
Responsibilities
- Developing and executing comprehensive, multi-year enterprise account plans that drive expansion across a portfolio of high-value enterprise customers (10k+ employees).
- Managing complex sales cycles end to end; from proactive opportunity identification, executive-level discovery, and value-driven solution design, through negotiation, procurement processes, renewal, and close.
- Proactively engaging and building relationships with senior stakeholders through targeted, data-informed outreach initiatives to uncover and influence new expansion opportunities within assigned accounts.
- Facilitating deep consultative discovery sessions to understand evolving customer pain points, business imperatives, and organizational change drivers across multiple teams and regions.
- Designing and implementing solutions-based, value-driven sales strategies that clearly articulate Wrike's ROI, align our platform to customers' business outcomes, and differentiate us from competitors.
- Delivering impactful, tailored demonstrations and high-stakes presentations to executive and operational audiences, illustrating Wrike’s direct impact on their critical initiatives.
- Creating sophisticated, data-driven strategies for identifying, prioritizing, and capturing expansion opportunities within each account by analyzing usage trends, adoption metrics, business goals, and industry developments.
- Navigating complex enterprise procurement cycles; including RFPs, contract negotiation, and legal review to ensure successful account expansion, mitigating risk and accelerating time to close.
- Continuously monitoring and analyzing competitor offerings, market trends, and customer feedback to position Wrike advantageously and guide account strategy.
- Leveraging sales tools (Salesforce, SalesNavigator, ZoomInfo) and CRM best practices to rigorously map stakeholder landscapes, track pipeline health, and enable accurate forecasting.
- Collaborating cross-functionally with Customer Success, Solutions, Marketing, and Product teams to ensure seamless post-sale transitions, maximize satisfaction, and deliver sustained value for clients.
- Consistently exceeding quarterly and annual revenue targets through disciplined account management, strategic expansion, and superior customer partnerships.
Requirements
- Fluent in English and French (verbally & written)
- 7+ years of successful B2B SaaS sales/account management experience, managing enterprise accounts and consistently meeting quota
- Minimum 4 years experience as an Account Manager responsible for an install account base
- Demonstrated hunter mentality with a proven track record of proactive pipeline generation, cross-sell, upsell, and driving account expansion initiatives
- Demonstrated ability to manage the full sales cycle from discovery to close
- Experience growing accounts through consultative, solution-based selling and outbound prospecting
- Advanced discovery, customer engagement, and virtual presentation skills
- Proficiency navigating enterprise procurement processes, contract negotiation
- Proficiency managing a book of business with Salesforce or a similar CRM
- Experience conducting engaging remote product demonstrations via video conferencing
- Track record of success in high-growth, metrics-driven sales environments
- Strong communication and influencing skills with executive stakeholders
- Familiarity with sales methodologies such as Challenger, MEDDIC, and/or Solution Selling
- Bachelor's degree or equivalent practical experience
Conditions
- Collaborative Culture: Work alongside ambitious, supportive colleagues who celebrate