Growth Manager

About the role

In this pivotal role, you will be responsible for driving revenue growth and enhancing client retention for Airship's enterprise customers. Your focus will be on managing the commercial elements of client relationships, which includes pricing strategies, packaging options, and contract renewals, all aimed at ensuring sustainable growth for the company.

Key facts

What you'll do

• Manage the commercial strategy and financial outcomes for a designated portfolio of enterprise clients.
• Take charge of all commercial transactions, which entails developing proposals, setting pricing, structuring deals, and finalizing contracts.
• Formulate and implement strategies for customer renewals and identify opportunities for expansion that align with the value delivered to clients and the company's strategic goals.
• Proactively oversee the renewal process by monitoring critical deadlines, obtaining necessary approvals, and addressing any challenges that arise.
• Follow up on pending customer invoices and coordinate with internal teams to ensure prompt payment.
• Analyze customer usage data to uncover potential upsell and cross-sell opportunities.
• Build and nurture relationships with executive-level stakeholders at client organizations.
• Collaborate with Client Experience Managers to gauge customer health, value realization, and potential for expansion.
• Present insights related to commercial performance, renewal strategies, and recommendations for growth during strategic business reviews.
• Develop persuasive business cases for potential expansions, emphasizing customer outcomes and return on investment.
• Relay customer feedback and market insights to inform pricing strategies and product development initiatives.
• Maintain accurate and up-to-date CRM data to support forecasting, pipeline management, and internal reporting needs.
• Work closely with Product, Legal, Finance, Solutions, and Data teams to ensure smooth deal progression.
• Communicate the status of deals, insights, and recommendations to senior leadership and cross-functional teams.
• Support initiatives designed to enhance renewal rates and the success of expansion efforts.

Requirements

• At least 5 years of experience in SaaS sales, account management, or commercial roles with direct responsibility for revenue generation.
• Proven track record of effective negotiation and deal structuring that meets both customer needs and business objectives.
• Demonstrated success in meeting revenue targets and fostering commercial growth.
• Strong strategic thinking skills, capable of long-term planning while executing short-term objectives.
• Experience in building trust and establishing strong relationships with executive-level clients.
• A history of successfully engaging with C-level and multi-level stakeholders within complex enterprise organizations.
• Excellent communication and presentation skills, with the ability to lead meetings and executive briefings effectively.
• Experience in analyzing customer usage data to identify opportunities for expansion.
• Ability to collaborate effectively with teams in Legal, Finance, Product, and Solutions.
• Familiarity with marketing technology, software solutions, and mobile engagement platforms.
• Proficiency in CRM systems, particularly Salesforce, and experience in managing forecasts and opportunity pipelines.
• A keen interest in or experience with AI tools is a plus.

Nice to have

• Experience with AI tools, whether in a professional setting or personal projects.

Skills & tools

• Proficient in CRM systems (e.g., Salesforce)
• Familiarity with AI tools

Practical notes

• This position is fully remote, allowing for flexibility in work arrangements.
• Travel may be required up to 25% for partner meetings, industry events, and field engagements.
• Compensation includes a competitive base salary along with stock options.
• Benefits offered include comprehensive medical insurance, flexible time off, paid holidays, parental leave, volunteer time off, wellness programs, and a stipend for remote work expenses.
• Airship employs AI tools to assist in recruitment decisions. Candidates have rights regarding AI-assisted processes; for more information, please contact privacy@airship.com.
• Communication with candidates will exclusively occur via email addresses ending in "@airship.com".

About the company

Airship is trusted by world’s leading brands such as Alaska Airlines, BBC and The Home Depot to drive revenue growth and customer loyalty with exceptional cross-channel customer experiences. Today, brands are challenged to deliver seamless, unified customer experiences across a fragmented array of channels and devices— apps, websites, email, SMS, wallets and more.