Growth Account Manager

About us:

Parabola is a workflow builder that makes it easy to organize and transform messy data from anywhere—even PDFs, emails, and spreadsheets—so that forward-thinking teams can automate the work they thought would always be manual.

Teams at fast-moving companies like Brooklinen, On Running, and Flexport use Parabola to save hundreds of hours and finally take on the projects that used to feel out of reach. Whether it’s reconciling inventory across multiple 3PLs, auditing invoices, or manually exporting the same report every Monday, Parabola gives teams the power to automate it—all without needing engineering support.

Parabola is backed by OpenView Partners, Matrix Partners, Thrive Capital and more.

About the role:

We sweat the small stuff to drive meaningful value for our customers. We believe by putting our customers first, we maximize the value that Parabola brings to the them and in turn make that customer even more valuable to Parabola. The Growth Account Manager role is critical to deliver on that promise and bring Parabola to as many teams as possible. We’re looking to fill the last founding role on our expansion sales team!

We're looking for an expansion-focused Growth Account Manager that understands and is passionate about our mission and is excited to be in a founding role where they’ll have a chance to help us build the commercial expansion playbook to support both our customer and Parabola’s ambitions.

Our Growth Account Manager will be working closely with our Head of Revenue, our most tenured AM and the rest of our GTM org in building the foundation for what excellence in scaled account management looks like. You will be a significant driver of revenue growth, evangelizing new Parabola use cases to teams who can benefit immensely from our platform. This is a strategic and high-impact role, as our commercial business is a major revenue driver for Parabola and pivotal to our growth.

We have customers that range in size and complexity from 10 employees to 10K+. For this role specifically, we are looking for a systems thinker, someone that has leveraged technology as a force multiplier and can determine where to inject the human element to make the biggest impact on their customers.

This role will be tasked with being the main commercial point of contact for customers that are either just starting out or are small but mighty. We are standing up the scaffolding that surfaces insights on your book and how you should think about engaging with that customer - expansion, risk, nurture.

The primary performance indicator will be expansion and net retention of the portfolio of customers.

Our ideal candidate is curious, loves going deep on product, has sales in their DNA and can demonstrate a track record creating a unique and valuable experience for customers. They are thoughtful, organized, gritty and are comfortable engaging both technical and non-technical stakeholders in large organizations. If this is you, we’d love to chat!

What you'll be doing:

• Proactively create and close expansion opportunities with current commercial/ SMB customers to consistently meet quarterly sales quotas.

• Cross-sell to new teams within your book of business by leading dialed discovery calls and demos with key stakeholders and end users, pitching relevant use cases that drive quantifiable business outcomes to drive expansion.

• Quarterback mutual action plans with cross-functional partners on our implementation team (at Parabola, this is our Launch team) to accelerate time to value & incremental revenue

• Share learnings from customer conversations with product, engineering, and design teams to drive meaningful value to our awesome customers.

• Create and run repeatable processes that allow you to nurture and warm up expansions and de-risk renewals for a medium to high volume portfolio (~ 60 accounts to start but that number will grow significantly).

• Exceptional cross-functional partner that knows how to engage the right team for the right customer challenges at the right time.

• Manage contract renewals across your book of customers.

What we think you'll need to do it:

• 2+ years of SaaS sales experience, ideally in a fast-growing startup or modern tech company.

• Experience managing a medium to high volume book of business.

• Skilled in navigating and closing consultative upsells and cross-sells from prospecting to close.

• More important than years of experience, you’re a fast learner and you excel in environments with ambiguous, challenging problems. We're happy to tailor scope, compensation, and title on experience!

• Strong written and verbal communication skills to build trust with executives and navigate complex organizations.

• Experience learning new tools, processes and building things from scratch.

• Excited to work out of our NYC office 3-4 days a week.

• A growth mindset. You are constantly looking for ways to grow and learn and you'll bring that excitement about growth to the company.

• Product pro. You strive to be an expert in your product and pride yourself in solving customer problems. You might even know your way around a spreadsheet.

• Pride in your craft. You are organized and thoughtful and have a strong work ethic. You care about your work.

• You are you. You are unique. You bring something great and uniquely awesome to the team. You are proud of who you are and you care about fostering an environment that is inclusive and caring.

OTE Range: $115,000 - $130,000

This OTE range represents the minimum and maximum for this role based in San Francisco or New York City. The OTE given for this position is dependent on multiple factors, including years of experience, interview performance and anticipated responsibilities of the role. Our OTE is one component of Parabola’s competitive total package, which also includes equity and premium health and wellness benefits.