Senior Relationship Manager - Higher Education Focus

Mentimeter is a fast-growing, inclusive, and profitable company built by engineers. In 2014, we felt that boring and inefficient meetings had to go, so we created a platform to change this. Seven years later, Mentimeter is recognised as the fastest-growing Swedish startup, with over 200 million users and customers from over 200 countries; the journey has just begun.

Mentimeter has grown fast within the Enterprise customer segment in the past years. Today, our Relationship Managers manage 1500+ existing Enterprise customers with support from our Customer Success Managers. With this growth, we have seen an increased demand for organisations to roll out Mentimeter on a wider scale. This has led to an internal need to drive bigger commercial discussions, and strategically develop partnerships with some of our largest Enterprise customers and Universities.

To cater to this need, and to facilitate the growth of this customer segment, we are now looking for a Senior Relationship Manager with Higher Education focus on driving strategic sales processes with our Key Higher Education customers and also playing a critical role in supporting how Mentimeter will build its business within this segment.

Responsibilities for the role:

This role will be expected to have 2 primary mandates:

• Retain and grow Higher Education accounts in the book of business
• Collaboratively contribute to the future of enterprise sales towards the Higher Education sector

Retain and grow Higher Education accounts in the book of business:

• Manage a book up to 50 Key Accounts with full commercial responsibilities
• Achieve sales goals/targets
• Develop relationships with C-level stakeholders and key influencers in various departments/teams/regions to identify potential
• Secure retention and growth of selected key accounts by active prospecting and understanding of your customer book
• Manage a continuous pipeline for new expansion and up-sell opportunities
• Develop account plans and monitor the execution of these plans, taking corrective actions including proactively seeking partner feedback.
• Collaborate with a designated Customer Success Manager on strategic enterprise customers in addition to working with other sales roles on a day-to-day basis.

Collaboratively contribute to the future of enterprise sales towards the Higher Education sector:

• Collaboratively drive strategic initiatives with Sales Management and other key stakeholders to develop our Enterprise offering towards the Higher Education sector
• Act as an internal expert through sharing knowledge and learnings with the sales team & Mentimeter as a whole,
• Assist sales team & Mentimeter as a whole in high-level discussions and develop sales best practices and playbooks towards this sector
• Act as a bridge between sales, product and business development in order to proactively seek improvement of our Enterprise offering and be the voice of your customers
• Act as a bridge between sales and our legal team to develop and facilitate internal processes
• Understand customer needs, provide solution that fits customers software architecture and ways of working in terms of license management and tool stack management

Responsibilities not included in the role:

• Closing new customer contracts (Account Executives do that)
• Roll-out and adoption of our enterprise solution with our customers is mainly done by Customer Success Managers (Although for certain accounts that will be done by Relationship Managers as well)
• Day-to-day support (We have minimal support, and a support specialist is responsible for this)

Resources we have to support you:

• World-class lead generation from the Marketing and Product teams
• Marketing and Sales team to support in analysis and tactics
• Sales Operations function
• Professional CRM and data gathering services (Intercom, Mixpanel, Google Analytics, Metabase, Salesforce, Planhat)

Skills Needed: 

_ Skills & Requirements_

Must-haves for the role:

• Experience from 3-5 years of sales experience, including 2+ years experience from key account sales and leading complex, strategic sales processes towards the higher education sector
• Knowledge of software contract terms and conditions in the Higher Education sector
• Knowledgeable in the North American higher education market and local cultural nuances by target countries
• Strong negotiation, pipeline, and forecasting skills
• Strong ability to assess business opportunities and use data to make informed decisions and persuade others
• Communication & Stakeholder Management with a proven track record in successfully addressing C-suite executives or Chancellors or Faculty heads or similar.
• Ability to work independently as well as contribute successfully within a fast-paced team environment.
• You are required to have professional-level English - we sell to 200+ countries today
• Excellent communication & interpersonal skills
• Ability to travel internationally and domestically as required for client meetings, this will be minimal (10%-15%) but will be required from time to time.

Nice to have:

• Experience in selling SaaS
• Bachelor's or master’s degree (field not important)

Please note that this position is located onsite at our Toronto office, with starting date being flexible yet ideally as soon as possible.

The recruitment process consists of:

• Personality test and logical ability test
• Introduction Interview
• Business Case
• Competence Interview
• Culture Interview

Mentimeter is committed to providing accommodations throughout the recruitment, assessment, and selection processes in accordance with the Accessibility for Ontarians with Disability Act and the Human Rights Code. If you require accommodations during the application and hiring processes, please notify us, and we will work with you on suitable accommodation(s), to the point of undue hardship

• Access to a personal leadership coach
• Private healthcare insurance
• Wellness allowance 5000 sek/year
• Individual budget for professional development
• Private pension matching ITP-level
• 1 month (optional) relocation trip in Europe/year
• Attractive insurance package
• 30 days of paid vacation per year
• A diverse, modern and inclusive work environment
• 5 weeks paid vacation
• Access to a personal leadership coach
• Individual budget for professional development
• Pension plan
• Wellness allowance CAD 700/year
• 1 month (optional) relocation trip per year
• RRSP matching