Account Development Representative

Description

We’re growing and looking to hire an Account Development Representative, who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity. This individual will play a crucial role in maintaining strong, long-term relationships with our valued customers. The ideal candidate is focused on achieving aggressive targets for contract renewals, upsells, and cross-sells, and is passionate about consistently delivering exceptional customer experiences.

About Claroty:   

Claroty is on a mission to secure cyber-physical systems across industrial, healthcare, commercial and public sector environments: the Extended Internet of Things (XIoT). The Claroty Platform integrates with customers’ existing infrastructure to provide a full range of controls for visibility, exposure management, network protection, threat detection, and secure access. Our solutions are deployed by over 1,000 organizations at thousands of sites across all seven continents.

Claroty is headquartered in New York City, with employees across the Americas, Europe, Asia-Pacific, and Tel Aviv. The company is widely recognized as the industry leader in cyber-physical systems protection, with backing from the world’s largest investment firms and industrial automation vendors, as well as recognition from KLAS Research as Best in KLAS for Healthcare IoT Security, the Deloitte Technology Fast 500, the Forbes Cloud 100, and the Fortune Cyber 60. 

Responsibilities

As an Account Development Representative, Your impact will be:

• Demonstrate a history of overachievement on sales quotas, including renewals, upsell, and cross-sell opportunities within the existing customer base, and thrive in a high-pressure environment, consistently achieving and surpassing aggressive targets.
• Develop and implement strategic plans within the assigned territory in partnership with the Sales Director.
• Work towards assigned contract revenue goals while ensuring the competitiveness of the company's contracts, referencing the company's GTM strategy for uplift on renewals.
• Lead commercial conversations within customer engagements, navigating negotiations to achieve mutually beneficial outcomes.
• Qualify inbound and event leads by understanding customer needs, pain points, and business objectives to assess alignment and potential fit.
• Draft contracts accurately and promptly in accordance with client specifications and company pricing guidelines.
• Accurately forecast business targets and opportunities in the assigned territory.
• Cultivates and strengthens ongoing client relationships, focusing on revenue growth and client satisfaction.
• Drive outcomes through effective collaboration and communication with extended teams, including but not limited to customer success, revenue operations, finance, sales engineering, and product teams.
• Demonstrates and communicates customer value frequently.
• Ensure any account issues are resolved quickly by leveraging resources from across the company as needed.
• Working closely with Customer Success, partner to develop and implement customer retention strategies tailored to individual client needs.
• Collaborate with Marketing and Customer Success to grow the library of customer testimonials.
• Utilizing referrals and existing business relationships to identify new business opportunities within existing customers.
• Maintain a sales-focused approach with a determination to improve effectiveness and achieve outstanding results.
• Collaborate on special projects as assigned, contributing to the overall success of the team.

Requirements

What do you need to succeed in this role?

• Overall Experience:  3+ years of related experience with a bachelor’s degree; or an advanced degree without experience; or equivalent experience.
• Sales Success Experience: Previous experience in customer success, sales account management, project management, or related customer-facing roles is essential, with a strong emphasis on renewals, upsell, and cross-sell activities. Candidates with a background in the cybersecurity domain are highly desirable, though those with experience in technology, particularly SaaS and enterprise technology, will also be considered if exceptionally qualified.
• Relationship Building: Demonstrated ability to collaborate and build strong relationships with customers, particularly at the executive level. Proven track record of developing strong, trusted relationships with economic buyers and technical stakeholders through consistent, proactive meetings and touchpoints that positively impact loyalty and revenue growth.
• Communication Skills: Exceptional oral and written communication skills with acute attention to detail. Effective communication is key in ensuring customer satisfaction and fostering long-term relationships.
• Technical Knowledge: Familiarity with Salesforce is a plus, as well as proficiency in Google Workspace. Technical acumen is valuable in providing comprehensive support to our clients.
• Collaboration: Collaborate with sales counterparts to drive customer retention and growth. The ability to work seamlessly with cross-functional teams is crucial for success in this role.
• Startup Experience: Prior success in a high-growth startup technology organization is highly valued. We appreciate individuals who thrive in a dynamic and fast-paced environment.
• Travel: Ability to travel as needed when conditions permit, with an estimated travel commitment of less than 25%.

Why Claroty? Our Culture and Benefits: 

• Claroty is a people first company. With strong bonds amongst the team, we believe in prioritizing personal care and support over work, confident that results follow from a harmonious environment. We celebrate professional and personal successes, committed to fostering a diverse and inclusive space. 
• Stability, we demonstrate continued growth over the past few years, raised over 700M$ from top tier investors, we have top tier board members and our products are sold worldwide, over 1000 customers. 
• We understand the importance of maintaining a healthy work-life balance, and encourage people to take the time they need to rest and prioritize their mental and physical health. We also provide a biannual “ClaroBreak”, a company-wide long weekend shutdown so we can all rest, recharge and spend time with our loved ones.
• We care about your development. At Claroty, we prioritize excellence and uphold high professional and ethical standards. We encourage career growth and exploration within the company, facilitated by biannual performance reviews, feedback sessions, and individual development planning, complemented by professional courses.
• We believe in transparency and openness. That’s why we regularly hold company all-hands, town hall meetings, and “Coffee with the CEO” sessions. We also conduct round table sessions and employee satisfaction surveys, to keep a pulse on what matters most to our team members and make our culture the best it can be. 
• While we have physical offices in New York, Tel Aviv, London and Singapore, we also embrace a hybrid working culture. This flexibility allows us to tap into a diverse talent pool and enables our team members to work in a way that suits their individual preferences and circumstances.  

Claroty is an equal-opportunity employer committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all selection phases.