Digital Account Manager

About Codility

Codility is at the forefront of helping organizations navigate the rapidly evolving technology landscape. With the rise of AI, ensuring accurate candidate assessment and skill validation for internal teams is more critical than ever. Our mission is to empower companies to hire the best technical talent and understand their internal skillsets, providing a robust interviewing platform that eliminates misrepresentation risks and prepares them for a positive future.

We're looking for a highly analytical and proactive Digital Account Manager to join our post-sales team. In this unique and pivotal role, you'll be responsible for the health and growth of a large book of digital accounts that do not have a dedicated Customer Success Manager. You'll leverage a data-driven approach to identify opportunities, mitigate risks, and ensure the success of the entire digital segment. If you're passionate about using data to drive customer engagement, retention, and expansion, and thrive in a collaborative environment, we want to hear from you.

Who You Are

You're a commercially minded and highly analytical individual with a knack for identifying trends and actionable insights from data. You thrive on the challenge of managing a diverse portfolio of accounts, using your expertise to proactively drive positive outcomes and contribute directly to revenue growth.

• Minimum of 2+ years of relevant work experience in an Account Manager, Digital Account Manager, or similar data-driven client-facing role within a B2B SaaS environment.
• Proven ability to manage a large volume of accounts efficiently and effectively, leveraging automation and strategic prioritization.
• Demonstrable experience using data analytics to inform account strategies, including identifying upsell opportunities, churn risks, and engagement needs.
• Strong commercial acumen with a track record of meeting and exceeding Gross Revenue Retention (GRR) and Net Revenue Retention (NRR) targets for a segment of accounts.
• Excellent analytical skills, comfortable working with various data sets and CRM tools to draw actionable conclusions.
• Exceptional written and verbal communication skills in English, with the ability to articulate complex data insights clearly to both internal and external stakeholders.
• Proactive and self-motivated, with the ability to prioritize and execute strategies for a broad customer base.
• A collaborative team player who excels at working in tandem with cross-functional teams, particularly with sales leadership and customer success.
• A background in tech recruitment or HR tech is a plus.

What the Job Involves

As a Digital Account Manager at Codility, you will be instrumental in ensuring the success and growth of our digital segment. Your daily duties will encompass the core customer success functions for your book of business, all driven by a strategic, data-first approach.

• Own the GRR and NRR targets for your assigned digital book of business, developing and executing strategies to achieve and exceed these goals.
• Utilize a data-driven approach to proactively manage the customer lifecycle for a large portfolio of digital accounts. This includes:
• Identifying accounts for active support: Analyze usage data, health scores, and engagement metrics to pinpoint customers who require direct intervention or tailored guidance.
• Pinpointing upsell opportunities: Leverage product adoption data, customer demographics, and industry trends to determine which accounts are ripe for additional Codility solutions.
• Forecasting and mitigating churn risk: Develop and implement strategies based on predictive analytics to identify accounts at risk and take proactive measures to prevent churn.
• Collaborate closely with the VP Revenue to align on segment strategy, report on key performance indicators, and identify opportunities for overall revenue growth.
• Work in tandem with the Digital Customer Success Manager to ensure the entire digital book of business is successful, sharing insights and coordinating outreach efforts.
• Manage all post-sales activity for Codility’s digital customers through strong relationship-building, product knowledge, and data-informed execution.
• Function as the voice of the digital customer segment, providing aggregate internal feedback on how Codility can better serve this crucial business and customer group.
• Maintain a deep understanding of the Codility product suite and the broader technical recruiting assessment domain, speaking with customers about the most relevant features and functionality for their specific business needs.
• Conduct targeted outreach and educational initiatives for your digital accounts based on data-driven insights.
• Manage renewals for your book of business in a timely manner, being confident with negotiation tactics and handling auto-renewal.
• Communicate in a timely manner with customers to ensure they are well informed about new product releases and guide through best practice.

Key skills/competency

• Digital Account Management
• B2B SaaS Experience
• Data Analytics
• Customer Retention
• Revenue Growth (GRR/NRR)
• CRM Tools Proficiency
• Customer Success Strategies
• Client Relationship Management
• Technical Recruiting Assessment
• Commercial Acumen