Strategic Sales Account Manager


San Mateo, CA, USA

Full time

Jun 17

This job is no longer accepting applications.

Joining Tipalti means you're stepping onto a fintech rocketship in a collaborative environment. We're the financial execution experts powering high-growth companies and eliminating the pain in payables. Tipalti eliminates up to 80% of the supplier payment and regulatory compliance workload for finance departments. In short, our AI-driven technology does the work no one wants to do, and we do it better than anyone.


We are looking for a Strategic Account Manager to further develop our relationships with existing customers, partners, and resellers. The Strategic Account Manager will focus on the identification of additional revenue channels within customers who are not yet all of Tipalti services.  

The Strategic Sales Account Manager will develop, own and execute against account success plans. They will work closely with internal teams (sales, marketing, operations, CSM, SC, Implementation) to help ensure overall customer success and growth. 

Examples of Areas of Focus:

Customers that have a significant expansion opportunity which requires additional sales cycles. This opportunity can be evident at the time of the original sale (we only get a small portion of the potential business) or a compelling/business event happens. This role would work hand in hand with the CSM for these partnerships 

Working 20-30 named customer accounts. Building C level relationships, understanding and aligning on their business goals, and ensuring they get maximum value across all of Tipalti services.


Minimum 5+ years of experience in Software/SaaS or Financial Tech sales with a successful track record of consistent quota achievement.

Previous experience selling to C Suite - Emerging Technologies, Digital Economy and Global Organizations strongly preferred.

Demonstrated ability to sell large scale solutions and achieve sales revenue targets through increased adoption and expanded use of technology in existing customer base.

Skilled at fostering and leveraging strong working relationships with cross-functional teams to develop and execute customer success strategies.

Driven to achieve aggressive goals combined with equal passion for customer success.

Ability to travel up to 25% to nurture relationships with customers in territory.

Bachelor's degree preferably in Finance, Economics or Accounting. Management consulting background is a plus.

Competencies (Attributes Needed To Be Successful In This Role)

Execution: Strategic account planning and execution skills that lead to consistent quota attainment, pipeline generation, and forecast accuracy. 

Product / Applied Knowledge: Tech Savvy, proficient using SaaS applications and translating technical features into business concepts. Utilize deep understanding and knowledge of the Tipalti products, and Finance (AP/MP) industry trends 

Strong sales acumen: skillful prospecting, negotiating and closing, based on Tipalti Sales playbook. 

Professional presence and confident, articulate communication skills – ability to initiate and direct discussions with Executive-level decision makers.

Problem solving capabilities, highly organized, and detail-oriented, strong time-management skills.  

Proactive, self-starting individual who can identify opportunities and run with it.

Systems and Data Driven: Accurately maintain account and opportunity information within our internal CRM systems. Able to effectively leverage systems and tools to engage with customers, manage pipeline, track deal progress, etc and use data to inform and enable effective decisions.

Accountability, “GSD”: Highly motivated, goal-oriented, and competitive. Persistence and tenacity is key for success in this role.

Customer Focus: Maniacal focus on Customer Success and Expansion, delivering impactful business benefits.

Flexibility and Adaptability – things move fast around here!

Team Player - Collaborative, holds themselves and others accountable.

Companies like Classpass, Twitter, GoDaddy, and Zola entrust Tipalti to activate their business models and dramatically reduce AP friction. Founded in 2010 and headquartered in San Mateo, California, we're a well-funded startup growing at 100% year-over-year, supporting over 1000 customers.

Beyond transformative technology and industry-leading long-term value with customers, we offer a modern company culture that is customer-centric and built on trust and transparency. We're a "can do" environment where everyone acts to deliver customer value and to build a company that will last.

We offer comprehensive health benefits, a flexible workplace, catered lunches, career coaching, and an environment where you can grow, be an impact player, and thrive! As part of our dedication to the diversity of our workforce, Tipalti is committed to Equal Employment Opportunity without regard for race, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity, or religion.

We are building a world-class sales organization with some of the most aggressive commission plans in the industry. If you are looking to join a fast-paced, dynamic, proven company with a great solution to sell, join the Tipalti sales team and get ready to change the way payments are made! 

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