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Account Executive – Existing Accounts (Renewals + Expansion)

Position Summary

Account Executive – Existing Accounts (Renewals + Expansion)

Existing OEM accounts. 70% retention/renewals, 30% expansion. No new‑logo prospecting.

The Account Executive (AE) owns and grows a defined portfolio of OEM clients, serving as the primary relationship manager and trusted advisor to ensure support needs are met and measurable value is realized from Rollick’s solutions. This role focuses on existing customers—no outbound cold calling or new‑logo hunting. As the primary relationship and commercial owner, you’ll spend about 70% of your time driving adoption, outcomes, and on‑time renewals, and 30% identifying and closing expansion (upsell/cross‑sell) aligned to client goals. The AE will conduct quarterly business reviews for all clients and increase meeting frequency for strategic growth accounts. The AE partners closely with internal teams, including Digital Account Executives (DAEs) and the Center of Excellence (COE), to deliver a coordinated client experience, resolve issues, and drive outcomes aligned to client goals and Rollick ROI.

Results to Be Generated

  • Client retention and growth:
    • Meet or exceed annual retention targets (GRR) and expansion goals (NRR) for assigned accounts.
    • Achieve quarterly/annual cross-sell and upsell targets with clear, value-based proposals.
  • Relationship strength and engagement:
    • Complete QBRs for 100% of accounts; run monthly or bi-monthly cadences for top-tier growth accounts.
    • Build multi-threaded relationships across key functions (executive, marketing, sales, operations); maintain stakeholder maps and executive alignment.
    • Increase referenceability and advocacy (case studies, referrals, event participation).
  • Forecasting and pipeline discipline:
    • Maintain accurate opportunity, activity, and forecast data in Salesforce; meet forecast accuracy and pipeline coverage goals.
  • Client satisfaction and value realization:
    • Improve or maintain CSAT/NPS; deliver agreed adoption and performance milestones.
    • Drive timely issue resolution with Support/COE within SLAs; communicate status and outcomes.
  • Internal collaboration and feedback loop:
    • Surface Voice of Customer insights to Sales, Operations, and Product; influence roadmaps and best practices.

Responsibilities

  • Relationship management and executive alignment:
    • Serve as the strategic relationship manager for OEM clients while leveraging DAEs/COE for tactical support.
    • Build and maintain multi-threaded relationships, including executive sponsors, day-to-day users, and cross-functional stakeholders.
    • Develop account plans with goals, risks, mutual success criteria, and contact strategies; maintain stakeholder maps and relationship health indicators.
    • Lead QBRs, monthly check-ins for priority accounts, and executive updates; present performance, insights, and next steps.
    • Foster client advocacy by identifying champions and facilitating references, testimonials, and case studies as needed.
  • Revenue growth and renewals:
    • Understand Rollick platform features, benefits and, value propositions in order to pitch new services for client adoption.
    • Identify, scope, and close cross-sell/upsell opportunities aligned to client objectives; manage renewals and negotiate agreements with leadership support.
    • Build business cases and ROI analyses; deliver proposals and pricing with clear value narratives.
  • Program performance and issue resolution:
    • Become an expert on Rollick platform features and functions to better educate clients about usage and best practices.
    • Analyze campaign and program performance (lead volume/quality, conversion rates; recommend optimizations with the DAEs/COE.
    • Coordinate with the DAEs/COE to resolve issues, track action items, and communicate progress.
  • Process excellence and reporting:
    • Maintain CRM hygiene in Salesforce (contacts, activities, opportunities, dashboards).
    • Prepare client-ready materials (QBR decks, proposals, roadmaps) using Microsoft Office tools.
    • Monitor industry trends and competitive dynamics in powersports, marine, RV, and industrial; educate clients on best practices and new Rollick capabilities.
  • Field presence:
    • Represent Rollick at client meetings, events, and trade shows as needed.

Skills and Qualifications

  • 4+ years of B2B account management, customer success, or sales experience, preferably in SaaS/marketing technology.
  • Experience with OEMs and/or dealer networks in powersports, marine, RV, industrial, automotive, or related verticals strongly preferred.
  • Demonstrated success in relationship management: building executive alignment, multi-threading accounts, running QBRs, negotiating renewals, and expanding revenue.
  • Proficiency with Salesforce (account planning, opportunity management, forecasting, reporting/dashboards).
  • Proficiency with Microsoft Office (Excel for analysis, PowerPoint for presentations, Outlook/Teams for communication and scheduling).
  • Strong analytical skills and business acumen; ability to translate marketing performance metrics into ROI-focused recommendations.
  • Excellent communication, presentation, storytelling, and negotiation skills; executive presence and consultative selling mindset.
  • High emotional intelligence, active listening, and conflict resolution skills; comfortable handling escalations and navigating complex organizations.
  • Highly organized, detail-oriented, and able to manage multiple priorities and deadlines.
  • Collaborative team player able to coordinate cross-functionally with Sales, Operations, and Product.
  • Bachelor’s degree in Business, Marketing, Communications, or related field preferred.
  • Willingness to travel for client meetings and industry events as needed.
  • Ability to work effectively across multiple U.S. time zones (Mountain, Central, and Eastern).

About Rollick, Inc.

Rollick is a technology company that provides software to manufacturers and dealerships in the Powersports, RV, Marine, and industrial/outdoor power equipment industries. Utilized by over 150 OEMs and more than 3,500 dealers, Rollick’s SaaS solutions encompass enterprise lead management, digital retailing, inventory marketing, post-sale customer experience, and marketing automation. In addition, the company has rapidly built its outdoor recreational vehicle buying marketplace branded for Sam’s Club, U.S. Bank, AAA, major insurance providers, employees at more than 2,000 top U.S. companies, military members, veterans, and first responders. Rollick was founded in 2017 and is based in Austin, TX, backed by several venture investment firms, including Silverton Partners and LiveOak Venture Partners. For more information, visit Rollick.io.

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