Key Account Principal

Grammarly is excited to offer a remote-first hybrid working model. Grammarly team members in this role must be based in the United States, and, depending on business needs, they must meet in person for collaboration weeks, traveling if necessary to the hub(s) where their team is based.

This flexible approach gives team members the best of both worlds: plenty of focus time along with in-person collaboration that fosters trust and unlocks creativity.

Grammarly is the world’s leading AI writing assistance company trusted by over 30 million people and 70,000 teams. From instantly creating a first draft to perfecting every message, Grammarly helps people at 96% of the Fortune 500 and teams at companies like Atlassian, Databricks, and Zoom get their point across—and get results—with best-in-class security practices that keep data private and protected. Founded in 2009, Grammarly is No. 7 on the Forbes Cloud 100, one of TIME’s 100 Most Influential Companies, one of Fast Company’s Most Innovative Companies in AI, and one of Inc.’s Best Workplaces.

We’re seeking a Key Account Principal to join our Grammarly Business team and help us achieve our ambitious goals. Since expanding our mission with Grammarly Business, our enterprise product offering has helped teams craft strong, consistent, and on-brand communication, and we have tripled our number of B2B relationships. Effective communication is the foundation of the modern workplace. Grammarly Business is poised to become the enterprise application of choice for organizations looking to up-level their communication. This role would be critical to that mission.

As the Key Accounts Principal, your work will be highly visible. You will be a driving force of value and revenue growth within Grammarly Business.

In this role, you will:

• Own a named account list and develop strategic account plans to expand existing business in service of our aggressive growth targets.
• Drive revenue growth through proactive outreach to new and existing contacts within our existing customer base, generating new leads by effectively managing current connections and networking with contacts.
• Build and maintain new and existing relationships with senior executives and decision-makers across all company departments. The Key Account Principal should be our customers’ trusted advisor.
• Gain a deep understanding of our customers’ businesses and challenges and consult on the value Grammarly provides.
• Engage with customers online, in person, and at company events; develop and present product, service, and value presentations in various settings.
• Negotiate sales and sales-related contracts - optimizing for client experience and Grammarly growth targets and business objectives.
• Work cross-functionally with supporting teams during the sales cycle (e.g., product, finance, legal, marketing) to win deals and ensure customer success.
• Serve as the customer's voice and collect feedback to drive continuous improvement across all product areas.
• Partner with leadership teams to uncover new product ideas and business opportunities; this role will be crucial in transforming the level at which we partner within our customer base and the breadth of how far-reaching our contracts go within a given organization.

• Doesn’t view failure as an option - that’s not to say you’ll always win - but you will obsess over expanding our footprint meaningfully into your given accounts. When a blocker appears (internal or external), you will feel pride and accomplishment in recalibrating the next steps and plowing ahead. You leave no stone unturned, you’re not afraid to ask hard questions, and when you lose a deal, you are comforted by the knowledge that you exhausted all options in pursuit of the win.
• Loves to solve big, hairy problems in service of our customers and is unintimidated by the path forward, even when complex.
• Identifies ways to create new leads and other sales opportunities within existing accounts. Has experience working with various stakeholders, from senior executives of large companies to end users.
• Works to realize business value and expand customer relationships through deep knowledge of customer needs (rather than over-relying on a feature list). 
• Builds strong relationships with people, understands their needs and goals, identifies creative solutions, and manages action items through to completion.
• Believes all facts are friendly and is constantly seeking a more profound understanding of an issue or potential optimization. Can synthesize quantitative and qualitative data, make data-driven decisions, and use (sometimes incomplete) data to identify gaps and opportunities.
• Has a proven track record of both meeting and exceeding revenue targets while also delivering very high value to their book of business.
• Has a solid understanding of subscription business models, including freemium, free trial, account expansion, and upsells.
• Actively advocates for customers, working cross-functionally with PMs, engineers, marketers, and others to delight customers and help them meet their business goals while empathizing with other teams’ processes and priorities.
• Actively contributes to the voice of customer initiatives, provides customer feedback to other teams, aids in prioritization, and follows through to resolution.
• Uses systems (e.g., CRM) to track all customer-related activities and deliverables, pipeline management, and revenue projection.
• Embodies our EAGER values—is ethical, adaptable, gritty, empathetic, and remarkable.
• Is inspired by our MOVE principles: move fast and learn faster; obsess about creating customer value; value impact over activity; and embrace healthy disagreement rooted in trust.
• Is able to meet in person for their team’s scheduled collaboration weeks, traveling if necessary to the hub where their team is based.

Grammarly offers all team members competitive pay along with a benefits package encompassing the following and more: 

• Excellent health care (including a wide range of medical, dental, vision, mental health, and fertility benefits)
• Disability and life insurance options
• 401(k) and RRSP matching 
• Paid parental leave
• 20 days of paid time off per year, 12 days of paid holidays per year, two floating holidays per year, and unlimited sick days 
• Generous stipends (including those for caregiving, pet care, wellness, your home office, and more)
• Annual professional development budget and opportunities

Grammarly takes a market-based approach to compensation, which means base pay may vary depending on your location. Our US locations are categorized into two compensation zones based on proximity to our hub locations.

Base pay may vary considerably depending on job-related knowledge, skills, and experience. The expected “On Target Earnings” (OTE) for this role by compensation zone are outlined below and may be modified in the future.

United States: 

Zone 1: $240,000 - $345,000/year (USD)

Zone 2: $230,000 - $310,000/year (USD)

The commission portion for this role will be 35% of the On-Target Earning (OTE). The market-based compensation differentials will be applied only to base pay for commission-eligible team members.

For more information about our compensation zones and locations where we currently support employment, please refer to this page. If a location of interest is not listed, please speak with a recruiter for additional information.

At Grammarly, we value our differences, and we encourage all—especially those whose identities are traditionally underrepresented in tech organizations—to apply. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, ancestry, national origin, citizenship, age, marital status, veteran status, disability status, political belief, or any other characteristic protected by law. Grammarly is an equal opportunity employer and a participant in the US federal E-Verify program (US). We also abide by the Employment Equity Act (Canada).

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