Account Manager

Position Overview

We are seeking a highly experienced Account Manager to own and grow a portfolio of enterprise and mid-market accounts. This role combines strategic account management, commercial ownership, and cross-functional collaboration to drive revenue growth, expand relationships, and deliver measurable value to clients.

Key Responsibilities

Revenue & Account Ownership

• Own and consistently exceed expansion quotas for a defined book of business
• Identify and drive upsell, cross-sell, and multi-year expansion opportunities
• Manage the full commercial lifecycle, including opportunity identification, forecasting, pricing, negotiation, and deal closure

Strategic Account Management

• Build and execute strategic account plans focused on revenue growth, whitespace identification, and long-term expansion
• Partner with Customer Success to ensure value-driven outcomes that support renewals and account growth
• Lead or participate in executive business reviews (QBRs) to demonstrate ROI, surface new initiatives, and strengthen multi-threaded client relationships

Cross-Functional Collaboration

• Collaborate with Solutions Consultants, Product, and Delivery teams to scope expansions, shape proposals, and support successful deployments
• Align customer roadmaps with product strategy to create long-term expansion opportunities

Forecasting & Metrics

• Maintain accurate pipeline, forecasting, and account documentation in CRM tools (Salesforce, HubSpot, etc.)
• Track and report on key commercial KPIs, including ARR, NRR, GRR, churn, and expansion

Day-to-Day Activities

• Review renewal and expansion pipeline, updating CRM with close plans, next steps, and risk assessments
• Engage with customer executives and senior stakeholders to advance expansion opportunities and negotiate terms
• Conduct account planning to map organizational structures, identify new buying centers, and prioritize whitespace
• Collaborate internally to build proposals, pricing scenarios, and order forms aligned with client and revenue objectives
• Analyze usage data and account health indicators to trigger timely value reviews, renewal strategies, and expansion outreach

Qualifications

Experience & Expertise

• 10+ years in a quota-carrying Account Manager or similar client-facing role within a SaaS or technology environment
• Proven track record of exceeding expansion and ARR growth targets
• Experience managing enterprise or mid-market ERP or similar enterprise software customers
• Demonstrated success selling into complex, multi-stakeholder enterprise environments

Commercial & Sales Acumen

• Strong understanding of SaaS commercial metrics: ARR, GRR, NRR, churn, upsell, cross-sell, and multi-year agreements
• Proficiency with sales qualification and deal management frameworks (e.g., SPICED, SPOT, MEDDPICCR)
• Ability to articulate clear business value, ROI, and outcomes to executive-level stakeholders

Skills & Mindset

• Exceptional communication, negotiation, and executive presentation skills
• Strategic thinker with strong business acumen and value-based selling capabilities
• Highly organized, self-directed, and comfortable managing complex accounts end-to-end
• Proficient in Salesforce, HubSpot, and other modern GTM tools; familiarity with customer support platforms is a plus