Territory Account Manager Expansion

Position: Territory Account Manager - Renewals & Expansion

Задачи:
Data Robot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI aRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on Data Robot for AI that makes sense for their business — today and in the future.

The Territory Account Manager - Renewals & Expansion is an individual contributor with two complementary commercial responsibilities. The role owns a defined territory and portfolio of existing Data Robot customers, with direct accountability for securing renewals, protecting recurring revenue and identifying, managing and closing upsell and expansion opportunities. In parallel, the role acts as a Business Development Representative (BDR) overlay across the wider sales team, supporting Account Executives with targeted outbound prospecting, qualification and new-logo pipeline generation.

Success requires proactive customer engagement, disciplined forecasting and close collaboration with Sales, Customer Success, Marketing and other internal stakeholders.

Territory Renewal Ownership

• Own the end-to-end commercial renewal process for an assigned portfolio of customers, from early planning and engagement through pricing, negotiation and on-time signature.

Revenue Retention & Renewal Risk

• Maintain a forward-looking renewal calendar, identify churn and downsell risks, develop mitigation plans and coordinate with Customer Success to protect recurring revenue.

Upsell & Expansion Management

• Identify additional Data Robot use cases, workloads and business units within existing accounts; develop expansion opportunities and personally progress and close upsell and cross-sell deals.

Customer & Commercial Engagement

• Build relationships with business sponsors, procurement and technical stakeholders; coordinate value reviews, proposals, contracting and internal approvals.

Team-Wide BDR Overlay

• Support Account Executives across the sales team by researching and targeting high-potential new-logo accounts and buying groups, alongside direct ownership of the assigned territory.

Outbound Engagement & Multi-Channel Execution

• Execute targeted outreach via email, phone, social platforms and event follow-up to generate interest and qualified discovery meetings for Account Executives.

Discovery Readiness & Hand-Offs

• Qualify business needs, stakeholders and buying intent; hand qualified opportunities to Account Executives with clear context, next steps and opportunity alignment.

Pipeline Coverage & Activity Targets

• Maintain agreed outreach, meeting and conversion targets to support consistent pipeline generation for the wider sales team.

CRM, Forecasting & Reporting

• Accurately maintain renewal status, expansion opportunities, forecast updates, prospecting activity and pipeline records in Salesforce and other sales tools.

Требования

• Ability to manage renewal and expansion opportunities end to end, including commercial negotiation and securing customer commitment
• Strong account management and consultative selling skills, including identifying churn risks, customer value and account growth opportunities
• Demonstrated ability to execute outbound prospecting campaigns, qualify early-stage opportunities and secure discovery meetings
• Excellent communication and stakeholder management skills across business, technical, procurement and executive audiences
• Curiosity and critical thinking mindset - able to connect customer pain points to relevant Data Robot GenAI use cases
• Strong prioritisation and organisational skills to balance individual revenue ownership with a team-wide BDR overlay
• Experience using CRM, forecasting and…