Account Manager, Communities_Eastern

Account Manager, Communities

Account Manager (AM) is a senior-level, quota-carrying position responsible for the health, retention, and aggressive expansion of our most critical commercial and eRetailing accounts. You are the "CEO" of your assigned book of business within the Communities segment (e.g., Military, First Responders, Students, Teachers, Nurses, etc.). Your mission is twofold: ensure 100% net retention through impeccable renewal management and drive year-over-year (YoY) growth by identifying and closing expansion opportunities within existing customer portfolios.

• Revenue Ownership & Growth
  • Quota Attainment:
    Carry and exceed a formal quota composed of both Renewal Revenue (GRR) and Expansion (NRR).
  • Land & Expand Strategy:
    Identify "white space" within current customers to expand Community Verification products, and drive growth via UX changes.
  • Upsell Execution:
    Lead the end-to-end sales cycle for expansion opportunities, from initial discovery to contract amendment and closing.
• Renewal & Retention Excellence
  • Lifecycle Management:
    Proactively manage the renewal process starting 180 days out.
  • Churn Mitigation:
    Identify "at‑risk" accounts early.
  • Contract Negotiation:
    Secure multi‑year renewals and "sticky" master service agreements.
• Strategic Account Governance
  • Executive Alignment:
    Maintain and deepen relationships with key decision‑makers.
  • Executive Business Reviews (EBRs):
    Lead high‑impact EBRs translating technical performance data into ROI.
  • Voice of the Customer:
    Act as liaison between commercial clients and Product team.

• Experience & Expertise
  • Commercial Tech Veteran: 5+ years of experience in a quota‑carrying account management, customer success, or hunter sales role.
  • Industry Knowledge:
    Deep knowledge of e‑commerce, Mar Tech, and performance marketing personas and budgets.
  • Quota Performance:
    Proven year‑over‑year track record of achieving quota.
  • Deal Complexity:
    Managed portfolios with ACVs ranging from $100k to $1m on 6‑12 month cycles.
• Skills & Competencies
  • Commercial Savvy:
    Navigate complex retail organizations.
  • Analytical Growth Mindset:
    Map out multi‑year growth plans.
  • Collaborative Leadership:
    Partner with Marketing, Solutions Consulting, and Customer Success.
  • Startup Agility:
    Comfortable in a high‑growth environment.
  • Consultative Problem Solving:
    Strong planning and time management, customer‑focused solutions.

• Gross Retention Rate (GRR):
  Ensure existing contracts renew on time.
• Net Revenue Retention (NRR):
  Grow accounts via upsells and cross‑sells.
• Pipeline Velocity:
  Speed of expansion opportunities through procurement.

Mountain View, CA

Base salary: $131,400—$147,780 USD (excluding bonus, equity, benefits).

Benefits include medical, dental, vision, health savings account, flexible spending accounts, life insurance, 401(k) with match, parental leave, paid time off (subject to PTO policy), disability insurance, and others.

maintains a work environment free from discrimination. All employees are treated with dignity and respect.  does not discriminate against any employee or applicant on the basis of age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

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