Account Manager

Catapult’s team of seasoned HR and business professionals helps employers address immediate and long-term challenges with expertise, resources, data-driven insights, and a dynamic member community. As an employer’s association, Catapult facilitates peer-to-peer connections among members to support the broader business community and acts as an employer advocate on governmental standards and regulations. Catapult actively collects and analyzes salary, benefits, and policy data to issue business intelligence that helps employers

compete for, attract, and retain top talent. We provide employers with the confidence to navigate everyday operational challenges, making workplaces more effective and employees more successful.

One of our top goals is to make Catapult an amazing workplace rooted in our core values of Innovation, Integrity, Community, Excellence, and Service. We don’t just talk about these values; we work hard to live them every day.

SUMMARY

The Account Manager (AM) serves as the strategic post-sale relationship owner, responsible for retaining and growing Catapult’s client base. This is a high-visibility role for someone ambitious and driven — the AM builds deep, value-driven client partnerships, maximizes membership utilization, prevents churn, and actively pursues upsell and cross-sell opportunities. Working closely with Subject Matter Experts (SMEs), the AM ensures clients see Catapult as an indispensable strategic HR partner.

This role is a launchpad within the client journey — continuing the momentum created by the Account Executive (AE), deepening client engagement, and directly driving revenue growth. It’s an ideal proving ground for someone looking to build the relationship-management, negotiation, and consultative-selling skills needed to grow into an outside sales career at Catapult.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Client Relationship Ownership & Strategic Engagement

• Serve as the primary point of contact for all post-sale client interactions.
• Conduct regular client check-ins, including monthly calls, quarterly business reviews (QBRs), and annual renewal conversations.
• Build multi-threaded relationships within each account (HR, Finance, Legal, C-suite).
• Act as a trusted advisor, ensuring clients fully leverage the membership and HR resources available.
• Manage a primary portfolio of 75–100 Tier A & B accounts, with the capacity to scale to a maximum of 200 accounts based on business needs and account complexity.
• Monitor client usage of membership features and SME hours to ensure strong engagement.
• Identify early indicators of churn risk and intervene proactively.
• Educate clients on underutilized services or upcoming SME capabilities.
• Drive the “consumption” strategy to reinforce Catapult as an essential business utility.

Upsell, Cross-Sell, and Revenue Expansion

• Identify revenue growth opportunities by recognizing gaps in client talent, compliance, or HR strategy.
• Collaborate weekly with SMEs to align on identified opportunities and draft tailored proposals.
• Lead all expansion-related conversations with clients, negotiating and closing upsells.
• Convert spot projects into long-term or higher-tier memberships.

Internal Collaboration & Operational Excellence

• Participate in weekly standups alongside BDRs, AEs, SMEs, and SAMs to align on account health.
• Maintain meticulous CRM documentation, including client activities, engagement levels, renewal timelines, and project progress.
• Partner with Marketing to nurture accounts with targeted campaigns and value-added content.
• Own the renewal process, ensuring contracts are completed accurately and on time.

Data Analysis & Account Health Monitoring

• Track account performance using Catapult’s Account Health Score framework.
• Evaluate metrics such as utilization, SME sentiment, expansion velocity, and relationship depth.
• Implement corrective actions for at-risk accounts.
• Prepare reports and insights to inform strategic account plans.

SUPERVISORY RESPONSIBILITIES

None

KNOWLEDGE,

SKILLS AND ABILITIES

REQUIRED

• Demonstrated ability to engage in consultative sales methods to drive new sales and deepen existing client relationships through sales of additional products and…