Account Manager

Overview

The Account Manager plays a pivotal role in driving commercial partnerships, revenue expansion, and executive alignment across our customer portfolio. This is a role for a commercially minded relationship builder who thrives on identifying growth opportunities and leading strategic conversations, helping customers realize more value from their investment.

A growing SaaS company with a loyal customer base and a category‑leading product, we are on a clear path toward scaling from $50M to $150M. This is a prime moment to join and shape the future of how we deliver value to customers.

• Revenue Growth – Direct ownership of expansion revenue through upsell, cross‑sell, and new product sales
• Customer Partnership – Builds deep executive relationships that strengthen retention and advocacy
• Commercial Execution – Converts Customer Success Qualified Leads (CSQLs) into tangible pipeline and revenue
• Visibility & Predictability – Provides clear forecasting and pipeline insight for leadership
• Cross‑Functional Impact – Works closely with Customer Success, Marketing, Product, and Support to maximize customer value

Reporting to the AM Market Lead, this role works in close partnership with:

• Customer Success Managers to align on adoption, risk, and renewal success
• BDRs and Account Executives to coordinate account strategy
• Marketing, Product, and Support teams to address customer needs and unlock value

This role has no direct reports but plays a central role in orchestrating internal resources around customer success and growth.

• Own and manage a portfolio of existing customer accounts, driving revenue growth through strategic expansion initiatives
• Consistently meet and exceed monthly and annual expansion revenue targets
• Identify and lead upsell, cross‑sell, and license growth opportunities
• Convert Customer Success Qualified Leads (CSQLs) into pipeline opportunities
• Manage pricing discussions, contract negotiations, and amendments
• Build and maintain strong relationships with senior customer stakeholders
• Lead Executive Business Reviews (EBRs) to align solutions with customer business outcomes
• Deliver accurate forecasts and pipeline reporting for leadership visibility
• Collaborate closely with Customer Success to support adoption, risk identification, and renewal success
• Deliver tailored product demos and value‑based pitches aligned to buyer pain points
• Stay informed on products, industry trends, and evolving customer needs

• Proven track record of achieving commercial targets and managing full sales cycles
• Strong commercial acumen with confidence in pricing and negotiation discussions
• Excellent relationship‑building and communication skills across executive and operational stakeholders
• Ability to translate customer challenges into clear solution value
• Highly organized and capable of managing multiple accounts simultaneously
• Proactive, curious, and customer‑first mindset with resilience under pressure
• Passion for technology, learning, and aligning with 'values'