Account Manager

Hive Watch is a tech-forward, inclusive organization fostering the evolution of the physical security industry. We are a diverse team of forward thinkers who empower each other to find creative and collaborative solutions in an industry ripe for modernization. We are passionate about the problems we’re solving for our customers and equally passionate about the company we’re building.

Hive Watch is here to help security teams pivot from chasing threats to preventing them. We protect organizations, people, and property through the intelligent orchestration of physical security programs. With better communication, more insights, and less “noise”, we are modernizing what it means for businesses and their employees to truly feel safe.

We're looking for an Account Manager to own a book of enterprise customers. You'll drive renewals, uncover expansion opportunities, and make sure your customers get real, measurable value from Hive Watch's platform. You'll run the full post-sale account lifecycle: onboarding, adoption, QBRs, renewals, and expansion. You'll partner with our Professional Services / Implementation team to keep complex onboardings on track, identify and close expansions, and represent the voice of the customer to Product and Engineering.

If you love building relationships, connecting customer goals to what our platform can do, and running a tight renewal process end to end, this is your role.

Note:

This is a full-time, in-person role at our HQ in El Segundo, CA. We are on-site Tuesday through Thursday at our HQ, with flex remote days Mondays and Fridays.

Own the account relationship

• Manage a portfolio customer accounts as the primary point of contact for renewals, contract terms, and expansions

• Multithread across each account: identify and build relationships with new stakeholders as champions shift roles or leave

• Lead regular QBRs that connect customer goals to concrete outcomes

Drive renewals and growth

• Own a strong renewal motion end to end: forecasting, negotiation, and close

• Dig into each account to find where Hive Watch delivers value, and state that value in clear, concrete terms your customer can act on

• Identify, pursue, and close upsell, and cross-sell opportunities across your book

Lead onboarding and delivery

• Ensure complex onboardings move through implementation on schedule, coordinating closely with Implementation

• Bring account leadership and project management skills to every stage of the customer journey, keeping timelines, stakeholders, and deliverables aligned

Advocate internally

• Communicate product feedback clearly and consistently to Product and Engineering

• Build strong internal relationships across Sales, Implementation, and Product

• Serve as the voice of the customer, making sure their needs shape how we build and support the platform

• 5+ years in Account Management, Customer Success, or a related customer-facing role in B2B SaaS or enterprise software

• Proven track record owning renewals for a portfolio of enterprise accounts

• Strong account leadership and project management skills; comfortable running multiple complex initiatives at once

• Skilled at multithreading within accounts and building relationships with new stakeholders as they emerge

• Strong technical aptitude; able to learn complex software quickly. Experience with cloud-based solutions that integrate with on-premise hardware is a plus

• Excellent communicator, able to dig for value and translate it into terms that resonate with stakeholders from end-users to executives

• Comfortable with ambiguity, adaptable, and energized by building process in a fast-paced startup

Preferred:

• Experience in physical security, enterprise security software, or adjacent industries

• Experience managing…