Account Manager

This is a fully remote position, open to applicants in New Jersey.

📋 Description

• Act as the main point of contact for a portfolio of customer accounts, overseeing daily relationships and addressing escalations with support as necessary.

• Maintain a regular outreach schedule throughout the year to enhance relationships, reinforce value, and mitigate renewal risks.

• Take ownership of subscription renewals within the designated book of business, driving retention and contributing to overall revenue objectives.

• Identify and pursue expansion opportunities within existing accounts, including upselling, cross-selling, and pricing strategies.

• Educate customers about the platform's value, functionality, and new features to optimize adoption and business impact.

• Detect signs of under-utilization or account risk and respond with recommendations, training, or resources.

• Lead Quarterly Business Reviews with selected customers to showcase value, evaluate progress, and identify growth opportunities.

• Maintain disciplined weekly forecasting in HubSpot for renewal and expansion opportunities utilizing the MEDPICC framework.

• Collaborate with systems integrators, channel partners, and reseller partners on account strategies, technical discussions, and unified value propositions.

• Work cross-functionally with Sales, Product, and Support teams to ensure a consistent customer experience and identify lifecycle opportunities.

• Leverage account data and analytics to identify trends, highlight risks, and prioritize retention and growth initiatives.

• Travel as necessary to foster customer relationship-building and engage with key accounts.

⛳️ Requirements

• 4–6 years of experience in software sales, with a focus on account management.

• Proven experience managing a quota-carrying book of business with revenue responsibilities.

• Demonstrated success in renewals and expansion revenue.

• Practical experience with HubSpot or a comparable CRM platform.

• Background in unified communications, collaboration platforms, or related technologies is strongly preferred.

• Experience managing enterprise, government, healthcare, or finance accounts.

• Familiarity with MEDICC, MEDPICC, or similar qualification frameworks.

• Willingness to travel for customer meetings as required.

• Ability to foster strong customer relationships and maintain active portfolio engagement.

• Confidence in leading renewal and expansion discussions and advancing opportunities.

• Excellent communication skills for customer-facing, partner-facing, and internal interactions.

• Ability to thrive in a fast-paced environment with multiple priorities and revenue goals.

• Capability to translate product features into customer value and business outcomes.

• Good judgment in recognizing account health signals, addressing objections, and proactively managing risks.

• Discipline in forecasting, pipeline management, and maintaining CRM hygiene.

• Ability to collaborate effectively across internal teams and external partner networks.

🏝️ Benefits

• Fully remote work environment.

• Medical insurance coverage.

• Dental insurance coverage.

• Vision insurance coverage.

• Company-sponsored life insurance.

• Company-funded disability policies.

• 401(k) plan with a generous matching program.

• Paid time off.