Account Manager

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

📋 Description

• Manage a portfolio of current customers to ensure engagement, realization of value, and retention.

• Create and implement account strategies that promote renewals, reduce churn risk, and identify opportunities for expansion.

• Present and negotiate renewal contracts, structure multi-year agreements, and oversee contract value through strategic account management.

• Track customer health using utilization analytics, telemetry, and business insights to proactively identify and mitigate risks.

• Collaborate across departments with Legal, Sales Operations, and Renewals teams to facilitate seamless contracting, forecasting, and reporting processes.

• Maintain deep product knowledge and provide consultative support to enhance configuration optimization and feature usage.

• Act as the primary liaison for a portfolio of existing SaaS customers.

• Work alongside cross-functional teams to deliver outstanding customer results and drive revenue growth.

⛳️ Requirements

• Over 7 years of cumulative customer-facing experience, including roles in Account Management, Customer Success, or Renewals.

• More than 4 years of demonstrated success in managing renewals and growth within a SaaS context.

• Proficiency in Salesforce (SFDC) and analytics platforms such as Gainsight, Tableau, or Looker.

• Bachelor’s degree or equivalent professional experience.

• Proven capacity to utilize data analytics and health metrics for managing and retaining customer accounts.

• Previous enterprise sales experience employing MEDDPICC & Value Selling methodologies.

• Experience with enterprise software clients or in a DevOps setting.

• Strong comprehension of AI-driven tools and their application for enhancing efficiency and insights.

• Established track record of meeting revenue and retention objectives through consultative account management.

• Excellent collaboration, negotiation, and problem-solving abilities.

• Residency in an eligible location is required.

🏝️ Benefits

• Competitive salary.

• Comprehensive benefits package.

• Flexible work arrangements.

• Company equity.

• Employee Stock Purchase Program (ESPP).

• Retirement or pension plan.

• Generous paid vacation time.

• Paid holidays and sick leave.

• Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO.

• Paid parental leave: 22 weeks for the birthing parent, 12 weeks for the non-birthing parent (some countries have longer leave standards, and we comply with local laws).

• Paid volunteer time off: 20 hours annually.

• Company-wide hack weeks.

• Mental wellness programs.

• Eligibility for bonuses and commissions.

• Benefits eligibility may differ by role, region, and tenure.