Account Manager, Client Development & Renewals

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

📋 Description

• Manage a portfolio of current accounts with a dual focus on renewal retention and expansion bookings.

• Recognize opportunities for upselling and cross-selling within the SentinelOne product range through consultative discussions.

• Identify triggers for expansion and collaborate with CSM and SE partners to develop multi-year account strategies.

• Oversee the complete renewal process, encompassing quoting, negotiation, forecasting, and timely closures.

• Detect risks of churn and downgrades, implementing strategies to retain at-risk accounts.

• Ensure precise forecasting for renewals and expansions.

• Keep Salesforce and CPQ/quoting tools updated and accurate.

• Structure and finalize deals using approved pricing and automated quoting processes.

• Collaborate with CSMs, AEs, SEs, Channel/MSSP partners, Support, leadership, and Product teams.

• Relay customer feedback to the Product team and the wider organization.

⛳️ Requirements

• 3 to 5 years of experience in renewals, account management, or a client-facing sales position.

• Proven upselling and cross-selling closing experience, preferably in the SaaS or cybersecurity sectors.

• Demonstrated success in meeting or exceeding quotas, including achieving net revenue retention above 100 percent for an owned portfolio.

• Solid experience in conducting consultative upselling/cross-selling efforts and identifying whitespace within an existing customer base.

• Experience managing conversations with multiple stakeholders and negotiating with senior or economic decision-makers.

• Ability to proactively identify early indicators of churn or downgrades.

• Strong discipline in forecasting and maintaining CRM hygiene.

• Practical experience with Salesforce and CPQ/quote tools.

• Excellent communication and organizational skills.

• A keen interest in understanding customer use cases and the product.

• Exposure to Channel/MSSP or two-tier go-to-market models is advantageous, though not mandatory.

🏝️ Benefits

• Restricted Stock Units (RSUs)

• Employee Stock Purchase Plan (ESPP)

• Flexible time off

• Paid company holidays and sick leave

• Gender-neutral parental leave

• Grandparent leave

• Medical, dental, and vision insurance

• 401(k) retirement plan with company matching

• Life and disability insurance

• Health and dependent care FSA

• Optional benefits (hospital, accident, critical illness)

• Employee Assistance Program (EAP)

• ARAG pre-paid legal services

• Nationwide pet insurance

• Cancer Care program

• Global business travel medical coverage

• Home office allowance

• Mobile phone reimbursement

• Wellness coaching

• Wellness/gym reimbursement

• Fertility coverage

• Adoption & surrogacy reimbursement