Account Manager, Client Development & Renewals

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

📋 Description

• Manage a portfolio of current accounts while meeting dual quotas for renewal retention and expansion bookings.

• Identify opportunities for growth and conduct consultative upsell and cross-sell discussions within the SentinelOne product range.

• Recognize expansion triggers and collaborate with CSM and SE partners to create repeatable, multi-year account strategies.

• Oversee the complete renewal process, including quoting, multi-threading, negotiations, and timely closure.

• Maintain clear renewal timelines and provide reliable forecasts.

• Conduct commercial negotiations, including multi-year agreements.

• Detect risks of churn and downgrades using deployment health, usage metrics, support indicators, and customer feedback.

• Implement save strategies for at-risk accounts in coordination with CSM, Support, and leadership.

• Ensure accurate forecasting across renewal and expansion pipelines.

• Keep Salesforce and CPQ/quoting tools updated while maintaining precise stages.

• Structure and finalize deals utilizing approved pricing and quote automation systems.

• Collaborate with CSMs, AEs, SEs, and Channel/MSSP partners to enhance account coverage, facilitate expansion, ensure renewal continuity, and drive baseline growth.

• Relay customer insights and opportunities to the Product team and the broader organization.

⛳️ Requirements

• 3 to 5 years of experience in renewals, account management, or a customer-facing sales position, with a background in upsell/cross-sell closing, preferably in SaaS or cybersecurity.

• Proven success in meeting or exceeding quotas, demonstrating net revenue retention above 100% on personal accounts.

• Established experience in executing consultative upsell/cross-sell strategies and recognizing and closing whitespace opportunities within an existing customer base.

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

• A risk-aware mindset for identifying signals of churn or downgrades.

• Strong discipline in forecasting and maintaining CRM hygiene.

• Hands-on experience with Salesforce and CPQ/quote tools.

• Excellent communication and organizational skills.

• A genuine curiosity about customer use cases and the product.

• Familiarity with Channel/MSSP or 2-tier GTM models is advantageous but not mandatory.

🏝️ Benefits

• Restricted Stock Units (RSUs)

• Employee Stock Purchase Plan (ESPP)

• Flexible time off

• Paid company holidays and paid sick leave

• Gender-neutral parental leave

• Grandparent leave

• Medical, dental, and vision insurance

• 401(k) retirement plan with company match

• Life and disability insurance

• Health and dependent care FSA

• Voluntary benefits (hospital, accident, critical illness)

• Employee Assistance Program (EAP)

• ARAG pre-paid legal services

• Nationwide pet insurance

• Cancer Care program

• Global business travel medical insurance

• Home office stipend

• Mobile phone reimbursement

• Wellness coach available

• Wellness/gym reimbursement

• Fertility assistance coverage

• Adoption and surrogacy reimbursement