Account Manager – Renewals

This is a fully remote position, open to applicants in Arizona, +4 more states.

📋 Description

• Act as a secondary salesperson within an integrated pod framework, assisting the Account Executive through cross-functional alignment and cooperative deal execution.

• Assess whitespace opportunities and coordinate enablement sessions with Technical Success Managers.

• Collaborate with Solutions Consultants to stimulate growth opportunities.

• Develop customer relationships with economic buyers, decision-makers, champions, and end-users.

• Negotiate renewals for both direct and partner-managed agreements.

• Identify accounts at risk and create strategies to reduce churn and enhance customer satisfaction.

• Propel revenue growth during renewals and throughout the entirety of the customer lifecycle.

• Enhance the Billable Consumption Metric for subscription clients and transition Pay-As-You-Go customers.

• Organize Customer Business Reviews, contribute to Account Plans, and manage renewal processes and discussions.

• Assist in customer onboarding through account health assessments and business value evaluation sessions.

• Work together with Sales, Operations, Customer Solutions, Legal, and Collections to address customer concerns.

• Articulate company messaging and value propositions effectively, both verbally and in writing.

• Analyze data, recognize industry trends, and provide guidance to economic buyers and decision-makers.

• Ensure accurate maintenance of customer master records and Salesforce data for accounts, opportunities, and contacts.

⛳️ Requirements

• Over 5 years of experience in a quota-carrying role, managing renewals, or customer success, with a focus on closing large, complex, time-sensitive software contracts, ideally within the SaaS sector.

• Demonstrated capability to foster deep, strategic relationships with customer contacts at all levels, including senior leadership and C-Level Executives.

• Experience in constructing, analyzing, and interpreting datasets to manage a pipeline effectively.

• Proven record of recognizing customer objectives and leading value-driven discussions that yield growth and expansion.

• Exceptional professional written and verbal communication skills.

• Ability to collaborate effectively with both internal and external contacts.

• Experience managing time efficiently to support prompt contract renewals.

• Familiarity with various software tools including G Suite, Salesforce, Salesloft, MS Excel, and PowerPoint.

• Visa sponsorship is not available.

• Capability to verify identity and work eligibility.

• Criminal background check required.

• Bonus: experience in Observability, Application Performance Monitoring, and/or DevOps.

• Bonus: experience with consumption-based selling and platforms.

• Bonus: familiarity with Challenger Sale, Command of the Message, and MEDDPICC methodologies.

• Bonus: contributions to developing a scalable Customer Success function.

• Bonus: project management certifications such as PMP, CSM, or CSPO.

🏝️ Benefits

• Healthcare, dental, and vision benefits.

• Parental leave and planning support.

• Mental health benefits.

• 401(k) plan with matching contributions.

• Flexible time-off policy.

• 11 paid holidays.

• Volunteer time off.

• Additional competitive benefits.

• Flexible workforce model accommodating fully office-based, fully remote, or hybrid work arrangements.