Account Manager – SMB

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

📋 Description

• Increase Monthly Recurring Revenue within a designated portfolio of existing Mid-Market or SMB clients.

• Develop account strategies for key accounts utilizing account scores and whitespace analysis based on revenue lines.

• Implement expansion initiatives, including facility additions, Easy-to-Edge upgrades, and Marketplace opt-ins.

• Recognize and transform expansion opportunities in conjunction with insights provided by the Customer Success Manager.

• Manage pricing, proposals, and contract processes related to expansions.

• Keep an accurate record of the expansion pipeline and forecast in Salesforce.

• Offer insights into segment performance.

• Spot and finalize expansion opportunities.

• Work with cross-functional teams to shorten sales cycles through teamwork and collaboration.

• Collaborate with the Customer Success Manager, who oversees product adoption and renewal processes, and lead negotiations on commercial terms when renewal restructuring is necessary.

⛳️ Requirements

• Over 3 years of experience in Account Management, Customer Success, or closing Sales roles in B2B SaaS, with a focus on upselling and cross-selling to existing clients.

• Proven ability to navigate account whitespace and execute data-driven expansion strategies.

• Strong skills in commercial negotiation concerning add-ons, co-terms, and contract modifications.

• A collaborative approach and a successful history of partnering with Customer Success teams to enhance account growth.

• Strong pipeline management and forecasting abilities using Salesforce.

• Currently authorized to work in the United States on a full-time basis.

• Experience in the self-storage, property management, or broader real estate technology industries is a plus.

• Knowledge of integrated payments, marketplace solutions, or embedded insurance portfolios is advantageous.

• Training in established sales methodologies such as Challenger, Command of the Message, or Sandler is a plus.

🏝️ Benefits

• Comprehensive health coverage for you and your family, which includes fully funded short- and long-term disability insurance and life insurance equivalent to two times your base salary.

• 401(k) matching after 60 days, with full vesting after one year.

• Employer contributions to your HSA, along with an HRA to help mitigate your deductible.

• Immediate access to flexible vacation through a ‘take what you need’ policy.

• Be More company rewards and recognition that can be redeemed for personalized gifts and experiences.

• 8 hours of Volunteer Time Off each year, along with offsite volunteer and community service opportunities.

• 8 hours designated for Rest, Relax, Recharge time focused on mental health.

• Resources for mental well-being, including counseling services, stress management programs, and mindfulness workshops.

• Fully compensated parental leave: 12 weeks for primary caregivers and 6 weeks for secondary caregivers.

• ‘Paw’ternity Leave and Pet Bereavement time-off policies.

• Four weeks of fully paid Caregiver Leave.

• Monthly home data stipend of $50.

• $250 sign-on bonus for home office setup.

• Support options for fertility care.

• Access to financial experts.

• Direct Student Loan Payment Program, subject to qualifications and eligibility requirements.