Enterprise Account Manager

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

📋 Description

• Take responsibility for retention and growth within a targeted portfolio of strategic enterprise accounts, with revenue goals linked to renewals and expansion.

• Act as the primary accountable manager for daily account status, renewals, and expansions.

• Collaborate with Sales leadership regarding pricing strategies and approvals.

• Develop and maintain comprehensive account plans that include history, champions, pilots, commitments, risks, renewal dates, and expansion prospects.

• Oversee live implementations, adoption rates, usage metrics, and customer value assessments.

• Align Harper's capabilities with evolving customer priorities and architectural requirements.

• Execute pilots, upgrades, migrations, and rollouts with detailed plans, designated owners, timelines, and status tracking.

• Monitor open items to resolution, send follow-up communications within one business day, and proactively identify risks.

• Keep agendas, meeting notes, action items, and weekly plans organized, including Monday plans and Friday summaries.

• Cultivate relationships with customer champions, executives, procurement teams, and project leads.

• Collaborate with channel account teams and manage professional services scopes, statements of work (SOWs), contracts, and billing processes.

• Direct technical inquiries through support channels and escalation pathways, while coordinating with Harper experts.

• Prepare customer-facing documents, including responses, recaps, quarterly business review (QBR) presentations, and proposals.

• Convey customer feedback, references, and case studies to the Product and Marketing teams.

⛳️ Requirements

• A minimum of 6 years experience managing enterprise accounts in B2B software.

• Proven experience with Fortune 500 clients, managing multiple stakeholders per account, and negotiating renewals and expansions to meet quotas.

• Real project management experience in overseeing customer rollouts, pilots, or implementations with established plans, owners, timelines, and status reporting.

• Experience collaborating with or through channel partners, resellers, or alliance partners on shared accounts.

• Exceptional communication skills with the ability to create clear, precise, ready-to-dispatch recaps, updates, and customer documentation.

• Capability to align customer objectives with product functionalities and identify expansion opportunities based on technical roadmaps.

• Proficiency with CRM systems and project tracking tools, such as HubSpot, Salesforce, and Asana.

• Experience working at a startup or within a small team environment.

• Preferred experience with data infrastructure, Content Delivery Networks (CDN), cloud services, or developer platforms.

• Preferred experience working with accounts in sectors such as retail, e-commerce, media, or telecommunications.

• Preferred experience in scoping and contracting professional services or statements of work (SOWs).

• Preferred credentials such as PMP, CSM, or similar project management certifications.

🏝️ Benefits

• On-target earnings: $250,000 at 100% of plan.

• Uncapped commission structure, with accelerators for performance exceeding quota.

• Equity options.

• Comprehensive health benefits.

• 401(k) retirement plan.

• Fully remote working arrangement.

• Occasional travel to customer locations and team meetups.