Enterprise Account Manager

This is a fully remote position, open to applicants in Arizona, +2 more states.

📋 Description

• Manage a portfolio of 20–40 enterprise accounts as the primary account owner.

• Focus on retaining and expanding existing enterprise customers, with responsibility for gross retention, net revenue retention, and growth.

• Develop and sustain account plans that include stakeholder maps, renewal timelines, adoption status, expansion strategies, and risk assessments.

• Proactively handle renewals by presenting clear value narratives and negotiating commercial terms, including multi-year agreements.

• Identify, assess, and secure expansion opportunities that involve additional seats, products, and use cases.

• Forecast renewals and expansions on a weekly basis in Salesforce, ensuring accurate tracking of current stages, next steps, and closing dates.

• Manage qualified opportunities referred from the Enterprise Account Specialist desk for accounts exceeding $10K.

• Forward sub-$10K upsell opportunities within owned accounts to the specialist desk for processing.

• Collaborate with Enterprise Solution Engineers for technical validation and solution design.

• Work with Customer Success and Support teams to address retention risks.

• Engage with partners, distributors, and resellers on channel-procured opportunities.

• Deliver customer and market insights to Product, Marketing, and leadership teams.

• Contribute to customer references, case studies, and customer-focused events.

⛳️ Requirements

• A minimum of 3 years in enterprise account management, renewals, or customer-facing sales with established customers.

• Experience in SaaS or technology is mandatory.

• Demonstrated success in retaining and expanding a portfolio of business while meeting retention and expansion objectives.

• Strong commercial acumen: negotiation skills, structuring multi-year agreements, and navigating procurement processes in mid-size and large organizations.

• Consultative, solutions-oriented approach with the capability to engage IT leaders and business stakeholders on value propositions and roadmaps.

• Disciplined operational practices: weekly forecasting, account planning, and maintaining CRM accuracy (Salesforce).

• Exceptional communication and presentation skills; comfortable engaging in discussions with executives.

• Entrepreneurial mindset with the ability to thrive in a fast-paced, high-growth environment.

• Proficiency in Spanish is advantageous but not mandatory.

• Willingness to travel: up to 40% domestically.

• Preferred candidates will reside in the Western Time Zone of the USA.

🏝️ Benefits

• Competitive salary and bonus structure.

• Flexible paid time off (PTO) and paid holidays.

• 401(k) plan with employer matching contributions.

• Comprehensive health insurance package that includes 100% employer-covered medical expenses.

• Up to 12 weeks of parental leave.

• Basic life insurance coverage.

• Short-term and long-term disability insurance, fully covered by the employer.

• Quarterly team-building activities, leadership luncheons, and company-wide “All Hands” meetings.

• Open-door policy alongside a business casual dress code.

• Opportunities for professional and personal growth.

• Support for accommodations or adjustments during the application or hiring process.