Enterprise Account Manager

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

📋 Description

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

• Retain and enhance existing enterprise customers, being accountable for gross retention, net revenue retention, and growth.

• Develop and sustain account plans that include stakeholder maps, renewal schedules, adoption status, expansion hypotheses, and associated risks.

• Proactively handle renewals with compelling value propositions and negotiate commercial agreements, including multi-year contracts.

• Discover, qualify, and finalize expansion opportunities involving additional seats, products, and use cases.

• Provide weekly forecasts for renewals and expansions in Salesforce, ensuring accurate tracking of current stages, next actions, and close dates.

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

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

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

• Work alongside Customer Success and Support teams to mitigate retention risks.

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

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

• Assist in creating customer references, case studies, and organizing customer events.

• Meet gross and net revenue retention goals and expansion quotas.

• Keep account plans and renewal pathways up to date, ensuring smooth transitions between Account Executive and Specialist teams.

⛳️ Requirements

• Minimum of 3 years in enterprise account management, renewals, or customer-facing sales within existing customer bases.

• Required experience in SaaS or technology sectors.

• Proven track record of retaining and expanding a book of business while meeting retention and expansion goals.

• Strong commercial acumen: adept at negotiation, structuring multi-year agreements, and navigating procurement processes in medium to large organizations.

• Consultative, solutions-oriented mindset with the capacity to engage IT leaders and business stakeholders regarding value and strategic direction.

• Disciplined in operations: adept at weekly forecasting, account planning, and maintaining CRM accuracy (Salesforce).

• Exceptional communication and presentation abilities; comfortable participating in executive-level discussions.

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

• Proficiency in Spanish is advantageous but not mandatory.

• Willingness to travel domestically up to 40% of the time.

• Preferred candidates should reside in the West or Central Time Zone of the USA.

🏝️ Benefits

• Competitive salary and bonus structure.

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

• 401(k) plan with employer matching contributions.

• Comprehensive health insurance coverage, including fully employer-paid medical benefits.

• 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.

• Company-wide “All Hands” meetings.

• Open-door policy fostering accessibility.

• Business casual dress code.

• Opportunities for professional and personal development.

• Workplace accommodations or adjustments available during the application or hiring process.