Enterprise Account Manager – Strategic Renewals

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

📋 Description

• Take charge of renewals for enterprise accounts while safeguarding recurring revenue.

• Foster relationships with CIOs, CTOs, VPs of Engineering, and leaders of Salesforce platforms.

• Recognize renewal risks, develop save strategies, and implement them with urgency.

• Transition customers from Salesforce-native products to Flosum’s cloud-native platform and articulate the business rationale.

• Protect accounts from competitors, in-house developments, and new enterprise architectures.

• Collaborate with product, support, engineering, and customer success teams to fulfill customer requirements.

• Spot expansion opportunities and relay them to the sales team with a comprehensive plan.

• Keep precise forecasts and maintain a tidy Salesforce renewal pipeline.

⛳️ Requirements

• Over 7 years of experience in enterprise account management, renewals, or customer-facing sales within a B2B software environment.

• A substantial book of business, preferably exceeding $5M in annual recurring revenue, with individual accounts over $250K.

• Proven background in selling or renewing intricate IT solutions like DevOps, data protection, security, infrastructure, or developer platforms.

• Demonstrated success in salvaging at-risk renewals through engagement at the executive level, yielding measurable outcomes.

• Proficient negotiation skills and comfort with multi-year agreements and challenging price/value discussions.

• Understanding of Net Revenue Retention (NRR) and Gross Revenue Retention (GRR) calculations and their relationship to account management.

• Excellent writing and verbal communication abilities; capable of briefing a CIO within five minutes.

• Experience within the Salesforce ecosystem is highly advantageous.

🏝️ Benefits

• Competitive base salary plus variable compensation linked to retention.

• Genuine ownership and direct access to leadership.

• Chance to influence the structure of account management.

• Opportunity to play a key role in a significant customer cloud transition.

• Engage with products that facilitate AI adoption and the deployment of Salesforce AI agents.