Enterprise Account Manager – Strategic Renewals

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

📋 Description

• Take charge of renewals within an enterprise account portfolio to safeguard recurring revenue.

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

• Recognize renewal risks, develop save plans, and implement them promptly.

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

• Protect accounts from competitors, internal developments, and emerging 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 detailed plan.

• Keep accurate forecasts and maintain a tidy renewal pipeline in Salesforce.

⛳️ Requirements

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

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

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

• Documented success in saving at-risk renewals through engagement at the executive level, showcasing measurable outcomes.

• Excellent negotiation skills and comfort in handling multi-year agreements and challenging price/value discussions.

• Understanding of NRR and GRR calculations and their impact on account management performance.

• Ability to communicate clearly and succinctly in both written and verbal formats; capable of briefing a CIO in five minutes.

• Experience within the Salesforce ecosystem is highly advantageous.

🏝️ Benefits

• Competitive base salary combined with variable compensation linked to retention.

• Genuine ownership of your work.

• Direct access to leadership for guidance and support.

• Opportunity to shape the account management process within the organization.

• Chance to influence customers’ transition to the cloud.

• Opportunity to collaborate on products that facilitate AI adoption.