Global Account Manager

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

📋 Description

• Manage a portfolio of global enterprise accounts with full responsibility for net revenue retention (NRR) and expansion objectives.

• Act as the primary executive relationship owner after the sale, fostering deep, multi-faceted relationships with IT, platform engineering, and C-suite executives.

• Create and implement account plans that align customer business goals with Upbound's platform capabilities, spotting expansion possibilities across teams, business units, workloads, and regions.

• Lead commercial negotiations for renewals and upsells, collaborating with Legal, Finance, and Customer Success as appropriate.

• Enhance platform adoption and usage by working alongside Solutions Engineering, Solutions Architecture, and Customer Success to ensure customers are achieving measurable value.

• Serve as the customer's internal advocate, gathering product feedback, escalating issues, and influencing roadmap prioritization for your accounts.

• Proactively identify and manage risks, maintaining accurate forecasting and health scoring for your portfolio.

• Represent Upbound at customer Quarterly Business Reviews (QBRs), Executive Business Reviews (EBRs), industry conferences, and on-site visits as necessary.

• Work in conjunction with the Account Executive team to ensure smooth transitions and a coordinated go-to-market strategy within assigned accounts.

⛳️ Requirements

• At least 8 years of relevant professional experience with a proven history of managing and expanding global enterprise accounts, consistently achieving or surpassing growth, NRR, and expansion goals.

• Experience in managing complex, multi-stakeholder relationships at Fortune 500 or G2K companies, including engagement with VP and C-level executives.

• A background in cloud, infrastructure, platform, or developer tooling: you have a strong understanding of the technical landscape and can engage credibly with engineers and architects.

• Proven ability to develop account plans that connect customer outcomes to product value and commercial growth.

• Strong commercial acumen: you are comfortable leading renewal and expansion negotiations and navigating intricate enterprise procurement cycles.

• Familiarity with value-based selling frameworks and MEDDPICC qualification, applied to post-sale account management and expansion.

• Exceptional communication skills: both written and verbal, including in executive presentation settings.

• Strong program management and organizational skills, facilitating regular cadences and touchpoints with the customer.

• A customer-centric mindset balanced with sound business instincts; you know when to advocate for the customer and when to maintain firm commercial boundaries.

• Ability to thrive in a dynamic, early-stage environment where processes are still evolving.

🏝️ Benefits

• Competitive salary

• Flexible working hours

• Professional development budget

• Home office setup allowance

• Global team events