Principal Account Manager

This is a fully remote position, open to applicants in California, +13 more states.

📋 Description

• Take ownership of a portfolio of strategic accounts, fully accountable for retention, growth, customer outcomes, and the overall health of long-term partnerships, akin to acting as the CEO for each account.

• Foster trusted relationships with executives and day-to-day contacts at customer organizations to enhance alignment, advocacy, and enduring loyalty.

• Propel net dollar retention through expansion efforts, renewals, increased product utilization, and the identification of new use cases throughout the customer base.

• Cultivate a thorough understanding of each customer’s business model, priorities, success metrics, and evolving needs to proactively influence account strategy.

• Strengthen relationships by consistently presenting solutions, products, and ideas that assist customers in achieving their goals and deriving greater value from Veriff.

• Act as the strategic coordinator across internal teams, collaborating closely with Account Executives, Solutions Engineers, Support, Product, Engineering, Marketing, and Operations to align resources and drive successful outcomes.

• Lead complex customer initiatives from concept to execution, particularly in nonstandard or highly customized scenarios where no standard playbook exists.

• Identify process inefficiencies, friction points, and recurring customer needs, then assist in creating new processes, playbooks, and scalable solutions that enhance the customer experience and improve internal execution.

• Manage escalations and critical business issues with urgency, sound judgment, and effective communication to maintain trust and facilitate resolution.

• Leverage data and analytical tools to evaluate account performance, identify opportunities, monitor risks, and inform strategic decisions.

• Effectively communicate progress, risks, opportunities, and strategic plans to both internal leadership and external stakeholders.

• Serve as the internal voice of the customer while balancing commercial priorities and long-term partnership value.

⛳️ Requirements

• A minimum of 10 years of Account Management experience in the SaaS industry.

• At least 3 years in a Strategic Account Manager or Principal Account Manager position supporting strategic channel customers with relationships generating $1M+ ARR.

• Proven success in managing global enterprise and strategic customers within a reseller or channel context.

• A demonstrated history of meeting or exceeding quotas while maintaining high levels of customer satisfaction and advocacy.

• Established ability to collaborate with customers and internal stakeholders to enhance product utilization and drive net dollar retention.

• Significant experience working cross-functionally with Account Executives, Solutions Engineers, Support, Product, and Engineering teams to promote adoption and maintain a feedback loop with customers.

• Proficiency in utilizing analytics, dashboards, and data-driven decision-making to enhance account performance and business outcomes.

• Familiarity with or training in a structured sales methodology (e.g., Winning by Design, MEDDIC, Challenger) and the ability to apply it to create customer value.

• Experience in a global scaleup or startup environment, demonstrating adaptability in fast-paced, high-growth, and evolving operational models.

🏝️ Benefits

• Fully remote position available within our eligible locations in the USA (please refer to the details above).

• Additional recharge days per year on top of your annual vacation allowance.

• Stock options that allow you to benefit from our collective success.

• 401(k) matching program.

• Comprehensive medical, dental, and vision insurance to ensure your overall well-being.

• Learning and Development and Health & Sports budgets tailored to your personal needs.

• Four weeks of fully paid sabbatical leave after five years of employment.