Senior Account Manager

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

📋 Description

• Take charge of and implement the growth strategy for a specific portfolio of strategic accounts, identifying and securing upgrade and consolidation prospects within 3-6 month deal cycles.

• Drive commercial discussions regarding upgrades, plan enhancements, and contract modifications from the identification stage to the signing of the agreement.

• Collaborate closely with Customer Success Managers on shared accounts, providing commercial insights to enhance the relationships established by the CSMs.

• Actively prospect into unmanaged and lightly managed accounts utilizing usage data, intent signals, and your own outbound efforts to generate new pipeline opportunities.

• Ensure precise tracking of opportunities, accurate pipeline forecasting, and thorough account documentation in Salesforce, allowing the entire team to have clear visibility into business activities.

⛳️ Requirements

• Proven track record in generating and closing expansion revenue from an existing portfolio. We seek an individual who has managed a quota in a post-sales or account management capacity rather than solely overseeing renewals.

• Experience in navigating enterprise deal cycles, including procurement involvement, multi-stakeholder buying groups, and closing timelines of 3-6 months for accounts with 200+ employees.

• Strong commercial acumen and negotiation abilities. You should be confident in handling upgrade and contract discussions independently without requiring managerial intervention.

• A genuine capability to collaborate with Customer Success. This role relies heavily on the relationship between the Account Manager and CSM. If you view CSMs as gatekeepers rather than partners, this position may not be suitable for you.

• Some experience with cold outreach or self-sourced prospecting. While running a high-volume outbound operation is not mandatory, we want to see your ability to create your own pipeline as needed.

• Familiarity with AI tools in your daily workflow. At Wistia, we utilize and develop AI, and we expect this individual to exhibit curiosity and openness regarding how tools can enhance efficiency and effectiveness.

• Proficiency in Salesforce for opportunity management, forecasting, and account documentation.

🏝️ Benefits

• A competitive compensation package that includes employee stock options.

• 401k plan with a 3% company contribution, regardless of your contributions (Roth 401k option available).

• Fully covered healthcare, dental, and vision insurance premiums, including options for family plans.

• Pre-tax Flexible Spending Account (FSA) and Dependent Care Account.

• 16 weeks of paid parental leave.

• Flexible Time Off policy to encourage everyone to step away from their desks to recharge.

• A remote-first culture, allowing you to work from anywhere within the continental U.S.

• Annual professional development stipend for courses, conferences, and additional learning opportunities.

• A new hire bonus to improve your home office setup.

• Discount on pet insurance.