Senior Account Manager – Renewals/Expansion

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

📋 Description

• Take charge of renewal and expansion revenue for a portfolio of existing clients, achieving both quarterly and annual objectives.

• Create and implement multi-year account strategies that identify stakeholders, untapped opportunities, and growth potential across various business units, regions, and product categories.

• Emphasize customer value, outcomes, and ROI ahead of contract milestones to ensure predictable renewals.

• Track account health and usage metrics to detect risks of churn or contraction, and collaborate with Customer Success, Support, and Product teams to execute corrective measures.

• Establish strong relationships with CTOs, VPs of Engineering, Heads of DevOps, and other executive stakeholders.

• Carry out in-person and virtual check-ins, quarterly business reviews (QBRs), and executive business assessments.

• Work cross-functionally to implement ongoing, high-touch strategies for multi-year customer growth.

• Collaborate with Engineering for technical discussions and with Product and Marketing for go-to-market initiatives and customer insights.

• Utilize the MEDDPICC framework throughout the pipeline and engage in deal evaluations.

• Keep Salesforce records accurate, including next steps and sales forecasts.

• Leverage AI and sales technologies to enhance account intelligence and operational efficiency.

• Contribute to the enhancement of Doppler’s products and processes and assist in creating the sales playbook for future team members.

⛳️ Requirements

• A minimum of 3 years in account management or software sales within a B2B software company, preferably with experience in renewal or expansion quotas and a proven track record of meeting or exceeding targets.

• Proven experience selling to technical buyers, particularly in areas such as developer tools, DevOps, infrastructure, or security products.

• Excellent discovery skills with the ability to comprehend engineering environments prior to presenting a solution.

• Proficient in stakeholder mapping, relationship management, executive-level communication, and long-term account growth.

• Demonstrated ability to transform a hesitant customer into a successful partnership.

• Familiarity with the MEDDPICC methodology and a disciplined approach to its application.

• Strong organizational skills and attention to detail while managing account health, renewal schedules, and follow-ups.

• Full ownership of the sales cycle with the capability to identify obstacles and advance deals.

• Comfort with mid-market ACV strategies and experience building expansion pipelines through outbound efforts.

• Proficiency with CRMs, email automation, and prospecting tools.

• Openness to travel for key customer engagements.

• Attributes such as competitiveness, resilience, positivity, coachability, curiosity, and a commitment to self-improvement are essential.

• Experience in startup or high-growth environments is advantageous.

• Preferred: familiarity with tools like Apollo, Salesforce, Sales Navigator, or similar platforms.

• Preferred: formal training in MEDDPICC methodology.

• Preferred: background in selling developer tools, security, or cloud infrastructure.

• Preferred: experience in remote work settings.

🏝️ Benefits

• Premium health insurance (medical, dental, vision)

• Guilt-free Unlimited PTO - 3-week minimum strongly encouraged!

• Opportunities for upward mobility

• Learning and Development Stipend

• Access to a Wealth Advisor

• 401k plan

• Pregnancy & Family Leave

• Fertility & Adoption Benefits

• Equal Compensation (regardless of gender or race)