Strategic Account Manager

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

📋 Description

• Take charge of a portfolio of enterprise accounts, fully accountable for both revenue retention and growth.

• Develop and implement multi-year account strategies that align with customer goals and the company's growth objectives.

• Lead Quarterly Business Reviews (QBRs) and executive meetings to ensure alignment on customer outcomes and value delivery.

• Gain a thorough understanding of customer operations, identifying opportunities for AI-driven impact to enhance and transform their business.

• Provide guidance to enterprise clients on AI initiatives and business use-cases for utilizing AI agents to meet their objectives.

• Foster expansion, cross-selling, and upselling opportunities within existing accounts, engaging various departments and stakeholders.

• Serve as the primary contact and trusted advisor to your clients.

• Identify, shape, and finalize expansion opportunities across different business units.

• Propel cross-selling and upselling efforts with a strong focus on ROI.

• Lead intricate negotiations and manage deal execution effectively.

• Cultivate internal champions and establish multi-threaded relationships.

• Oversee the complete renewal process, including forecasting and closing deals.

• Recognize churn risks early and implement mitigation strategies.

• Clearly communicate business value to ensure successful renewals.

• Facilitate structured onboarding with cross-functional teams to achieve rapid time-to-value.

• Monitor user adoption and proactively address any gaps before they escalate into risks.

• Collaborate with Solution Engineering, R&D, and Product teams to ensure smooth implementation.

• Convert customer feedback into actionable insights for product improvement.

• Act as the voice of the customer within the organization to foster a customer-centric culture.

• Assist in developing repeatable playbooks for onboarding, QBRs, and renewals.

⛳️ Requirements

• 5-8+ years of experience in Account Management, Customer Success, or Sales within the enterprise SaaS sector.

• Demonstrated success as a quota carrier with a clear focus on retention and expansion responsibilities.

• Proven experience managing complex enterprise accounts and fostering multi-stakeholder relationships.

• Strong negotiation and closing capabilities - adept at working independently to drive commercial outcomes from start to finish.

• Executive presence complemented by excellent communication skills.

• Ability to thrive in early-stage environments.

• Possess an analytical and data-driven mindset.

• Solid understanding of AI concepts and their applications in enterprise settings.

• Nice to Have:

• Experience in an early-stage or founding role.

• Specific experience with enterprise platforms or workflow automation.

• Domain expertise in the Financial Services or Supply Chain industries.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive benefits package including health, dental, and vision insurance.

• Opportunities for professional development and career advancement.

• Flexible work environment and remote work options.

• Collaborative and innovative company culture.