Upsell Account Manager

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

📋 Description

• Take charge of upselling, cross-selling, and renewal activities within a designated customer portfolio.

• Propel expansion initiatives that contribute around 30% of total sales revenue.

• Oversee renewal schedules, pricing negotiations, and contract finalization.

• Collaborate with Customer Success and Retention Managers to ensure renewals align with customer health metrics.

• Facilitate consultative discussions regarding upsells and renewals, focusing on product utilization, customer outcomes, maturity, commercial value, and return on investment.

• Present renewals and upgrades as seamless extensions of value.

• Address objections and engage in negotiations effectively.

• Maintain an organized pipeline of expansion prospects and forthcoming renewals.

• Project renewal and expansion Annual Recurring Revenue (ARR).

• Monitor close strategies, renewal threats, and commercial obstacles.

• Offer insights into Net Revenue Retention (NRR) drivers and deficiencies.

• Recognize renewal and upsell trends to guide packaging, pricing, expansion triggers, timing, and operational playbooks.

• Assist in developing repeatable processes for renewals and upselling.

⛳️ Requirements

• Proficient in managing both expansion and renewal revenue streams.

• Values the Customer Success team's authority over relationships and overall health.

• Self-assured in leading commercial discussions without being overly transactional.

• Employs data analytics to instigate urgency and inform decision-making.

• Demonstrates accountability, discipline, and a focus on outcomes.

• Thinks strategically about Net Revenue Retention (NRR) rather than solely focusing on individual deals.

🏝️ Benefits

• Quarterly bonuses linked to upsell and renewal performance, based on a percentage of generated revenue.

• Comprehensive medical, dental, and vision insurance.

• 401(k) plan with company matching contributions.

• Direct access to leadership regarding pricing, packaging, and growth strategies.