Account Manager
Title: Account Manager
Function: Sales
Reports to: Director, Account Management
Location: Remote - United States (Eastern Hours)
Position Summary:
The Account Manager is responsible for driving revenue growth within our existing customer base using relationship management and a value-selling sales approach. The Account Manager will develop strong relationships with key decision-makers, identify new sales opportunities, and expand our footprint within current accounts. Additional responsibility includes negotiating and supervising outreach and sales activities and supporting the customer team with renewal negotiations and value selling. Providing feedback and suggestions to improve customer satisfaction, maximize retention, and to increase the ROI of the clients in the industry.
Key Responsibilities:
Own and execute growth strategies within existing customer accounts to achieve revenue targets. This includes present, pitch and negotiating new users, add-ons, or package upgrades.
Develop and maintain strong relationships with key decision-makers, influencers, and users.
Conduct regular business reviews, analyze customer needs, and present tailored solutions to help customers achieve their goals.
Identify and pursue new sales opportunities, upsells, and cross-sells within the existing customer base.
Develop and manage account plans, including customer profiling, SWOT analysis, and sales strategies.
Collaborate with internal stakeholders (e.g., Customer Experience, Sales, Marketing, Product) to ensure alignment and effective support.
Play a pivotal role with package conversations by building out proposal documents/decks, running proposal review/pitch calls and closing related growth opportunities. This will include fielding and addressing price/package objections and escalating as required.
Run outbound efforts as needed to assist with growth lead generation. This will include outbound calls and emails.
Negotiate and close deals, ensuring optimal pricing and terms.
Provide exceptional customer service, addressing concerns and resolving issues promptly.
Continuously monitor customer satisfaction, identifying areas for improvement.
Build and track the ongoing pipeline of opportunities within Salesforce and assist as needed to forecast growth revenue.
Stay up to date on industry trends, market developments, and competitor activity.
Skills and Experience Needed:
Bachelor’s degree in business administration, Marketing, or related field
3-5 years of experience in Account Management or Sales, preferably in a B2B environment, SaaS industry preferred.
3-5 years of experience setting and conducting in-person, phone, and video calls/presentations.
Proven knowledge and execution of successful sales, renewals management
and/or business development strategies.
Proven track record of consistently meeting or exceeding sales targets.
Excellent communication, interpersonal, and negotiation skills.
Strategic thinking and problem-solving abilities.
Strong proficiency in MS Office Suite and experience with CRM software (e.g., Salesforce, Gong, ZoomInfo and ChurnZero).
Competencies:
Accountability
Adaptability
Applied Learning
Business Acumen
Collaboration
Customer Focus
Dealing w/Ambiguity
Decision Making
Driving for Results
Initiating Action
Planning and Organizing
Technical/Professional Knowledge
AI Curiosity & Innovation