Account Manager

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    "datePosted": "2026-04-08",
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    "description": "<p><span style=\"font-size: 18pt; font-weight: bold\">Role Overview</span></p>\n<p>The Account Manager (AM) is a revenue owner responsible for driving growth and maximizing lifetime value across an existing customer portfolio. This role is focused on expanding revenue through upsell, cross-sell, and renewals, while ensuring strong commercial alignment with customer value.</p>\n<p><br></p>\n<p>Working in close partnership with Customer Success Managers (CSMs) and Solutions Architects (SAs), the AM converts customer success into measurable revenue outcomes, owning the full commercial lifecycle post-sale.</p>\n<p><br></p>\n<p><span style=\"font-size: 18pt; font-weight: bold\">Key Responsibilities</span></p>\n<p><span style=\"font-size: 12pt; font-weight: bold\">1. Revenue Growth &amp; Expansion (Core KPI)</span></p>\n<ul>\n<li>Own and drive all upsell and cross-sell opportunities across the product suite (techOMS, techSHIP, etc.)</li>\n<li>Proactively identify expansion opportunities within existing accounts</li>\n<li>Lead the full sales cycle for expansion deals, including:\n<ul>\n<li>Product positioning and demos (with Solutions Architects as needed)</li>\n<li>Pricing strategy and commercial structuring</li>\n<li>Proposal creation and delivery</li>\n</ul>\n</li>\n<li>Consistently close deals and exceed expansion revenue targets</li>\n</ul>\n<p><span style=\"font-weight: bold\">2. Renewals &amp; Commercial Retention</span></p>\n<ul>\n<li>Own the end-to-end renewal process for all assigned accounts</li>\n<li>Lead pricing discussions, negotiations, and contract execution</li>\n<li>Identify opportunities to increase contract value at renewal</li>\n<li>Ensure on-time renewals with strong commercial outcomes</li>\n</ul>\n<p><span style=\"font-weight: bold\">3. Strategic Account Growth</span></p>\n<ul>\n<li>Partner with CSMs to build and execute account growth plans</li>\n<li>Identify opportunities to expand product adoption and increase share of wallet</li>\n<li>Support strategic initiatives such as migration to techOMS, positioning them as revenue-generating opportunities</li>\n<li>Align customer value with commercial outcomes</li>\n</ul>\n<p><span style=\"font-weight: bold\">4. Pipeline &amp; Forecast Ownership</span></p>\n<ul>\n<li>Build, manage, and maintain a healthy expansion and renewal pipeline</li>\n<li>Accurately forecast revenue and consistently deliver against targets</li>\n<li>Maintain strong CRM discipline and deal visibility</li>\n</ul>\n<p><span style=\"font-weight: bold\">5.Commercial Leadership</span></p>\n<ul>\n<li>Act as the primary commercial owner across all assigned accounts</li>\n<li>Lead all pricing, negotiation, and contract strategy</li>\n<li>Ensure revenue growth is aligned with customer value and long-term retention</li>\n</ul>\n<p><br></p>\n<p><span style=\"font-size: 18pt; font-weight: bold\">Ownership Model</span></p>\n<p><span style=\"font-weight: bold\">Customer Success Manager (CSM) Owns:</span></p>\n<ul>\n<li>Customer health &amp; retention risk</li>\n<li>Product adoption and usage</li>\n<li>Customer satisfaction (NPS)</li>\n<li>Value realization</li>\n<li>Relationship management</li>\n</ul>\n<p><br></p>\n<p><span style=\"font-weight: bold\">Account Manager Owns:</span></p>\n<ul>\n<li>Revenue growth and expansion</li>\n<li>Renewals and contract value</li>\n<li>Pricing and negotiations</li>\n<li>Upsell and cross-sell execution</li>\n<li>Commercial strategy</li>\n</ul>\n<p><br></p>\n<p><span style=\"font-size: 18pt; font-weight: bold\">Qualifications</span></p>\n<ul>\n<li>2–5+ years in Account Management, Sales, or Revenue Growth roles (SaaS preferred)</li>\n<li>Proven track record of exceeding revenue targets through:\n<ul>\n<li>Upselling and cross-selling</li>\n<li>Contract negotiation and renewals</li>\n</ul>\n</li>\n<li>Strong commercial acumen and deal-closing ability</li>\n<li>Experience managing complex B2B customer relationships</li>\n<li>Ability to collaborate across Sales, Customer Success, and Technical teams</li>\n</ul>\n<p><br></p>\n<p><span style=\"font-size: 18pt; font-weight: bold\">Preferred Experience</span></p>\n<ul>\n<li>Logistics, fulfillment, or supply chain SaaS</li>\n<li>Subscription-based or recurring revenue models</li>\n<li>Mid-market or enterprise customer segments</li>\n</ul>\n<p><br></p>\n<p><span style=\"font-size: 18pt; font-weight: bold\">Key Traits for Success</span></p>\n<ul>\n<li>Highly commercial and revenue-driven mindset</li>\n<li>Strong negotiator with confidence in pricing discussions</li>\n<li>Strategic thinker with a bias for execution</li>\n<li>Comfortable owning and being accountable for a revenue number</li>\n<li>Collaborative team player with clear ownership boundaries</li>\n</ul>\n<p><br></p>\n<p><span style=\"font-size: 18pt; font-weight: bold\">Team Structure</span></p>\n<ul>\n<li>Reports to: Director of Sales</li>\n<li>Works closely with:\n<ul>\n<li>Customer Success Managers</li>\n<li>Sales Architects</li>\n<li>Product &amp; Operations teams</li>\n</ul>\n</li>\n</ul>",
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