Account Manager

Role Overview

As an Account Manager at beqom, you will own a portfolio of strategic enterprise customers across North America. You will be responsible for protecting and growing recurring revenue through renewals, upsell, cross-sell and executive relationship management. This is a commercially focused role requiring strong account planning, pipeline generation, negotiation skills and the ability to navigate complex customer environments involving legacy platforms, SaaS products, multiple stakeholders and operational challenges.

What you'll be doing

• Own and grow a portfolio of enterprise customers
• Own the commercial relationship for a portfolio of strategic enterprise accounts.
• Deliver retention, expansion and revenue growth targets across the portfolio.
• Develop and execute account plans with clear objectives, stakeholder maps, growth strategies and action plans.
• Build and leverage relationships with senior decision-makers and executive sponsors to drive retention, growth and strategic initiatives.
• Drive expansion revenue
• Proactively identify, qualify and close upsell and cross-sell opportunities.
• Create pipeline from the installed base rather than relying on inbound demand or renewal cycles.
• Leverage product innovation, regulatory changes, customer initiatives and business challenges to create growth opportunities.
• Create business cases and commercial strategies that drive customer investment decisions.
• Lead complex enterprise sales motions
• Manage multi-stakeholder buying processes involving HR, Compensation, Finance, IT, Procurement and Legal teams.
• Lead commercial negotiations, renewal discussions and executive alignment activities.
• Maintain accurate forecasts, qualification criteria, close plans and opportunity management using MEDDICC or a similar methodology.
• Create urgency and drive decisions while maintaining long-term customer relationships.
• Collaborate effectively across the organization
• Partner with Customer Success, Services, Support, Product and Pre-Sales teams while maintaining ownership of commercial strategy, account growth and revenue outcomes.
• Ensure operational issues are addressed through the appropriate ownership channels while maintaining focus on commercial objectives.
• Act as the executive voice of the customer internally and the commercial voice of beqom externally.
• Use product roadmap, regulatory drivers, adoption insights and usage data to create relevant growth conversations.

Skills & Experience

• 7+ years of experience in enterprise B2B account management, strategic account management or customer-facing sales roles.
• Proven track record of carrying and achieving revenue targets within an existing customer base.
• Demonstrated success generating expansion revenue through upsell, cross-sell and strategic account growth.
• Demonstrated ability to create expansion opportunities where no active buying initiative existed initially.
• Experience managing complex enterprise customers with multi-year relationships and multiple stakeholders.
• Strong commercial and negotiation skills, including the ability to lead difficult conversations around value, pricing, scope and investment decisions.
• Experience building pipeline proactively rather than relying primarily on inbound opportunities.
• Strong forecasting, qualification and opportunity management discipline.
• Ability to operate effectively in complex environments involving competing priorities, demanding customers and cross-functional teams.
• Comfortable challenging customers, creating urgency and driving decisions without damaging long-term relationships.
• Familiarity with MEDDICC or another enterprise sales methodology.
• Excellent communication, presentation and executive engagement skills.
• Ability to travel regularly across North America.

Bonus points

• If you have Experience in HR Tech, Compensation, HCM, Payroll, Workforce Management or other enterprise SaaS platforms.
• If you have Experience selling into HR, Total Rewards, Compensation, Finance, IT or Procurement functions.
• If you have Experience managing legacy-to-SaaS transformation initiatives.
• If you have Experience managing enterprise portfolios exceeding $3M-$5M ARR.