Account Manager

About the role

The Account Manager serves as the primary owner of a book of existing customers, partnering closely with stakeholders to drive customer retention, expansion, and net-new revenue growth across existing accounts. This role combines strategic sales execution, account management, forecasting, and customer engagement to support long-term customer growth and retention.

Responsibilities

• Effectively renew, upsell, and cross-sell an assigned book of business while driving net-new ARR growth within existing customer accounts.
• Identify new business opportunities within existing accounts, generate expansion pipeline, and drive enterprise growth in complex customer environments.
• Prospect within existing accounts to identify whitespace opportunities, uncover new stakeholders, expand into additional business units, and build qualified pipeline.
• Develop and maintain strategic account plans aligned to customer business objectives, growth opportunities, and retention goals.
• Learn assigned accounts deeply to effectively position Firstup’s value proposition and connect platform capabilities to measurable business outcomes.
• Develop and cultivate executive-level relationships with Director, VP, and SVP stakeholders across customer organizations.
• Partner closely with Customer Success and cross-functional internal teams to ensure successful customer adoption, satisfaction, retention, and growth.
• Lead and deliver value-driven Executive Business Reviews that reinforce ROI, customer outcomes, and future growth opportunities.
• Own and manage an accurate sales forecast using SFDC and Clari, maintaining visibility into pipeline health, renewal status, and expansion opportunities.
• Participate in internal deal reviews and collaborate cross-functionally to advance strategic opportunities and mitigate business risk.
• Leverage the MEDDPICC sales methodology to qualify opportunities, manage complex sales cycles, and improve forecast accuracy.
• Enlist and inspire customers to participate in Firstup programs, events, and advocacy initiatives.
• Develop expertise in Firstup’s Digital Employee Experience platform, industry trends, and competitive positioning.

Qualifications

• Bachelor’s Degree in Sales, Business Administration, or related field of study, or equivalent experience.
• Four or more years of experience in Enterprise SaaS sales and Account Management.
• Proven experience driving renewals, expansion revenue, and pipeline generation within existing customer accounts.
• Experience preparing renewal proposals, account planning, territory strategy, and sales forecasting.
• Experience managing and maintaining forecasts using CRM and forecasting platforms such as SFDC and Clari preferred.
• Demonstrated success achieving quota attainment in a high-performing sales organization.
• Experience selling complex software solutions to executive stakeholders within enterprise or Fortune 500 organizations.
• Experience leveraging consultative sales methodologies such as MEDDPICC preferred.
• Strong executive presence with exceptional relationship-building, communication, and presentation skills.
• Experience partnering closely with Customer Success and cross-functional teams to support customer retention and growth.
• Ability to use customer data, usage insights, and business outcomes to demonstrate value and justify expansion opportunities.

Pay

Firstup expects the base salary for this role to be between $120,000 - $140,000. The starting rate of pay may vary based on factors including, but not limited to, position offered, location, education, training, and/or experience.