Account Manager

Role Summary

FMSI (Financial Management Software, Inc.) provides a SaaS platform for financial institutions to manage appointments, lobby traffic, staff scheduling, and branch analytics. Over 150 community financial institutions rely on us, and we are expanding our revenue team to enhance service.

What You'll Own

• Renewals & Price Negotiation
• Own the renewal cycle for a 100+ account book, ensuring on-time contract execution with minimal revenue leakage.
• Lead pricing conversations confidently, including presenting and defending annual price increases to customers.
• Identify at-risk accounts early and execute proactive retention strategies in partnership with Customer Success.
• Upsell & Cross-Sell
• Identify upsell opportunities within the OneCX platform (e.g., adding Appointments, Analytics, or Staff Scheduler modules to single-module customers).
• Build account expansion plans and work multi-threaded across stakeholders at each institution to advance deals.
• Partner with the product and CS teams to surface customer needs that can be converted into expansion revenue.
• Relationship & Account Management
• Maintain deep relationships with key stakeholders (branch operations, technology, and executive sponsors) across your book.
• Conduct regular business reviews to demonstrate ROI, align on strategic priorities, and generate an expansion pipeline.
• Keep Zoho CRM updated with accurate account data, deal stages, and forecasted revenue.

What We're Looking For

• Required
• 3–6 years of experience in SaaS account management, with a demonstrated track record of quota attainment in an expansion/upsell capacity.
• Proven ability to negotiate price increases and multi-year contracts — you are comfortable owning the commercial conversation.
• Experience managing a large book of accounts; organized, process-driven, and skilled at prioritization.
• Strong executive communication skills — equally comfortable presenting to a branch manager, a COO, and everyone in between.
• CRM discipline and data hygiene habits (experience with Zoho CRM, HubSpot, or equivalent).
• Self-starter with a high tolerance for ambiguity; this is an early-stage function and you will help build it.
• PREFERRED
• Background in fintech, banking technology, or community financial institution (bank/credit union) markets.
• Familiarity with branch operations, lobby management, appointment scheduling, or workforce management concepts.
• Experience selling or expanding SaaS solutions to community banks, credit unions, or regional banks.
• Working knowledge of contract structures, multi-year deal mechanics, and pricing negotiations in a SaaS context.

Compensation

This role carries a competitive base salary plus variable commission tied directly to expansion and upsell performance. Commission is uncapped — your earnings scale with the results you drive. Specific ranges will be shared during the screening process.

Location

Remote (United States). Willingness to travel for customer meetings, QBRs, and company offsites is expected (estimated 10–20%).

Why FMSI

• Ground-floor opportunity: you will be on a small team at a company actively investing in its GTM function.
• Direct impact: your book of business touches a meaningful percentage of FMSI's total ARR from day one.
• Mission-driven market: community banks and credit unions serve real people — your work helps them run better branches.
• Brief lean, high-ownership culture: no bureaucracy, short feedback loops, and a leadership team that values initiative.