Account Manager

About the role

In this opportunity as an Account Manager you will:

• Own a book of business of prospects and existing customers migrating to CoCounsel Tax; carry an assigned quota for new business and for renewals, upsell, cross-sell, and net-new logo expansion within the install base.
• Run full-cycle sales motions — discovery, solution positioning, demonstrations, proposal, negotiation, and close — for new business, migration-tied opportunities and adjacent expansion plays.
• Protect and grow ARR by tying migration milestones to commercial outcomes (renewals on time, expanded entitlements, increased seat counts, added modules).
• Maintain accurate pipeline hygiene, next steps, forecast accuracy, and close dates in CRM (Salesforce).
• Forecast weekly with accuracy; meet or exceed quarterly and annual quota and KPIs.
• Track migration health through milestones, adoption signals, and risk indicators; escalate proactively to protect revenue.
• Maintain a territory plan that highlights key opportunities across new business and install base.
• Have a key action plan to prioritize opportunities, leverage cross-sell, and collaborate with territory account managers and front-line customer teams.

Customer Relationship Management

• Build multi-threaded relationships across administrators, champions, and economic buyers to strengthen account and uncover growth opportunities.
• Territory point of contact for strategic migration customers — pricing, packaging, entitlements, order processing, and renewal conversations.
• Capture and act on customer feedback to inform product roadmap, deepen trust, and create expansion narratives.

Solution Positioning & Demonstration

• Deliver compelling solution presentations and demonstrations — partnering with Solution Consultants — that translates migration value into business outcomes, ROI, and expansion rationale.
• Position AI-enabled workflows, research automation, and CoCounsel Tax capabilities to drive adoption and expansion across the customer footprint.
• Coordinate trials, POCs, and pilot programs that accelerate the commercial cycle.

Cross-Functional Collaboration

• Partner with Solution Consultants and Engineering on technical positioning and demonstrations.
• Work with Customer Success and Account Specialist to ensure post-sales adoption protects renewal and creates expansion opportunities.

About You

• 3–5+ years in B2B sales, account management, or customer-facing commercial roles with quota responsibility.
• Demonstrated success selling, renewing, upselling, and cross-selling existing customers, with full-cycle deal experience.
• Experience supporting or leading platform migrations, product transitions, or customer adoption programs tied to commercial outcomes.
• Strong ability to translate customer workflows into solution narratives, business cases, and ROI conversations.
• Excellent written and verbal communication, negotiation, and time management skills.
• Proficiency with CRM (Salesforce or similar), sales engagement tools, CPQ/quoting, virtual demo platforms, and forecasting dashboards.

Preferred Qualifications and Skills

• Experience in tax, legal, compliance, risk, information services, or SaaS.
• Familiarity with CoCounsel Tax or enterprise research and knowledge platforms.
• Experience selling or enabling AI-powered workflows (copilots, research automation, semantic search, agentic systems).
• Experience in enterprise environments with sensitivity to security, privacy, and procurement requirements.
• Channel/partner sales exposure.

Values

• Obsess Over Our Customers
• Aim for Greatness
• Stronger Together
• Act Fast, Learn Fast

Benefits

• Flexibility & Work-Life Balance: Flex My Way policies including work from anywhere for up to 8 weeks per year.
• Career Development: Continuous learning programs such as Grow My Way and skills-first approach.
• Competitive Benefits: Flexible vacation, two company-wide Mental Health Days off, Headspace app access, retirement savings, tuition reimbursement, employee incentive programs, and wellbeing resources.
• Culture: Award-winning reputation for inclusion, flexibility, and work-life balance.
• Social Impact: Two paid volunteer days annually and opportunities in pro-bono consulting and ESG initiatives.
• Real-World Impact: Help professionals pursue justice, transparency, and trusted information.

Pay

The target total cash compensation range for this role is $136,500 USD – $253,500 USD. Pay is positioned within the range based on knowledge, skills, experience, and internal equity. Base pay and target sales incentive are part of a comprehensive Total Reward program.