Senior Account Manager

About the role

Wistia is evolving and seeking an Account Manager to lead the expansion function within the Post-Sales org. This role is not a support or renewal manager position. You will carry a revenue quota, own commercial conversations end-to-end, and be responsible for identifying and closing expansion opportunities across a book of high-value strategic accounts.

Who You'll Work With

You will work side by side with the Customer Success team, partnering closely with three senior CSMs on jointly owned enterprise accounts. You will also collaborate regularly with Sales, Revenue Operations, Finance, and Product. The Post-Sales org is a tight-knit team of ten people, and the CSM relationships here are unusually collaborative compared to most orgs.

What It's Like Working On This Team

This team moves with urgency and takes commercial outcomes seriously, but not at the expense of the customer relationship. You will be expected to partner with your CSM colleagues, not compete with them. Decisions get made with data. Deals get closed with patience and craft.

Why This Role Is Exciting

You will work with some of our highest profile strategic accounts. These are meaningful deals with real complexity. The comp structure is uncapped with accelerators. Strong performers earn well above OTE. AI is being embedded into how Wistia operates, and this role is expected to use it. If you are excited about using tooling to work faster and smarter, you will fit right in.

Location

Remote-first (continental U.S.). Occasional travel may be required for customer meetings or company offsites, or team gatherings. No specific time zone requirement.

Key Responsibilities

• Own and execute the expansion motion for a defined book of strategic accounts, identifying and closing upgrade and consolidation opportunities across 3-6 month deal cycles
• Lead commercial conversations related to upgrades, plan expansions, and contract changes from identification through signed agreement
• Partner closely with Customer Success Managers on jointly owned accounts, bringing commercial expertise to relationships the CSM has built
• Prospect proactively into unmanaged and lightly managed accounts using usage data, intent signals, and your own outbound motion to create net-new pipeline
• Maintain accurate opportunity tracking, pipeline forecasting, and account documentation in Salesforce so the whole team has real visibility into the business

What We're Looking For

Demonstrated success generating and closing expansion revenue from an existing book of business. We are looking for someone who has carried a quota in a post-sales or account management role, not just managed renewals. Experience navigating enterprise deal cycles: procurement involvement, multi-stakeholder buying groups, and close timelines of 3-6 months with accounts in the 200+ employee range. Strong commercial instincts and negotiation skills. You are comfortable owning upgrade and contract conversations end-to-end without needing your manager to step in. A genuine ability to partner with Customer Success. This role lives and dies by the AM-CSM relationship. If you see CSMs as gatekeepers rather than partners, this is not the right fit. Some experience with cold outbound or self-sourced prospecting. You do not have to have run a high-volume outbound motion, but we want to see that you know how to find your own pipeline when you need to. Comfort with AI tools in your workflow. We use and build with AI at Wistia, and we expect this person to bring curiosity and openness to how tooling can make them faster and more effective. Salesforce proficiency for opportunity management, forecasting, and account documentation. We do not require a specific number of years of experience. We care about what you have done and how you have done it, not how long you have been doing it.

Why You'll Love Working at Wistia

We provide a competitive compensation package that includes employee stock options, a 401k with 3% company contribution, fully paid healthcare, dental, and vision insurance premiums, including family plans, a pre-tax FSA and Dependent Care Account, 16 weeks of paid parental leave, flexible time off, a remote-first culture, annual professional development stipend, and a new hire bonus to enhance your home office setup. We also offer pet insurance discount.