Strategic Account Manager

Responsibilities

• Own a portfolio of :70 named strategic accounts; build and execute an account plan for each that maps current footprint, whitespace (unadopted modules/users), and clear paths to expansion
• Carry and achieve an annual expansion-ARR quota; forecast accurately based on objective buyer engagement rather than seller optimism
• Lead renewals and retention across the portfolio, protecting and growing ARR through proactive, value-driven engagement
• Multi-thread relationships across each account (economic buyers, operations, IT, and procurement) to build organizational depth beyond a single contact
• Apply MEDDPICC rigor to expansion opportunities: confirm economic buyers, co-build business cases, and identify key compelling events (budget cycles, bonds, board approvals, and compliance requirements)
• Lead internal deal teams (Sales Engineering, Customer Success, and Product) to deliver tailored expansion proposals and measurable ROI narratives (time saved, downtime reduced, compliance/audit defensibility)
• Maintain rigorous CRM hygiene in Salesforce; update pipeline, opportunities, and account data accurately and in a timely manner
• Partner closely with the outgoing account owner through one full renewal cycle per account to ensure a seamless handoff

Requirements

• 7+ years of experience in B2B SaaS sales or account management, with a proven track record of expanding and retaining enterprise/strategic accounts (beyond net-new acquisition)
• Demonstrated success navigating complex, multi-stakeholder sales cycles; experience selling into the public sector (K-12, Higher Education, Local Government) or other regulated, large-institution environments is strongly preferred
• Proven experience owning a renewal and expansion portfolio while carrying an ARR-growth quota
• Strong discipline in account planning and multi-threading; highly proficient with MEDDPICC or a similar qualification framework
• Hands-on experience with Salesforce (or a similar CRM) and modern sales technology (such as Gong)
• Excellent written and verbal communication skills, with a demonstrated ability to quickly build trust with senior stakeholders
• Self-motivated, organized, coachable, and capable of thriving in a remote, performance-driven environment