Responsibilities
- Own a book of enterprise accounts from POC kickoff through renewal, building the commercial relationship and executive alignment
- Partner closely with the Customer Success Manager as your first resource for product support, demos, and early expansion discussions before engaging Engagement Manager or Solutions
- Proactively identify and execute upsell opportunities (expanded use cases, higher volumes, additional workflows or teams)
- Own renewal outreach and negotiation beginning 5 months before renewal date, using the health narrative delivered by the CSM
- Build and maintain multi-threaded relationships with economic buyers and executive stakeholders, not just day-to-day operational contacts
- Partner closely with Solutions, Product, and Sales to align customer needs with long-term growth opportunities
- Run commercial conversations including pricing, packaging, expansion scope, and contract terms
- Maintain clear visibility into pipeline health, renewal timelines, and expansion opportunities
- Track and report on key metrics including expansion ARR, renewal rate, and NRR
Requirements
- 3-5+ years of experience in Account Management, Customer Success (commercial), or Account Executive roles, ideally in SaaS, AI, or automation
- Experience driving expansion or growth within existing customer accounts
- Proven ability to run commercial conversations and negotiations
- Comfortable working alongside technical or solutions-led teams
- Strong stakeholder management and communication skills, including experience navigating executive relationships
- Thrives in a fast-paced, ambiguous startup environment
Nice to Have
- Experience working with AI, workflow automation, or API-driven products
- Familiarity with usage-based or value-based pricing models
- Background in mid-market or high-velocity enterprise sales motions
