Account Manager

Job description

The Account Manager serves as the primary owner of a book of existing customers, partnering closely with stakeholders to drive customer retention, expansion, and net-new revenue growth across existing accounts. This role is responsible for building executive-level relationships, identifying whitespace opportunities, developing pipeline within assigned accounts, and delivering measurable business value throughout the customer lifecycle. The Account Manager combines strategic sales execution, account management, forecasting, and customer engagement to support long-term customer growth and retention. ### Responsibilities - Effectively renew, upsell, and cross-sell an assigned book of business while driving net-new ARR growth within existing customer accounts. - Identify new business opportunities within existing accounts, generate expansion pipeline, and drive enterprise growth in complex customer environments. - Prospect within existing accounts to identify whitespace opportunities, uncover new stakeholders, expand into additional business units, and build qualified pipeline. - Develop and maintain strategic account plans aligned to customer business objectives, growth opportunities, and retention goals. - Learn assigned accounts deeply to effectively position Firstup’s value proposition and connect platform capabilities to measurable business outcomes. - Develop and cultivate executive-level relationships with Director, VP, and SVP stakeholders across customer organizations. - Partner closely with Customer Success and cross-functional internal teams to ensure successful customer adoption, satisfaction, retention, and growth. - Lead and deliver value-driven Executive Business Reviews that reinforce ROI, customer outcomes, and future growth opportunities. - Own and manage an accurate sales forecast using SFDC and Clari, maintaining visibility into pipeline health, renewal status, and expansion opportunities. - Participate in internal deal reviews and collaborate cross-functionally to advance strategic opportunities and mitigate business risk. - Leverage the MEDDPICC sales methodology to qualify opportunities, manage complex sales cycles, and improve forecast accuracy. - Enlist and inspire customers to participate in Firstup programs, events, and advocacy initiatives. - Develop expertise in Firstup’s Digital Employee Experience platform, industry trends, and competitive positioning. ### Qualifications - Bachelor’s Degree in Sales, Business Administration, or related field of study, or equivalent experience - Four or more years of experience in Enterprise SaaS sales and Account Management - Proven experience driving renewals, expansion revenue, and pipeline generation within existing customer accounts - Experience preparing renewal proposals, account planning, territory strategy, and sales forecasting - Experience managing and maintaining forecasts using CRM and forecasting platforms such as SFDC and Clari preferred - Demonstrated success achieving quota attainment in a high-performing sales organization - Experience selling complex software solutions to executive stakeholders within enterprise or Fortune 500 organizations - Experience leveraging consultative sales methodologies such as MEDDPICC preferred - Strong executive presence with exceptional relationship-building, communication, and presentation skills - Experience partnering closely with Customer Success and cross-functional teams to support customer retention and growth - Ability to use customer data, usage insights, and business outcomes to demonstrate value and justify expansion opportunities