Growth Account Manager, SMB

Job description

Spellbook is the most comprehensive AI copilot for transactional lawyers. It works directly inside Microsoft Word to help legal teams draft, review, and negotiate contracts up to 10x faster and with greater precision. Today, more than 4,000 law firms, in-house teams, and solo practitioners rely on Spellbook to simplify their workflows and eliminate the drudgery of everyday contract work. We are backed by leading investors including Khosla Ventures, Thomson Reuters Ventures, Inovia Capital, The LegalTech Fund, Bling Capital, and Moxxie Ventures. The company recently raised $50 million in Series B funding, led by Keith Rabois at Khosla Ventures, bringing its total funding to more than $80 million. *This is an existing vacancy ABOUT THE ROLE As a Growth Account Manager for our SMB segment, you will focus on identifying and executing upsell and cross-sell opportunities within our existing customer base. You'll play a critical role in driving upsell revenue by understanding customer needs, presenting compelling upgrade opportunities, and leveraging data-driven insights, while collaborating with Customer Success and Product teams to optimize expansion strategies. RESPONSIBILITIES - Identify and execute upsell and cross-sell opportunities by analyzing customer usage, license utilization, and engagement data. - Conduct discovery and expansion calls to uncover customer needs and align them with higher-tier plans and additional features. - Maintain and enhance customer relationships to ensure long-term value and account expansion. - Develop and implement automation playbooks that trigger expansion opportunities based on customer activity. - Present data-driven recommendations to customers that align with their evolving goals and business needs. - Work closely with the Product team to relay customer feedback that informs future developments and optimizations. - Consistently meet or exceed expansion revenue targets and contribute to the overall sales team’s success. - Ensure accurate and timely data entry in HubSpot for pipeline and forecasting accuracy. - Collaborate cross-functionally to continuously refine and improve the expansion playbook. - Other responsibilities as required. QUALIFICATIONS - 2+ years of quota-carrying sales experience, ideally in SaaS or B2B environments with a focus on expansion sales, upselling, or account growth. - Strong ability to identify and act on customer pain points to position relevant solutions. - Data-driven mindset with experience analyzing customer behavior, product usage, and engagement metrics to drive expansion. - Self-starter who thrives in a fast-paced, unstructured environment and is comfortable iterating on strategies. - Excellent communication and persuasion skills, with the ability to present compelling value propositions and handle objections. - Passion for AI-driven technology and excitement about revolutionizing the legal industry. WHY JOIN SPELLBOOK? - Embrace autonomy and accountability in a flexible work environment; we focus on outcomes and empower you to determine how to get the job done - Access our company-paid group benefits for you and your family, with $1,000 towards mental health support - Disconnect during our holiday closure and take advantage of our generous time off policies throughout the year - Enjoy monthly paid meals, an annual wellness allowance to support your well-being and parental leave top-ups as your family grows - Secure your stake in our success; you’ll receive competitive stock option grants as a pivotal early employee INCLUSIVE HIRING AT SPELLBOOK We are committed to creating an inclusive and supportive candidate experience. Should you require any accommodation whatsoever during the interview process, please inform us without any hesitation. Spellbook is dedicated to ensuring equal treatment and opportunity in all phases of recruitment, selection, and employment, in compliance with employment law. We do not discriminate based on gender, race, religion, national origin, ethnicity, disability, gender identity/expression, sexual orientation, veteran or military status, or any other protected category. Spellbook is proud to be an equal opportunity employer, fostering a culture of inclusivity and maintaining a work environment that is free from discrimination, harassment, and retaliation. USE OF ARTIFICIAL INTELLIGENCE IN RECRUITMENT Spellbook uses artificial intelligence (AI) responsibly to support administrative and efficiency-focused aspects of our recruitment process. This includes activities such as drafting job descriptions, generating interview questions, note-taking and recordings, and supporting sourcing and scheduling workflows. All candidate evaluations, interviews, and hiring decisions are made by members of the Spellbook team. While AI tools may assist with screening and assessment, they do not replace human judgment in selection decisions. Our use of AI is intended to streamline routine tasks, improve consistency, and enhance the overall candidate experience. We are committed to upholding principles of fairness, transparency, and accountability in all hiring activities. Spellbook regularly reviews its recruitment practices to mitigate bias and to ensure alignment with applicable laws and evolving best practices. OUR COMPENSATION PHILOSOPHY Spellbook uses industry benchmark data to establish compensation bands for all roles. The salary range listed for a position reflects the expected total wage range for the role—including base salary and on-target commissions, where applicable—and may span multiple career levels. Final compensation is determined during the interview process based on factors such as experience, skills, scope, and role level. In addition to base salary and applicable commissions, total rewards may include equity, health and wellness benefits, and other company programs. Full details will be shared during the interview process.