Strategic Account Manager

Job description

Workyard is a growing startup focused on the U.S. construction and trades markets, operating in an industry where $300 billion is spent annually on labor. We build SaaS technology that helps construction companies manage their workforce, bringing trust, transparency, and accountability to a space that has historically had very little of either. The Strategic Account Manager is a senior role responsible for managing and growing Workyard's highest-value accounts: the top 150-200 customers by MRR. The role owns the full account relationship, from renewal through expansion, and is measured on retention and net revenue growth across the book. Acting as an executive advisor and the primary point of contact for these accounts, the Strategic Account Manager develops a project-level understanding of how each customer operates and how Workyard supports their goals. The role operates with a high degree of independence and is expected to manage the book with limited day-to-day oversight, bringing the experience needed to run the work without step-by-step direction. KEY RESPONSIBILITIES: STRATEGIC ACCOUNT OWNERSHIP - Manage relationships with Workyard's top 150-200 accounts, the highest-MRR customers in the business. - Develop project-level knowledge of how each customer operates and where Workyard delivers value for them. - Build trusted relationships with key stakeholders and serve as the executive advisor for the account. - Act as the Voice of the Customer within Workyard, surfacing customer needs and feedback to the Engineering, Sales, and Marketing teams, and advocating internally for accounts that need support. RETENTION AND GROWTH - Proactively engage accounts to identify and address churn risk early. - Identify upsell and cross-sell opportunities and close them at or above forecast. - Negotiate renewals and drive multi-year agreements. - Develop external growth opportunities such as referrals, testimonials, case studies, and white papers. The role executes three core playbooks: - Renewals: Manage every renewal in the book, tracking upcoming contracts, account health, and risk well in advance to ensure on-time, full-value renewals. - Midcycle upgrades: Identify accounts ready to expand (additional crews, features, or usage) and build the business case while the value is clear. - New accounts: Take advantage of the post-implementation value to convert monthly customers to annual, find more upgrade opportunities, and/or get referrals. OPERATIONAL EXCELLENCE - Develop and refine playbooks that make account management repeatable and scalable as the book grows. - Partner with and mentor other account managers, sharing strategies and best practices. - Contribute to a collaborative, high-standard team culture consistent with Workyard's CS culture standards. QUALIFICATIONS: REQUIRED - Proven track record managing a book of business and meeting retention and expansion targets, ideally in B2B SaaS. - Demonstrated ability to work independently, setting priorities and managing a pipeline with minimal direction. - Strong executive presence, with the ability to advise senior stakeholders such as owners and VPs. - Strong commercial instincts, with the ability to identify and close growth opportunities. - Clear, direct communication skills. PREFERRED - Experience selling to or supporting contractors, trades, or construction businesses. - Experience owning both renewals and expansion within a single role. Benefits Comprehensive benefits including Aetna medical, dental, and vision coverage, Flexible Spending Accounts (FSA), Teladoc virtual care, One Medical membership, Kindbody family-building support, an Employee Assistance Program, 401(k) retirement plan through Empower, and pre-tax commuter benefits (for those based in our San Francisco office). Equal Opportunity Employer Workyard is an Equal Opportunity Employer and does not discriminate based on race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, genetic information, or any other protected characteristic under applicable law. Accommodations Workyard is committed to providing reasonable accommodations for individuals with disabilities during the hiring process. If you require assistance or accommodation, please contact us so we can support you.