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The Account Manager (SMB) will manage a portfolio of existing customers, focusing on retention and growth through strong relationships and consultative sales. Responsibilities include maintaining Salesforce records, executing strategic sales, and collaborating with internal teams to ensure customer success and measurable ROI.
Join ABBYY and be part of a team that celebrates your unique work style. With flexible work options, a supportive team, and rewards that reflect your value, you can focus on what matters most – driving your growth, while fueling ours.
Our commitment to respect, transparency, and simplicity means you can trust us to always choose to do the right thing.
As a trusted partner for purpose-built AI and intelligent automation, we solve highly complex problems for our enterprise customers and put their information to work to transform the way they do business. Over 10,000 customers trust ABBYY, including many Fortune 500 ones. You will work on further developing a portfolio already containing client names such as DHL, Johnson & Johnson, FDA, DMV, PwC, KeyBank, Spotify, and H&R BLOCK.
We are looking for an Account Manager (SMB) to own and grow a portfolio of existing customers. Your mission is to help customers realize the full value of ABBYY’s IDP solutions, nurture strong relationships, and drive both retention (GRR) and growth (New ARR) through renewals and thoughtful expansion. You’ll work closely with cross‑functional partners, manage multiple accounts and initiatives, and ensure disciplined planning and execution.
Success in this role comes from understanding customer needs, strategically aligning solutions to business outcomes, and embodying a customer‑first mindset that balances value delivery with commercial growth.
What You’ll Own
Commercial & Revenue Accountability
- Deliver against retention (GRR) and expansion (New ARR) goals for your book of SMB accounts
- Lead renewals and expansions with a consultative, value‑based sales approach
- Maintain accurate forecasts and account health status in Salesforce
- Manage multiple concurrent opportunities and accounts with consistent discipline
Customer Engagement & Value Delivery
- Build strong, trust‑based relationships with customer stakeholders
- Ensure customers achieve measurable ROI and success outcomes with ABBYY solutions
- Identify and mitigate churn risk early through proactive engagement
- Position relevant use cases that address real customer challenges
Strategic Growth & Expansion
- Identify qualified expansion opportunities that align with customer roadmaps and business priorities
- Execute strategic, multi‑threaded sales motions across functional stakeholders
- Collaborate with internal teams to support upsell motions that are grounded in customer success
Process & Salesforce Discipline
- Maintain up‑to‑date and accurate activity, contacts, opportunities, and forecasting in Salesforce
- Provide reliable sales pipeline visibility and forecast updates
- Follow defined sales processes and cadences to ensure consistency and predictability
- Prioritize documentation and record‑keeping that supports internal alignment and execution
Cross‑Functional Collaboration
- Partner effectively with Technical Success, Support, Product, and Professional Services teams
- Coordinate internal resources to ensure customer success at renewal and expansion points
- Share customer insights to inform product direction and go‑to‑market improvements
Qualifications
Required:
- 3+ years of experience in SaaS account management or sales with a recurring revenue model
- Proven track record of managing retention and expansion targets
- Strong relationship building and consultative selling skills
- Comfortable managing multiple accounts, priorities, and processes simultaneously
- Salesforce proficiency with commitment to disciplined CRM usage
- Self-motivated and proactive, with a strong sense of ownership and a collaborative team mindset
Preferred:
- Experience with Intelligent Document Processing (IDP), automation, AI/ML, RPA, or related enterprise technologies
- Experience working with SMB customers and understanding their distinct needs
- Ability to communicate technical value to non‑technical stakeholders
Join ABBYY, and you will:
Love how you work
- We provide remote and hybrid working options to fit all lifestyles.
- We use flexible hours across most of our teams to allow you to find your own definition of balance.
- Encouraging a culture of giving, we provide two paid volunteering days off every year so you can take time to contribute to the causes you care about.
- To ensure your family is cared for, we offer paid parental leave in all our locations.
Love whom you work with
- We are a global team of 600+ colleagues, spread across 15 countries on four continents.
- With colleagues representing 30+ nationalities, our workforce reflects the world.
- Innovation and excellence run through our veins. Our teams gather the expertise which has garnered ABBYY more than 140 technology patents.
- We are guided by the values of respect, transparency, and simplicity.
- "Team Environment" is in the top three highest-scoring drivers of engagement across all of our departments.
Love what you work on
- We are a company with more than 35 years of experience in the technology market;
- Over 10,000 customers trust ABBYY, including many Fortune 500 ones, with names such as DHL, Johnson & Johnson, FDA, DMV, PwC, KeyBank, Spotify, and H&R BLOCK;
- We have modernized the capture market by creating the first low-code/no-code IDP platform.
- Our Machine Learning, Natural Language Processing, Computer Vision Technologies, and a marketplace built with AI, can transform any document in any process;
- Top Analyst firms recognize ABBYY's market leadership, including Gartner, Everest PEAK Matrix ® Assessment, ISG Intelligent Automation Lens, and NelsonHall, amongst others.
ABBYY is an Equal Employment Opportunity employer that values the strength that diversity brings to the workplace. To learn more about our commitment to Diversity and Inclusion, check out the careers section on our website.
Top Skills
AI
Automation
Intelligent Document Processing
Ml
Rpa
SaaS
Salesforce
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