The Account Manager is responsible for managing customer accounts, focusing on retention, renewal, and revenue growth, by working closely with Customer Success Managers and leading commercial strategies for account expansion.
Description
The Account Manager (AM) owns and grows a portfolio of customer accounts, ensuring measurable business impact and commercial expansion through Growthspace solutions.
The AM is accountable for retention, renewal, and revenue growth. This role works in close partnership with the Customer Success Manager (CSM): while the CSM drives optimal utilization and value realization at the use-case level, the AM leads the commercial strategy and expansion roadmap for the account.
Core Responsibilities
1. Account Ownership & Commercial Leadership
- Serve as the primary commercial owner for a defined portfolio of accounts.
- Build and maintain structured account plans (objectives, org mapping, growth strategy, risks).
- Own renewal strategy, pricing discussions, and expansion execution.
- Translate realized value into commercial growth.
2. AM–CSM Partnership
- Partner closely with the CSM to maximize customer value and satisfaction.
- Align on adoption, utilization, and business outcomes per use case.
- Leverage value delivered by CS to drive expansion into new teams, business units, and use cases.
3. Stakeholder Engagement
- Lead executive conversations (QBRs / EBRs) focused on outcomes and growth.
- Expand multi-threaded relationships across decision-makers and budget owners.
- Position Growthspace as a strategic partner aligned to business priorities.
4. Expansion & Growth
- Identify and execute expansion opportunities across new business units, geographies, and use cases.
- Build ROI-driven business cases to support upsell and cross-sell.
- Collaborate cross-functionally (CS, Sales, Marketing, Product) to drive growth.
- Deliver consistent YoY portfolio growth aligned with company targets.
5. Forecasting & Reporting
- Maintain accurate renewal and expansion forecasts.
- Ensure CRM hygiene and disciplined pipeline management.
- Proactively identify risks and mitigation plans.
- 5 years in B2B SaaS Account Management or quota-carrying post-sales role
- B2B SaaS experience
- Experience owning $3M+ ARR book of business
- Enterprise stakeholder management experience
- Strong commercial acumen and ability to articulate ROI
- High CRM discipline (Salesforce or similar)
- Experience in high-growth startup environment
- HR / L&D experience advantage
- MEDDPICC / structured sales methodology advantage
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