Account Manager

Account Manager

Teal Communications, Inc. ("Teal") is a high growth technology company that offers a cloud-native "Network Orchestration Service" built to connect Physical AI & IoT devices to data networks globally. Teal has been recognized by Inc. 5000 and Deloitte's Fast 500 as one of the fastest growing private companies in the United States (#1 in Seattle-Metro and #9 Software Company in the United States).

The Opportunity The primary objective of the Account Manager role is to increase customer lifetime value by accelerating activations, driving expansion revenue, and maximizing long-term retention across Teal's strategic accounts. This role is responsible for maximizing the growth, adoption, and long-term value for Teal's strategic customer relationships. This role owns the successful onboarding, activation, expansion, and retention of assigned accounts, helping customers deploy faster, realize value sooner, and expand their use of Teal over time. The Account Manager serves as a trusted advisor to customer stakeholders while proactively driving device activations, identifying expansion opportunities, and removing barriers that slow revenue realization. This is a highly strategic, revenue impacting role that sits at the center of Teal's growth strategy and works cross functionally with Sales, Solutions Engineering, Product, and Customer Support to ensure customer success at scale.

What You'll Do:

• Act as a trusted partner to Teal's customers in order drive adoption and retention.
• Manage QBR (Quarterly Business Review) process, including facilitating meetings and developing supporting collateral.
• Own activation performance across assigned accounts, partnering with customers to remove deployment blockers and accelerate the conversion of contracted devices into revenue-generating activations.
• Identify, develop, and close expansion opportunities including additional device deployments, new geographies, new use cases, and adoption of additional Teal products and services.
• Build and maintain executive level relationships with customer stakeholders to strengthen strategic alignment, increase customer satisfaction, and improve retention.
• Develop and execute account growth plans for strategic customers with measurable targets for activations, expansion revenue, and customer health.
• Proactively identify adoption risks, competitive threats, deployment delays, and renewal risks, driving mitigation plans before they impact revenue.
• Partner with Product, Engineering, Solutions Engineering, and Support teams to advocate for customer needs and ensure successful deployment outcomes.
• Estimated travel: 10-20%

• Net Revenue Retention (NRR)
• Activation growth
• Expansion ARR/UCV
• Renewal rate
• Customer health and adoption metrics
• Time to activation for new deployments

Knowledge, Skills & Abilities:

• Demonstrated ability to drive measurable activation, expansion, retention, or renewal outcomes within enterprise accounts.
• Strong executive presence with experience presenting to VP and C-level stakeholders.
• Ability to analyze customer deployment, adoption, and usage data to identify revenue acceleration opportunities.
• Experience managing enterprise accounts with technically complex deployments device management, IoT platforms, Physical AI, logistics tech, or similar.
• 3+ years in a post-sale role with documented ownership of expansion outcomes.
• Strong communication (both written and verbal), prioritization, and organizational skills.
• Ability to work effectively with cross-functional teams and all levels of management (internally and externally)
• Ability to manage multiple projects with strong attention to detail in a fast-paced environment and adapt to changes
• Strong Excel and PowerPoint skills, as well as experience with analyzing datasets, and delivering actionable insights

Minimum Qualifications:

• BS/BA degree in business, communications, marketing, or another related area of study or equivalent years of experience
• 3+ years working in a customer-facing sales or account management role, preferably in software or technology fields

Compensation $100,000 - $120,000 OTE The successful candidate's starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. Compensation will include a base salary, variable pay, and benefits. Perks & Benefits

• Medical, Dental, Vision 100% covered by the company
• 401K
• Pet insurance
• Unlimited paid time off policy
• Wide variety of snacks in the office
• Family Benefits: Maternity and Parental leave
• "Winter break" during holiday season