Senior Account Manager

Senior Account Manager

This role focuses on growing and protecting strategic higher education accounts within a SaaS environment. You will own net revenue retention, renewals, account health, and expansion across an enterprise customer portfolio. Acting as a trusted strategic advisor, you will combine consultative account management, product expertise, and data-driven insights to strengthen long-term partnerships. You will identify opportunities to expand software, content, and services while proactively addressing churn risks and adoption challenges. The role requires strong executive presence, commercial discipline, and the ability to deliver compelling product demonstrations to senior decision-makers. Working cross-functionally, you will also ensure customer feedback informs product development and business strategy.

Accountabilities:

• Own quarterly net revenue retention targets across assigned enterprise higher education accounts, developing strategic account plans and proactively managing retention risks.
• Lead regular business reviews and monitor account health, engagement, adoption, and other key indicators to identify risks and opportunities early.
• Drive renewal activities and mitigate churn by developing proactive strategies aligned with customer goals and business needs.
• Identify and execute upsell and cross-sell opportunities across software, content, and services.
• Manage the full expansion sales cycle, from opportunity identification and proposal development through negotiation, procurement, and closing.
• Maintain a disciplined sales pipeline exceeding quota by at least 2x, ensuring accurate Salesforce data, strong sales velocity, and timely identification of pull-forward opportunities.
• Maintain advanced knowledge of the platform and its academic use cases, remaining prepared to conduct live, value-focused product demonstrations for customers and prospects.
• Demonstrate newly released features and relevant product capabilities to address customer challenges and support account expansion.
• Partner with customer learning and enablement teams to drive adoption, monitor engagement, and recommend training that helps customers maximize product value.
• Conduct detailed account research covering enrollment, strategic priorities, leadership structures, and other relevant factors to prepare tailored executive briefs and meeting agendas.
• Build strong relationships with executive sponsors and key decision-makers within strategic accounts.
• Serve as the voice of the customer to Product, Engineering, Marketing, and Finance teams, ensuring account feedback informs roadmap priorities and commercial decisions.
• Deliver accurate weekly and quarterly forecasts, maintain pipeline commitments, and engage executive stakeholders strategically around account performance.
• Use data, analytics, and AI-enabled tools to uncover account insights, identify expansion opportunities, and support informed commercial decisions.

Requirements:

• 4+ years of client-facing SaaS account management experience managing high-level enterprise portfolios.
• Demonstrated history of meeting or exceeding net revenue retention and expansion targets.
• Strong ability to quickly learn and demonstrate sophisticated software products through confident, live customer presentations.
• Experience delivering product demonstrations to C-level executives and other senior decision-makers.
• Deep familiarity with higher education organizations, including their structures, purchasing processes, decision-making environments, and procurement practices.
• Advanced experience with contract negotiations, proposal development, and commercial account management.
• Strong pipeline management skills using Salesforce or a comparable CRM platform.
• Analytical mindset with the ability to evaluate account health, interpret performance data, and identify commercial opportunities.
• Experience using AI and analytics tools to support account research, customer insights, and expansion strategies.
• Strong consultative selling, communication, negotiation, and relationship-management skills.
• Ability to operate strategically while maintaining strong attention to commercial and operational details.
• Willingness to travel approximately 20% for key client meetings and industry events.
• Must be eligible to work in the United States; the role can currently be hired in every U.S. state except the District of Columbia.

Benefits:

• U.S. base salary of $80,000–$90,000, plus commission.
• Competitive medical, dental, and vision insurance.
• Company-paid basic life insurance.
• Company-paid short-term and long-term disability coverage.
• Flexible paid time off.
• 10 company-paid holidays per year.
• Four weeks of paid sabbatical after 10 years of service, plus an additional stipend.
• Paid maternity and paternity leave.
• Health Savings Account and Flexible Spending Account options.
• 401(k) plan with employer matching of up to 4%.
• Awards and recognition program.
• Remote work opportunities across eligible U.S. states.
• Compensation within the published salary range may vary based on location, skills, experience, education, training, and other job-related factors.