Account Manager

Account Manager Northville, MI Business Development

The Account Manager plays a critical role in advancing CPA.com’s firm transformation strategy and accelerating adoption of transformative technologies. In this role, you will own and grow a portfolio of CPA firms by developing trusted relationships, connecting stakeholders across the ecosystem, and positioning CPA.com as a strategic partner in firm evolution.

This is not a traditional account management role. You will operate as a relationship-led growth driver, engaging firm leadership, navigating multi-stakeholder environments, and driving measurable growth outcomes.

Responsibilities

• Develop and execute strategic account plans: Identify, prioritize, and pursue high-value firms within your territory. Build deep account intelligence, map stakeholder landscapes across CAS, Audit, and Tax departments, and establish multi-threaded relationships with partners and firm leadership.
• Own full-cycle, service-led sales motions: Lead opportunities from discovery through close including needs assessment, solution positioning, proposal development, and executive alignment.
• Build and expand relationships with influence: Establish credibility with partners and decision-makers, progressing relationships from initial connection to trusted advisor. Actively expand your network within firms and ecosystems.
• Serve as a connector across people, ideas, and solutions: Bring together firm leaders, partners, and internal professional services teams to create momentum. Identify opportunities to align firm needs with CPA.com and partner capabilities.
• Performance & Accountability: Consistently meet or exceed KPIs for meetings, overlays, pipeline creation and revenue achievement by maintaining disciplined daily habits and leveraging performance data to continuously refine targeting and messaging.
• Drive partner and ecosystem orchestration: Collaborate with strategic partners to identify and advance joint opportunities. Align firm needs within the broader ecosystem to deliver integrated solutions.
• Manage pipeline with discipline and accuracy: Maintain clear visibility into pipeline health, deal progression, and forecast accuracy. Proactively navigate long sales cycles, stakeholder alignment, and deal risk.
• Elevate CPA.com’s presence in the profession: Serve as a credible representative at key industry conferences and firm-facing events, strengthening relationships and reinforcing CPA.com’s role in firm transformation

What We’re Looking For

• Experience owning complex sales cycles: 3–7 years in account management, sales, or consulting roles with responsibility for multi-stakeholder, professional services or SaaS-based deals
• Proven ability to drive revenue in complex environments: Track record of advancing and closing five-figure deals with long sales cycles and multiple decision-makers
• Executive-level communication skills: Ability to engage and influence partners, firm leadership, and C-suite stakeholders
• Strong consultative selling capability: You uncover root business challenges, build compelling business cases, and align solutions to strategic priorities
• Highly strategic and self-directed: You operate with discipline, managing pipeline, forecasting accurately, and prioritizing high-impact opportunities
• Ability to navigate ambiguity and drive outcomes: Comfortable operating in an evolving environment, connecting internal teams and external partners to move deals forward
• Industry familiarity (preferred): Experience working with CPA firms, professional services, fintech, or adjacent ecosystems

Attributes & Leadership Competencies

• Trusted Advisor
• Accountable
• Intellectually Curious
• Collaborative
• Customer-Obsessed
• Adaptable
• Driven

*Hybrid: 4 days in office

About CPA.com

CPA.com brings innovative solutions to the accounting profession, either in partnership with leading providers or directly through its own development. The company has established itself as a thought leader on emerging technologies and as the trusted business advisor to practitioners in the United States, with a growing global focus. Our company’s core mission is to drive the transformation of practice areas, advance the technology ecosystem for the profession, and lead technology research and innovation efforts for practitioners. CPA.com is a subsidiary of the American Institute of CPAs (AICPA).

What’s life like at CPA.com? Our team members would describe it as innovative, fast-paced, and flexible. We’re engaged—we get involved. We’re accountable—we stand behind our work. We’re collaborative—we thrive on teamwork. We’re authentic—we’re true to who we are. And we’re innovative—we look to what’s next.