Account Manager

About Opkey Opkey is a cloud-based Application Lifecycle Management platform that helps enterprises manage testing, configuration, training, and governance across Oracle and Workday environments. Our AI-powered agents give IT and business leaders continuous visibility across the ERP lifecycle; reducing risk, accelerating change, and driving measurable business outcomes. Trusted by 250+ global enterprises, Opkey is redefining how organizations operate and scale their mission-critical ERP systems. The Opportunity Opkey is seeking a quota-carrying Account Manager (AM) to join our growing U.S. team and drive revenue growth across our expanding SaaS customer base. You must have experience with either direct or indirect Workday ecosystem sales/account management for this role to be considered. This role is ideal for a sales-focused AM who thrives on growing existing accounts by building executive relationships, uncovering white-space opportunities, and consistently tying Opkey to measurable business impact. You will own a portfolio of strategic customers with end-to-end responsibility for expansion and account profitability. Working closely with Customer Success, Product, Solutions Consulting, and Delivery, you’ll execute account strategies that increase ARR, improve retention, and expand Opkey’s footprint across business and IT stakeholders. This is not a support role. This is a commercial ownership role with a clear expansion mandate. What You’ll Own Revenue & Account Ownership Own and consistently exceed expansion quota for a defined book of business Drive upsell, cross-sell, and multi-year expansion opportunities within existing accounts Maintain full commercial ownership from opportunity identification through close, including forecasting, pricing, and negotiation Strategic Account Management Build and execute strategic account plans focused on revenue growth, whitespace identification, and long-term account expansion Partner with Customer Success to deliver value-driven outcomes that support renewals and expansion Lead and participate in executive business reviews (QBRs) to showcase ROI, surface new initiatives, and deepen multi-threaded relationships Cross-Functional Collaboration Work with Solutions Consultants, Product, and Delivery teams to shape proposals, scope expansions, and support successful deployments that unlock additional revenue Align customer roadmaps with Opkey’s product strategy to create long-term expansion paths Forecasting & Metrics Maintain accurate pipeline, forecasting, and account documentation in Salesforce and HubSpot Track and report on key commercial KPIs including ARR, NRR, GRR, churn, and expansion A Day in the Life Review renewal and expansion pipeline, updating Salesforce/HubSpot with close plans, next steps, and risk assessments Meet with customer executives and senior stakeholders to advance expansion conversations, present value stories, and negotiate commercial terms Conduct account planning sessions to map org structures, identify new buying centers, and prioritize whitespace opportunities Partner with internal teams to build proposals, pricing scenarios, and order forms aligned to customer and revenue goals Analyze usage data and account health indicators to trigger value reviews, renewal strategies, and expansion outreach at the right moment What You’ll Bring Experience & Expertise 10+ years in a quota-carrying Account Manager or similar role within a SaaS environment Proven track record of exceeding expansion and ARR growth targets Experience supporting enterprise or mid-market ERP customers; Workday experience required. Demonstrated success selling into complex, multi-stakeholder enterprise environments Commercial & Sales Acumen Deep understanding of SaaS commercial metrics: ARR, GRR, NRR, churn, upsell, cross-sell, and multi-year agreements Strong command of sales qualification and deal management frameworks (e.g., SPICED, SPOT, MEDDPICCR) Ability to articulate clear business value, ROI, and outcomes at the executive level Skills & Mindset Exceptional communication, negotiation, and executive presentation skills Strategic thinker with strong business acumen and value-based selling capabilities Highly organized, self-directed, and comfortable owning complex accounts end-to-end Proficient in Salesforce, HubSpot, and modern GTM tools; familiarity with support platforms is a plus Why Join Opkey Fast-growing global SaaS company with strong product-market fit High-ownership sales culture where Account Managers directly influence growth strategy Enterprise customers with significant expansion potential Remote flexibility with regular exposure to senior leadership Meaningful upside for top performers through impact on ARR and career progression Equal Opportunity at Opkey At Opkey, we’re building a team as diverse and dynamic as the customers we serve. We’re proud to be an equal opportunity employer, and we welcome candidates of all backgrounds, experiences, and perspectives. We do not discriminate based on race, color, religion, sex, gender identity or expression, sexual orientation, national origin, age, disability, veteran status, or any other legally protected status. What matters here is your mindset, your skills, and your drive to make an impact. If you’re passionate, curious, and ready to roll up your sleeves, we want to hear from you. Direct applicants only, no recruiters.