SMB Account Manager

Accountabilities Manage and grow your client portfolio: Serve as the primary point of contact and trusted advisor for a portfolio of SMB accounts, taking ownership of client retention, satisfaction, revenue growth, and long-term success. Conduct consultative discovery: Lead insightful client conversations to understand business objectives, identify operational challenges, assess account health, and uncover needs that may not yet have been articulated. Develop strategic account plans: Build and execute proactive account strategies aligned with clients' business goals, defining priorities, next steps, timelines, and measurable expansion targets. Drive cross-selling and upselling: Expand existing relationships across specialized talent solutions, global hiring and payroll services, and AI-enabled, technology-powered offerings, positioning the partner as a strategic business resource rather than a transactional service provider. Own the expansion sales cycle: Identify, qualify, develop, negotiate, and close opportunities across new departments, projects, and service lines. Engage internal subject-matter experts when specialized knowledge or solution scoping is required. Maintain accurate sales forecasts: Keep pipeline data, opportunity stages, account plans, and revenue forecasts current and accurate in Salesforce (SFDC), ensuring disciplined execution and reliable reporting. Identify opportunities proactively: Use account activity, platform data, client engagement signals, and structured outreach campaigns to anticipate emerging needs and educate clients on relevant solutions. Deliver an exceptional client experience: Stay closely involved throughout active engagements, from kickoff to completion, partnering with Talent Operations and Delivery teams to address concerns, maintain momentum, and protect client relationships. Resolve client issues effectively: Act as the first point of contact for client concerns, resolve issues directly where possible, and elevate more complex situations to the appropriate client experience or specialist teams. Coordinate cross-functional resources: Collaborate with Talent Operations, Delivery, global hiring and payroll specialists, and other internal experts to ensure clients receive timely support and effective solutions. Continuously improve performance: Review sales calls, seek feedback, analyze lost or stalled expansion opportunities, and refine account management practices to improve conversion, retention, and revenue outcomes. Contribute to team development: Share insights, successful approaches, and best practices with colleagues, support new team members, and contribute to a culture of accountability, collaboration, and continuous learning. Deliver measurable growth: Consistently meet or exceed revenue and expansion targets, build a qualified opportunity pipeline, and demonstrate sustained net revenue growth across your portfolio. Requirements Bachelor's degree required. At least 3 years of experience in B2B sales or account management, with a demonstrated track record of meeting or exceeding revenue targets. At least 1 year of experience in software consulting, technology sales, or a related technology-focused commercial role, with an understanding of the software project lifecycle. Proven ability to retain and grow existing client accounts by identifying new business opportunities, engaging additional decision-makers, and connecting customer needs with relevant solutions. Experience managing multiple client accounts simultaneously while maintaining consistent engagement, prioritizing opportunities, and coordinating activities across internal teams. Strong consultative selling skills, including the ability to ask insightful questions, uncover underlying business challenges, and translate client objectives into practical recommendations and clearly defined project scopes. Demonstrated business acumen, with the ability to discuss growth, hiring, costs, and business risks with founders, executives, and business owners. Experience using CRM platforms to manage account information, maintain pipeline accuracy, track opportunities, and produce reliable sales forecasts. Excellent written and verbal communication skills, with the ability to build trust, present recommendations clearly, and manage client conversations through virtual communication tools such as Zoom and Slack. Strong organizational and time management skills, with the ability to manage competing deadlines and perform effectively in a fast-paced, rapidly evolving business environment. A proactive, client-focused mindset, with a strong sense of ownership, accountability, and commitment to delivering measurable customer outcomes. A competitive, results-oriented attitude, with the motivation to exceed targets, continuously improve performance, and take responsibility for both successes and setbacks. A collaborative approach to working with internal specialists and client stakeholders, combined with the confidence to challenge assumptions respectfully when a different solution would better serve the client's objectives. A continuous learning mindset, including a willingness to review personal performance, incorporate feedback, and share lessons with colleagues. Preferred qualifications: Familiarity with established sales methodologies such as MEDDPICC, Challenger, SPIN, Sandler, or similar consultative selling frameworks. Experience selling multiple products or service lines within the same client account. Knowledge of global hiring, Employer of Record (EOR) services, international workforce solutions, or payroll operations. Familiarity with modern sales technologies, including AI-assisted research, call analysis, sales engagement platforms, and CRM automation. Experience developing account strategies that expand relationships beyond individual transactions into broader, long-term business partnerships. Benefits Remote work flexibility: Work remotely from Canada as part of a globally distributed team. Performance-driven career growth: Build consultative sales expertise while taking ownership of client relationships, revenue expansion, and account strategy. Professional development: Access opportunities to strengthen sales methodology, account planning, business consulting, and technology industry knowledge. Exposure to innovative solutions: Develop expertise across specialized talent services, global hiring and payroll solutions, and AI-powered business offerings. Collaborative international environment: Work with colleagues and specialists across multiple functions and geographies. High-impact responsibilities: Take ownership of a valuable client portfolio and directly influence customer satisfaction, retention, and revenue growth. Career progression: Demonstrate your readiness for more senior partnership and account leadership responsibilities through consistent performance and portfolio expansion. Learning and feedback culture: Benefit from performance reviews, call coaching, peer collaboration, and opportunities to share best practices. Compensation: Salary and any performance-based compensation details were not specified in the original posting and should be confirmed during the recruitment process. Work authorization: This is a remote position; visa sponsorship or immigration assistance is not provided. #J-18808-Ljbffr