Account Manager

Job Title: Account Manager Location: Remote (US-based) Travel: 20-30% Reports To: VP of Customer Success About DeepHow DeepHow is a Physical AI platform for industrial manufacturing, pharmaceuticals, and utilities that helps organizations capture expert know-how, turn it into dynamic work instructions, and drive verified execution on the front line. The platform spans knowledge capture and sharing, AI-powered verification through Smart Compare and photo/video validation, and time and motion intelligence through guided workflows, SOP adherence, and real-time execution visibility. DeepHow supports customers from knowledge capture to verified execution, with strategic account expansion often centered on verification, AI-guided workflows, and time and motion intelligence. Role Overview DeepHow customers expand their use of the platform when they see results on the plant floor. As an Account Manager, you own the commercial relationship and the revenue outcome for the accounts you serve: every renewal, and every expansion that follows. You work hand in hand with Customer Success. Your CSM partners own adoption, account health, and the day-to-day relationship. You bring commercial judgment, deal structure, and negotiation, along with a clear view of what each customer needs and which DeepHow solutions address it. You proactively identify and pursue growth across your accounts. You learn what each customer is trying to achieve, look across their sites, business units, and DeepHow's product lines for places where we can help, and bring ideas that fit. When a customer shows interest in expanding their use of DeepHow, whether through a new site, product line, or use case, you work with your CSM partner to step in early, build the account plan, and lead the sales process from discovery through demos and proposals to close, keeping customer ROI front of mind. This role carries a quota for renewal and expansion revenue across your accounts. It suits someone who is energized by sales and by helping customers succeed, who knows manufacturing operations well enough to earn trust from the plant floor to the finance team, and who treats every renewal as a chance to review the results the customer has achieved and plan what comes next. What You'll Do Revenue Accountability Own and deliver against a quota covering renewals and expansion revenue. Maintain accurate forecasts, deal records, and account documentation in our CRM. Account Planning & Whitespace Build and maintain an account plan for every account in your portfolio, jointly with your CSM partner, covering goals, stakeholders, risks, and the path to growth. Map whitespace across sites, business units, regions, and DeepHow product lines. Build relationships with executive sponsors and budget owners alongside your day-to-day contacts, so leaders see the results their teams are achieving. Trusted, stable relationships at multiple levels support a lasting partnership. Track org changes and competitive activity that can impact your accounts, and work with DeepHow leadership to assess the right actions. Expansion & Pipeline Act as a trusted advisor, giving honest advice and recommending what fits the customer's goals. Partner with CSMs from the moment an opportunity is surfaced and take ownership of the commercial motion. Identify customer needs proactively and propose DeepHow solutions that address them. Lead the sales process from discovery through to close, ensuring customer ROI is front of mind. Communicate clearly and regularly with all stakeholders throughout the process. Deliver tailored product demos, prepare proposals, and follow up promptly so every opportunity keeps moving. Collaborate with the right product and technical resources for complex expansion opportunities. Build and manage pipeline with disciplined forecasting in HubSpot. Renewals & Negotiation Own the renewal process end to end, building the case with the value and health data your CSM partner brings. Negotiate terms and pricing fairly, structure multi-year and expanded-scope agreements that match how the customer plans to use DeepHow, and combine renewal with expansion when the customer wants to move forward on both. When an account shows signs of risk, work with your CSM partner and DeepHow leadership to understand the customer's concerns and agree on a path forward. Cross-Functional Collaboration Work as one team with Customer Success, sharing goals, account health, and plans so every customer has a consistent experience across both roles. Take on customer context and stakeholder insight from the sales team at handoff, so customer satisfaction and therefore expansion planning start on day one. Share customer feedback and market developments with Product and Marketing, to inform roadmap and packaging. What We're Looking For Bachelor's degree or equivalent experience in Business, Marketing, Engineering, Manufacturing, Supply Chain or a related field. 7+ years of experience in enterprise B2B account management or sales, plus hands-on familiarity with manufacturing, industrial operations, or frontline workforce training/technology environments required. A proven track record of meeting or exceeding quota on renewals and expansion, including complex, multi-site deals. Strong negotiation and commercial skills, including pricing and multi-year contract structuring. Excellent communication and interpersonal skills, comfortable talking with everyone from a plant manager to a VP of Operations to a CFO. Ability to partner closely with Customer Success while owning a number, working independently and collaboratively in a fast-paced environment. Familiarity with CRM platforms (e.g., HubSpot, Salesforce) and disciplined forecasting. Energized by travel. This role includes approximately 25% travel to customer sites. Compensation & Benefits Competitive base salary commensurate with experience Variable compensation tied to renewal and expansion quota attainment Full benefits: medical, dental, vision Home office stipend + travel expense coverage DeepHow is proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.