Account Manager, Core Accounts

Account Manager, Core Accounts

The Account Manager, Core Accounts is responsible for the commercial health and strategic growth of an assigned book of business within our long-tail customer segment. This is a retention and growth role, with commercial focus to renew, protect, and expand existing customer relationships.

This role operates within a scaled, high-volume model. Account Managers are expected to manage a book of 80 or more accounts and apply systematic, tools-driven approaches to prioritisation and customer engagement. Success in this role requires the ability to see patterns across a portfolio, operate from a structured playbook, and allocate time and energy to the accounts and activities most likely to drive commercial outcomes.

The Account Manager is the primary commercial owner of the customer relationship from kickoff through renewal. They partner closely with Customer Success, overlay sales teams, and new business sales functions on the account.

Key responsibilities include:

• Leading all commercial conversations from the midyear review through contract close
• Managing the full 12-month customer lifecycle, taking ownership of each defined milestone
• Building and maintaining pipeline coverage at a minimum of 3 individual quota target, aiming to grow accounts to meet retention and growth sales quotas
• Proactively identifying renewal risk and implementing mitigation strategies early in the customer lifecycle
• Negotiating, closing, and growing existing contracts, with a focus on net revenue retention and expansion

Additional responsibilities include:

• Partnering with Customer Success on the kick-off call to establish goals and build trust from day one
• Leading the midyear Executive Business Review to reviewing progress against customer goals, demonstrating value, and beginning renewal priming
• Owning the back half of the customer journey (months 712) with a focus on commercial outcomes, negotiation, and contract closure
• Maintaining a proactive 30-day engagement rhythm between all formal lifecycle milestones
• Working in close partnership with Customer Success, overlay sales teams, and new business functions on the complex needs and variety of sales opportunities in your book of business
• Applying the company's Rules of Engagement to determine when to lead, when to partner, and when to hand off, including qualifying opportunities for overlay programmes
• Avoiding over-owning deals or motions that fall outside the core AM mandate; recognising when another function should lead
• Maintaining accurate and up-to-date CRM records for all accounts, interactions, and pipeline
• Using available tooling and reporting to surface prioritisation signals and guide daily focus
• Operating from the team's defined playbooks and processes rather than relying on individual judgement alone

What success looks like in this role includes:

• Renewal rate at or above team target
• Net Revenue Retention (NRR) meeting or exceeding individual quota
• Pipeline maintained at 3X quota coverage at all times
• All accounts engaged within 30 days of assignment
• Daily call targets met consistently
• Quarterly cadence meetings in place across the majority of the book
• Accurate, current CRM data across the full book of business

Qualifications

Experience:

• 25 years of experience in account management, sales, renewals, or a related commercial role
• Demonstrated track record of meeting or exceeding renewal and/or revenue retention targets
• Experience managing a high-volume book of business or working in a scaled, long-tail commercial model preferred
• Background in B2B SaaS, media, data, or technology sectors preferred

Commercial Skills:

• Ability to lead commercial conversations including negotiation, objection handling, and contract close
• Confidence running Executive Business Reviews and midyear strategic reviews with customer stakeholders
• Skilled at identifying expansion opportunities, upsell signals, and churn risk within an existing account base
• Comfortable building and managing a pipeline with consistent coverage discipline

Relationship & Communication Skills:

• Strong verbal and written communication skills, with the ability to engage stakeholders at multiple levels of a customer organisation
• Ability to build credibility and trust quickly, particularly in a high-volume book where relationship depth must be built efficiently
• Comfortable with multithreading building relationships across multiple contacts within a single account

Operational & Strategic Skills:

• Ability to manage and prioritise a high-volume book of business without uniform, high-touch attention on every account
• Systems thinker who is comfortable identifying patterns across a portfolio and acting on them proactively
• Proficient in CRM platforms (Salesforce preferred), and comfortable using reporting and dashboards to guide daily priorities
• Ability to work within structured playbooks and defined processes while exercising independent judgement where appropriate

Preferred Qualifications

• Experience in a long-tail or scaled account management model with 50+ accounts
• Familiarity with overlay sales models and partner/channel go-to-market structures
• Experience with sales technology platforms (e.g. Gong, Outreach, Ebsta, ZoomInfo)
• Prior exposure to media, research, data, or market intelligence products and services
• Professional fluency in Spanish

Additional Information

All your information will be kept confidential according to EEO guidelines.

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