Portfolio Strategy: Manage a book of approximately 40-60 accounts, prioritizing efforts based on account health and expansion potential.
Consultative Upselling: Navigate mid-market organizations to find new budget holders. You won't just wait for an inbound request; you will build cases for new modules and seat expansion.
Executive Presence: Lead Quarterly Business Reviews (QBRs) with VPs and Directors, translating technical usage data into business outcomes (ROI).
Educational Authority: Conduct deep-dive training sessions and "Lunch & Learns" to drive adoption across diverse departments. You must be able to command a Zoom room of 20+ stakeholders.
Renewal Precision: Forecast renewal cycles 6–9 months in advance. You will handle the full negotiation process, including redlines and working with legal/procurement teams.

3–5 years of experience in B2B SaaS Account Management, specifically managing Mid-Market accounts.
Proven track record of maintaining a Net Revenue Retention (NRR) of 100%+.
Experience navigating multi-stakeholder sales (Legal, IT, Procurement, and Finance).
Strong technical aptitude—you can learn the "ins and outs" of a complex product quickly.
The "Hybrid" Skillset: You have the heart of a Teacher (for training) but the mind of a Closer (for renewals and upsells).
Data-Driven: You are comfortable using tools like Gainsight, ChurnZero, or Salesforce to identify patterns in customer behavior.
Project Management: You can juggle multiple renewal cycles and training schedules simultaneously without letting details slip through the cracks.

Account Manager, Mid-Market

Key skills