Own revenue targets, forecasts, and commercial outcomes for a named portfolio of enterprise accounts.
Achieve or exceed ARR growth targets through renewals, upsells, and cross-sell initiatives.
Lead renewal and expansion negotiations, ensuring timely, value-driven outcomes.
Identify whitespace, new buying centers, and expansion paths across departments and entities.
Develop and maintain detailed account plans outlining growth strategy, revenue targets, stakeholders, and risk areas.
Build trusted relationships with senior and executive stakeholders; operate as a strategic commercial advisor.
Maintain executive-level alignment on value realization, roadmap relevance, and long-term partnership.
Drive cross-sell and upsell opportunities aligned to customer maturity, adoption signals, and business priorities.
Collaborate with CSMs to translate adoption insights into commercial expansion motions.
Support complex deal structuring and value articulation for enterprise buying committees.

5+ years of enterprise account management or strategic sales experience in SaaS or enterprise technology.
Proven track record of driving expansion and cross-sell within large, complex enterprise accounts (including $1B+ organizations).
Strong consultative, value-based selling and stakeholder management skills.
Experience navigating multi-stakeholder, multi-product, and long sales cycles.
Ability to analyze account data, prioritize high-potential opportunities, and execute against growth plans.
Excellent communication, negotiation, and executive-level presentation skills.
Experience managing tiered portfolios with clear account segmentation.
Experience selling into risk, compliance, ESG, legal, or regulated enterprise environments is a plus.
Familiarity with enterprise SaaS pricing, contract structures, and renewal mechanics.
Experience in PE-backed or high-growth environments with strong forecast and KPI discipline.

Enterprise Account Manager

Key skills