Account Manager

Role Overview

• Own a book of business with responsibility for customer retention, renewals, and expansion.
• Lead renewal motions from planning through close, including stakeholder coordination, commercial conversations, and contract execution.
• Identify and close upsell and cross-sell opportunities across existing accounts, including new AI training offerings and other growth opportunities.
• Build strong working relationships with customer program owners while expanding engagement across technical and executive stakeholders.
• Multithread into broader buying centers, especially within the CIO organization, to strengthen account depth and uncover new opportunities.
• Run onboarding, adoption, and business review conversations that reinforce customer value and create momentum for retention and growth.
• Develop account plans and proactive engagement strategies to improve relationship coverage, customer outcomes, and commercial performance.
• Partner with Customer Support and internal cross-functional teams to ensure customers receive a strong overall experience.
• Maintain accurate customer records, opportunity management, and forecasting in HubSpot and related systems.
• Operate with urgency, accountability, and discipline in a results-driven environment.

Requirements

• 4+ years of experience in SaaS account management or a similar customer-facing commercial role.
• Proven success owning renewals and driving growth within existing customer accounts.
• Experience engaging customers on enterprise AI adoption, clearly articulating AI capabilities, limitations, and business impact, and translating technical AI concepts into outcomes relevant for security, engineering, and business leaders.
• Proven ability to build credibility and maintain relationships with AI-focused stakeholders including Heads of AI, Chief Technology Officers, Chief Information Security Officers, and AI governance or innovation leaders, supporting strategic account growth and expansion.
• Closing experience and confidence handling expansion conversations, pricing discussions, and commercial follow-through.
• Ability to build trust with both day-to-day customer contacts and more senior stakeholders.
• Comfort working with technical buyers and customer environments tied to software development, engineering, security, or technical learning.
• Familiarity with the software development lifecycle and an understanding of developer culture, secure coding, or adjacent technical concepts.
• Strong communication, presentation, and relationship-building skills.
• Strong organization and execution skills in a remote, fast-moving environment.
• Experience with HubSpot, Gong, or comparable CRM and sales tools.
• Preferred Qualifications: Experience in cybersecurity, developer tools, technical training, or learning technology. Experience selling into engineering, security, or CIO organizations. Experience with QBRs, account planning, and contract negotiations. Familiarity with consultative sales methodologies such as Sandler, MEDDIC, or Challenger. Experience in a high-growth SaaS company. Bachelor's degree preferred.

Tech Stack

• Cyber Security

Benefits

• Your work will directly help customers improve software security and reduce risk.
• You will play a meaningful role in expanding customer partnerships and bringing new AI training solutions to market.
• You will have ownership, visibility, and the ability to make a measurable impact.
• You will be part of a remote-first team that values accountability, collaboration, and growth.
• You will work at the intersection of cybersecurity, software development, and AI.