Account Manager, Mid-Market

Aurora Solar develops software that helps solar professionals sell, design, and install residential and commercial solar arrays. The Account Manager will manage a high-volume portfolio of scaled accounts, driving retention, early renewals, and expansion through proactive account management and AI-assisted workflows. The role also involves maintaining Salesforce data, improving operational processes, identifying customer risks and upsell opportunities, and collaborating cross-functionally.

Responsibilities:

• Own and grow a high-volume portfolio of accounts in the Scaled AM segment, driving retention, early renewal upsells, and expansion through a combination of proactive outreach and AI-assisted workflows
• Serve as the primary relationship owner for customers under approximately $25K to $50K ARR, ensuring every account receives timely, relevant engagement, even at scale
• Operationalize and continuously improve AI-assisted workflows that support customer onboarding, ramp acceleration, health monitoring, and upsell identification
• Identify and act on ramping risk signals early, ensuring new logos reach their utilization thresholds within the ramp window
• Surface and qualify early upsell opportunities by detecting usage-based signals and coordinating with Account Executives and Enterprise Account Managers on expansion motions
• Maintain clean, structured Salesforce data across the Scaled AM segment, including contact/account hygiene, renewal timelines, so that AI-driven workflows operate on reliable inputs
• Partner with GTM Ops to scope, test, and refine the tooling and field structures that power scaled customer intelligence
• Document workflows, playbooks, and operational processes for repeatable, low-maintenance assets the team can build on
• Identify recurring customer questions, content gaps, and failed resolution patterns, and route them to the right internal owner (Support, Product, Sales) through a structured process
• Advocate for customers internally while contributing to Aurora's broader go-to-market strategy and product feedback loops

Requirements:

• 2+ years of experience in Account Management, Customer Success, or Sales, preferably in a SaaS or clean tech environment
• Proven ability to manage a high-volume book of business with strong retention and upsell results, even with limited one-on-one customer time
• Comfort building and executing structured workflows — you don't just manage accounts, you build systems to manage them better
• Experience with Salesforce or similar CRM tools; you understand why data hygiene matters and you maintain it as a daily habit, not a quarterly cleanup
• Ability to identify account health signals — usage data, engagement trends, renewal timelines — and act on them before risk becomes obvious
• Strong written communication skills; you can craft outreach that feels personal at scale and represent Aurora's voice clearly across a large customer base
• Collaborative instincts — you're comfortable working cross-functionally with Sales, RevOps, Support, Product, and GTM Ops to get things done for your customers
• Organized, self-directed, and able to manage competing priorities across a complex portfolio without letting things fall through the cracks
• Experience working with AI tools in a professional workflow context — drafting, summarizing, routing, or automating repeatable tasks
• Familiarity with AI agent platforms or automation tools and an interest in building workflows, not just using them
• Background in solar, clean energy, or construction tech — understanding of the contractor and installer market is a real advantage
• Prior experience in a high-growth SaaS environment where you had to build processes, not just follow them
• Ability to scope operational needs clearly and partner with technical or ops stakeholders to implement them
• Familiarity with credit-based, usage-based, or tiered SaaS pricing models
• Experience contributing to internal documentation, playbooks, or knowledge bases — you know how to write something once so the team benefits from it repeatedly