Sales Account Manager, SMB

Pathify provides a digital engagement hub for higher education institutions. The Account Manager, SMB drives retention and account growth across a portfolio of higher education customers by managing renewals, identifying expansion opportunities, and coordinating with Customer Success and Support to resolve customer issues.

Responsibilities:

• Maintain high daily/weekly outreach activity to manage a book of business of at least 45 SMB customer accounts
• Drive key retention and growth metrics, targeting specific Gross Dollar Retention (GDR) and Net Dollar Retention (NDR) goals
• Manage full renewal cycles, ensuring high customer retention across all assigned SMB institutions
• Identify and close expansion opportunities by cross-selling new Pathify features, add-ons, and modules
• Collaborate closely with Customer Success and Support teams to route, monitor, and resolve technical support issues rapidly
• Conduct regular account check-ins and run high-frequency product discovery calls to showcase feature enhancements
• Track quantifiable KPIs including daily call/email volume, demo completion rates, pipeline velocity, and renewal timelines
• Deliver quick, value-driven demonstrations of new Pathify capabilities tailored to SMB client needs
• Maintain meticulous CRM records, logging all daily activities, renewal statuses, and upsell pipeline updates in real time
• Research trends in Higher Education and Technology  and discover new opportunities to increase sales
• Log activities and update pipeline metrics daily
• Maintain a strong understanding of the Pathify platform, especially focusing on best practices and valuable use cases
• Other duties as assigned

Requirements:

• High-energy, activity-driven mindset with strong organization and time management skills
• Capacity to use initiative and independent judgment appropriately while making decisions quickly and effectively
• Rapid mastery of the technology
• Willingness to motivate colleagues and teams to work towards shared sales targets and strategies
• Comfortable with quantifiable metrics, daily call/activity expectations, and aggressive retention targets
• Entrepreneurial spirit, intellectual curiosity, and persuasive confidence
• Demonstrated desire for continuous learning and improvement
• Trust, positivity, patience, and a desire to learn and have fun
• Ability to use standard office equipment, computer equipment and software, including word processing, database management, spreadsheet applications, and electronic mail
• 2-3 years of account management in a SaaS environment, or equivalent experience in a similar role
• Evidence of consistent above quota production in a similar role
• Higher Ed tech experience a plus
• Start-up professional experience a plus