Account Manager, Core Accounts
HybridNewton, Massachusetts, United States
Job Summary
Lead all commercial conversations from midyear review through contract close, managing the full 12-month customer lifecycle and building pipeline coverage at a minimum of 3× individual quota target. Proactively identify renewal risk and implement mitigation strategies early, while negotiating, closing, and growing existing contracts to meet retention and growth sales quotas. Partner with Customer Success on kickoff calls and lead midyear Executive Business Reviews to demonstrate value and prime renewals, maintaining a proactive 30-day engagement rhythm across all formal milestones. Maintain accurate CRM records and operate from defined playbooks to prioritize activities that drive commercial outcomes.
Required Qualifications
- 2–5 years of experience in account management, sales, renewals, or a related commercial role
- Demonstrated track record of meeting or exceeding renewal and/or revenue retention targets
- Experience managing a high-volume book of business or working in a scaled, long-tail commercial model
- Background in B2B SaaS, media, data, or technology sectors
- Ability to lead commercial conversations including negotiation, objection handling, and contract close
- Confidence running Executive Business Reviews and midyear strategic reviews with customer stakeholders
- Skilled at identifying expansion opportunities, upsell signals, and churn risk within an existing account base
- Comfortable building and managing a pipeline with consistent coverage discipline
- Strong verbal and written communication skills, with the ability to engage stakeholders at multiple levels of a customer organisation
- Ability to build credibility and trust quickly, particularly in a high-volume book where relationship depth must be built efficiently
- Comfortable with multithreading — building relationships across multiple contacts within a single account
- Ability to manage and prioritise a high-volume book of business without uniform, high-touch attention on every account
- Systems thinker who is comfortable identifying patterns across a portfolio and acting on them proactively
- Proficient in CRM platforms (Salesforce preferred), , and comfortable using reporting and dashboards to guide daily priorities
- Ability to work within structured playbooks and defined processes while exercising independent judgement where appropriate
Desired Qualifications
- Experience in a long-tail or scaled account management model with 50+ accounts
- Familiarity with overlay sales models and partner/channel go-to-market structures
- Experience with sales technology platforms (e.g. Gong, Outreach, Ebsta, ZoomInfo)
- Prior exposure to media, research, data, or market intelligence products and services
- Professional fluency in Spanish
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