Senior Account Manager
Remote · United States or Boston, Massachusetts, United States
Job Summary
Own and execute the expansion motion for a defined book of strategic accounts, identifying and closing upgrade and consolidation opportunities across 3-6 month deal cycles. Lead commercial conversations related to upgrades, plan expansions, and contract changes from identification through signed agreement. Partner closely with Customer Success Managers on jointly owned accounts, bringing commercial expertise to relationships the CSM has built. Prospect proactively into unmanaged and lightly managed accounts using usage data, intent signals, and your own outbound motion to create net-new pipeline. Maintain accurate opportunity tracking, pipeline forecasting, and account documentation in Salesforce so the whole team has real visibility into the business. This role requires demonstrated success in generating and closing expansion revenue, navigating enterprise deal cycles, strong negotiation skills, collaborative mindset with CS, and comfort with AI-enabled workflows.
Required Qualifications
- Demonstrated success generating and closing expansion revenue from an existing book of business.
- Experience navigating enterprise deal cycles: procurement involvement, multi-stakeholder buying groups, and close timelines of 3-6 months with accounts in the 200+ employee range.
- Strong commercial instincts and negotiation skills; comfortable owning upgrade and contract conversations end-to-end.
- Ability to partner with Customer Success; value of CSMA relationship; collaborative environment.
- Some experience with cold outbound or self-sourced prospecting; ability to find own pipeline when needed.
- Comfort with AI tools in workflow; willingness to leverage tooling for speed and effectiveness.
- Salesforce proficiency for opportunity management, forecasting, and account documentation.
Apply with one swipe on Sorce. We auto-fill applications and apply on your behalf — no cover letters, no 40-minute forms.
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.