Account Manager

Summary

Join our Sales team as a growth-focused Account Manager dedicated to driving expansion revenue by identifying, managing, and closing upsell and cross-sell opportunities within a defined book of existing customers. This role involves acting as a strategic partner to customers, helping them uncover additional value from Formstack’s product suite. You will play a critical role in growing our revenue and product adoption across departments. This is a hybrid position requiring in-office presence in Denver three days per week (Tuesdays, Wednesdays, and Thursdays). You will need to develop deep relationships with key customer stakeholders and partner closely with Customer Success to share account insights and coordinate customer engagement strategies. The role requires leading discovery, product positioning, and value-based selling for Formstack’s platform.

Requirements

• 3–5 years of experience in B2B sales, with a strong background in Account Management or Expansion Sales
• Demonstrated success growing revenue within existing Mid-Market or Enterprise accounts
• Strong consultative selling and discovery skills; able to map business problems to platform capabilities
• Proficient in CRM systems such as Salesforce; highly organized and self-motivated
• Comfortable working in a hybrid environment and engaging face-to-face with colleagues and collaborators three days per week

Responsibilities

• Drive upsell and cross-sell opportunities within an assigned portfolio of current customers
• Develop deep relationships with key customer stakeholders to understand evolving needs and expansion potential
• Partner closely with Customer Success to share account insights and coordinate customer engagement strategies
• Lead discovery, product positioning, and value-based selling for Formstack’s platform: Forms, Documents, Sign, and Workflows
• Collaborate with Product, Marketing, and Sales Engineering teams to support your expansion efforts
• Track pipeline activity, opportunity status, and revenue forecasts in Salesforce and related systems

Preferred Qualifications

• SaaS experience, especially in workflow automation or form/document management solutions
• Exposure to selling into highly regulated industries such as Education, Healthcare, or Government
• Familiarity with complex sales cycles involving multiple stakeholders and technical integrations