Account Manager, Growth

Summary

Join Appcues as a Growth Account Manager and drive growth across our largest and most high-potential accounts. Build relationships with key stakeholders, uncover new opportunities, and execute strategic outbound efforts to expand our footprint within these accounts. Partner closely with Customer Success Managers to develop account plans, pursue referral opportunities, and identify areas for expansion. Your day-to-day will involve outbound prospecting, relationship management, renewal contracting, and cross-functional collaboration. The ideal candidate will have a SaaS Account Management background, a hunter mentality, and be comfortable working with new technology to drive contract growth. You will act as the commercial guide of the account, responsible for setting the vision and strategy for growth and coordinating internal resources to execute.

Requirements

• 4+ years of experience in a B2B SaaS Account Management, ideally at a 30M+ company
• Proven track record of growing large, complex accounts and exceeding revenue goals
• Comfortable with outbound prospecting and building pipeline from within existing customer accounts
• Experience navigating complex organizations with multiple stakeholders and buying centers
• Strong executive presence — able to earn trust and drive urgency with VP- and C-level decision makers
• Ability to lead with value and educate customers on best practices, industry trends, and strategic opportunities
• Excellent communication, presentation, and negotiation skills with senior stakeholders
• Strategic thinker who can develop tailored growth plans based on customer goals and business context
• Experience working with decision-makers and influencers within product, marketing, engineering, and customer success teams
• Collaborative mindset and experience working closely with customer success and cross-functional teams
• Highly organized and self-motivated, with a strong sense of ownership
• Experience working with Salesforce

Responsibilities

• Lead and execute a strategy to expand portfolio of high-potential accounts
• Partner closely with Customer Success Managers and Marketing counterparts to use account intelligence to develop and execute strategic account retention and growth strategies
• Meet or exceed quarterly expansion pipeline and revenue targets
• Map key growth potential accounts to comprehensively understand their priorities, business units, stakeholders, and buying centers
• Identify and engage non-converted buyer centers to maximize account expansion through referrals and outbound prospecting
• Build strong, consultative relationships with senior decision-makers to uncover new opportunities
• Lead renewal conversations with a focus on maximizing value and driving upsell
• Use data and insights from product usage and customer conversations to prioritize and time outreach effectively
• Act as the commercial guide of the account — responsible for setting the vision and strategy for growth and coordinating internal resources to execute
• Conduct sales qualification calls, platform demos, and contract negotiations for new teams or divisions within assigned accounts to expand total customer contract value
• Actively participate in weekly pipeline reviews
• Advocate for customer needs for training and services where needed
• Advocate for the overall health of relationship to Appcues, acting proactively to address issues and concerns
• Engage with Appcues Support, Success, and Billing teams to ensure customer questions are addressed in a timely manner
• Maintain accurate pipeline and forecast data in CRM systems
• Serve as a trusted advisor and advocate for customers, connecting their goals to our solutions
• Contribute to the development of best practices for strategic account growth

Preferred Qualifications

Knowledge & Interest in Appcues

Benefits

• $60,000 - $80,000 a year
• This role will also be eligible for variable compensation
• 100% remote - We don’t have an office so all of our employees learn and collaborate in the same way using remote work practices. This won't change post-COVID as we are committed to being 100% remote for the long-term. We work in Slack, Zoom, and a collection of modern collaboration tools. We have inclusive remote events and we get together annually for a fun off-site retreat
• Well-being - You'll have solid health, dental, and vision plans; access to 401k, and a generous maternity and paternity leave
• Fair pay - Each role has a defined salary band, bands and salaries are audited on a regular basis to help maintain fairness and market value
• Home office and tech budget - Besides paying for your work computer (Mac or PC), we offer a one-time $1000 home office stipend and an additional $500 annual budget for extra work-related technology
• Coworking space, on us - Home office not cutting it? We'll reimburse your monthly coworking fees
• Equity - We want everyone invested in our success. We grant every employee equity in the company
• Transparency and collaboration - We foster team alignment with meetings of all shapes and sizes—a monthly all-hands meeting called FirstThurs, weekly team lunches, and Lunch & Learns., and an annual learning stipend
• Flexible Time Off - We believe time away to reflect and explore makes us all more productive, so employees don’t accrue vacation time – they work with their managers to schedule time off when they need it, consistent with our Flexible Time Off policy. Employees based in the USA also take off all US federal holidays. Employees residing in other countries can choose to follow their local national holidays or US federal holidays