Account Manager, SMB

The Account Manager, SMB is a quota-carrying sales professional responsible for retaining, expanding, and strengthening a portfolio of small and medium-sized business customers. The role develops account plans, identifies whitespace and customer priorities, leads consultative expansion sales cycles, and coordinates internal resources to support customer value and durable revenue growth. 

WHAT YOU’LL BE DOING:Portfolio and Account PlanningDevelop and maintain portfolio and account plans based on customer goals, utilization, solution footprint, whitespace, renewal considerations, and growth potential. Prioritize customer engagement and selling activity according to opportunity, risk, and strategic value. Maintain accurate account, contact, activity, and opportunity data in Salesforce. Customer Growth and Consultative SellingBuild relationships with customer stakeholders and conduct discovery to identify business needs, expansion opportunities, and measurable value. Lead the full expansion sales cycle from opportunity creation through proposal, negotiation, and close. Position additional products and services in ways that align with customer priorities and fit. Pipeline, Forecast, and Commercial DisciplineMaintain sufficient expansion pipeline and evidence-based opportunity stages, close dates, risks, and forecast calls. Develop proposals and lead commercial conversations within approval standards. Identify risks to growth or customer value and coordinate timely action with internal partners. Customer and Cross-Functional PartnershipPartner with Customer Success, Support, Solutions Consulting, Product, Finance, Legal, and Revenue Operations to coordinate account strategy and customer experience. Ensure clear ownership and handoffs across commercial and customer-success activities. Continuous Learning and Technology AdoptionBuild product, market, customer, and commercial knowledge through ongoing learning and coaching. Use approved AI, CRM, revenue-intelligence, and enablement tools to improve account insight, preparation, prioritization, and productivity.