Enterprise Account Manager (Strategic Renewals)
F
FlosumEnterprise software
Workable workplace: remote; Workable locations: United States; Location: United StatesFull-TimeManager
SalaryCompetitive base plus variable compensation tied to retention.
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Job Details
- Experience
- 7+ years in enterprise account management, renewals, or customer-facing sales at a B2B software company.
- Required Skills
- SalesforceDevOps
Requirements
- Have 7+ years in enterprise account management, renewals, or customer-facing sales at a B2B software company.
- Have managed a significant book of business, ideally $5M+ in annual recurring revenue, with individual accounts above $250K.
- Have sold or renewed complex IT solutions in areas such as DevOps, data protection, security, infrastructure, or developer platforms.
- Show a track record of saving at-risk renewals by engaging executives, supported by measurable results.
- Negotiate effectively, pursue multi-year terms, and handle discussions about price and value.
- Understand how NRR and GRR are calculated and how account-management work affects them.
- Communicate clearly and concisely in writing and speaking, including briefing a CIO.
- Experience in the Salesforce ecosystem is a strong plus.
Responsibilities
- Own renewals across a book of strategic and smaller enterprise accounts and protect recurring revenue.
- Build relationships with CIOs, CTOs, VPs of Engineering, and heads of Salesforce platforms.
- Identify account risk early, develop save plans, and execute them with urgency.
- Move customers from Salesforce-native products to the cloud-native platform and make the business case for the transition.
- Defend accounts against competitors, in-house builds, and new enterprise architectures.
- Coordinate product, support, engineering, and customer success teams around customer needs.
- Identify expansion opportunities and hand them to the sales team with a clear plan.
- Maintain accurate forecasts and a clean renewal pipeline in Salesforce.
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