Senior Account Manager - Renewals and Expansion
New
D
DopplerSecrets management software
Remote - USAFull-TimeSenior
Salary$140K–$175K OTE (60/40 split)
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Job Details
- Experience
- 3+ years in account management or software sales at a B2B software company
- Required Skills
- SalesforceDevOpsAccount Management
Requirements
- Have 3+ years of account management or software sales experience at a B2B software company.
- Bring a track record of meeting or exceeding sales targets, ideally with a renewal or expansion quota.
- Have experience selling to technical buyers and familiarity with developer tools, DevOps, infrastructure, or security products.
- Demonstrate strong discovery skills and the ability to understand engineering environments before positioning a solution.
- Be able to map stakeholders, manage executive relationships, and grow accounts over multi-year cycles.
- Have working knowledge of MEDDPICC and the discipline to apply it consistently.
- Track account health, renewal timelines, and follow-ups carefully while managing multiple accounts.
- Take ownership of the sales cycle, identify blockers, and move deals forward independently.
- Be comfortable with a mid-market ACV sales motion and building expansion pipeline through outbound.
- Be comfortable using CRMs, email automation, and prospecting tools.
- Be willing to travel for strategic customer visits.
Responsibilities
- Own renewal and expansion revenue across a portfolio of existing customers and meet quarterly and annual targets.
- Develop and execute multi-year account plans that map stakeholders, identify expansion opportunities, and quantify potential across business units, geographies, and product areas.
- Reinforce customer value, outcomes, and ROI ahead of contract milestones to secure on-time renewals.
- Monitor account health and usage data, identify churn or contraction risks, and coordinate solutions with Customer Success, Support, and Product.
- Build trusted relationships with CTOs, VPs of Engineering, Heads of DevOps, and other customer executives.
- Conduct onsite and virtual check-ins, QBRs, and executive business reviews.
- Coordinate with internal teams, including Engineering, Product, and Marketing, on customer growth strategies, technical discussions, go-to-market work, and feedback.
- Apply MEDDPICC across the pipeline and maintain accurate Salesforce records, next steps, and forecasts.
- Use AI and sales tools to research accounts and improve sales execution.
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