Growth Account Manager

At Appcues, our Account Executives, Solutions Engineers, Account Managers, Customer Success, and Customer Support teams work together to help our customers adopt Appcues and create great user experiences. The CX teams at Appcues help customers solve real, technical problems while creating the revenue streams that help the company and our customers drive product adoption. 

As a Growth Account Manager, you’ll play a critical role in driving growth across our largest and most high-potential accounts. You’ll be responsible for building relationships with key stakeholders, uncovering new opportunities, and executing strategic outbound efforts to expand our footprint within these accounts. You’ll partner closely with Customer Success Managers to develop account plans, pursue referral opportunities, and identify areas for expansion through account research, stakeholder mapping, and targeted outbound outreach. Your day-to-day will involve a blend of outbound prospecting, relationship management, renewal contracting, and cross-functional collaboration to accelerate growth in your portfolio. The ideal candidate will have a SaaS Account Management background, a hunter mentality, and will be comfortable working with new technology to drive contract growth with decision-makers and influencers within product, marketing, engineering, and customer success teams. 

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

Qualifications

• 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 
• Bonus: Knowledge & Interest in Appcues

$100,000 - $120,000 a year

This is a variable eligible position and the range above is total on target earnings (OTE)