Commercial Account Manager

Accountabilities: Drive account growth and retention: Manage a portfolio of commercial customers, identify opportunities for expansion, strengthen adoption, and maximize recurring revenue through strategic account management. Build executive relationships: Develop trusted partnerships with economic buyers, senior executives, and key decision-makers, expanding relationships across departments and business functions. Deliver consultative sales strategies: Understand customers' business objectives, industry trends, operational challenges, and workforce needs to demonstrate the value of the platform and recommend tailored solutions. Lead business reviews: Conduct regular Quarterly Business Reviews (QBRs) and Executive Business Reviews (EBRs), providing strategic insights, demonstrating business impact, and aligning stakeholders around future opportunities. Manage renewals and negotiations: Secure annual subscription renewals, validate budgets, coordinate stakeholders, negotiate commercial terms, and manage the contracting process through completion. Own revenue forecasting: Take responsibility for account-level revenue performance, including retention and expansion, while maintaining accurate forecasts and collaborating with Customer Success on growth strategies. Collaborate across teams: Partner with Customer Success, Professional Services, Support, Marketing, Product, and Engineering to resolve customer challenges, improve adoption, and deliver measurable business outcomes. Optimize account performance: Prioritize high-impact initiatives, identify risks to renewals, and develop proactive strategies to improve customer satisfaction, revenue predictability, and long-term account value. Stay informed about customer needs: Monitor changes in customer priorities, market conditions, and industry developments to identify emerging opportunities and provide relevant recommendations. Requirements Professional experience: At least 3 years of experience in quota-carrying sales roles focused on existing customers, account management, retention, and revenue expansion. Experience managing a high volume of accounts is important; prior Sales Development Representative (SDR) or Account Executive (AE) experience in new business acquisition is an advantage. Industry knowledge: Experience with contingent workforce management, staffing, independent contractors (IC), Agent of Record (AOR), Employer of Record (EOR), Managed Service Provider (MSP), or Vendor Management System (VMS) solutions is highly desirable. Sales performance: A proven track record of consistently meeting or exceeding sales targets, particularly in customer retention, account expansion, and revenue growth. Consultative selling: Demonstrated ability to connect products and services to customer business needs, conduct effective discovery, identify opportunities, solve complex problems, and follow through on commitments. Relationship management: Strong interpersonal skills and the ability to build trusted relationships with senior executives, economic buyers, and cross-functional stakeholders. Executive communication: Excellent verbal and written communication skills, with the confidence and executive presence needed to influence decision-makers and communicate business value effectively. Accountability and resilience: A strong sense of ownership, initiative, and accountability, combined with resilience, adaptability, and a proactive approach to overcoming challenges. Strategic prioritization: The ability to manage competing priorities, focus on the highest-impact opportunities, and balance immediate customer needs with long-term account development. Team collaboration: A collaborative yet achievement-oriented mindset, with a genuine commitment to continuous learning, professional development, and shared success. Work environment: Comfort working in a fast-paced, evolving organization where flexibility, independent decision-making, and accountability are essential. Benefits Competitive base salary: Estimated annual base compensation of $70,000–$90,000 USD , depending on qualifications and experience. Performance-based compensation: Eligible for sales incentive compensation, with estimated on-target earnings (OTE) of $116,000–$150,000 USD . Comprehensive healthcare: Medical coverage for employees and their families. Retirement benefits: Access to a 401(k) plan with employer matching. Flexible time off: Unlimited paid time off (PTO), supporting work-life balance and personal well-being. Paid parental leave: 12 weeks of paid parental leave. Remote work: Work remotely from the United States, with the flexibility to manage your work environment. Career development: Opportunities to develop commercial expertise, strengthen executive relationships, and grow within a dynamic, technology-focused organization. Collaborative culture: Work alongside cross-functional teams in an environment that values trust, innovation, curiosity, excellence, and ownership.