Account Manager, Buying Groups
Position Description:
The Account Manager - Buying Groups owns the commercial relationship for assigned buying group accounts and is accountable for renewal, retention of contracted revenue, and expansion within the installed base. This role owns the contract, the pricing conversation, and the renewal outcome, partnering with Customer Success on adoption evidence and account health to build the commercial case. Working closely with Customer Success, Implementation, Finance, and Product, the Account Manager converts qualified opportunities into signed agreements, moves accounts onto multi-year terms where appropriate, and protects and grows revenue across the assigned book.
Positions Available: 1
What you will do:
- Own the commercial relationship, renewal outcomes, and revenue performance for a defined portfolio of buying group accounts.
- Maintain an accurate renewal forecast and calendar, ensuring each renewal has a documented strategy covering contract term, pricing, scope, customer sentiment, and identified risks well in advance of the renewal date.
- Lead renewal negotiations, including pricing discussions, contract terms, escalators, and scope adjustments, while driving opportunities to transition short-term agreements into longer-term commitments where appropriate.
- Develop and maintain strategic account plans that include current entitlements, whitespace opportunities, member penetration, stakeholder mapping, competitive landscape, and expansion strategy.
- Qualify, develop, and close Customer Success Qualified Leads (CSQLs) generated by Customer Success, while proactively identifying and creating new opportunities through account planning and relationship development.
- Partner closely with Customer Success Managers to leverage customer adoption data, business outcomes, and value realization insights to support renewal, expansion, and pricing conversations.
- Own expansion opportunities within assigned accounts, including additional members, modules, connections, and platform entitlements.
- Maintain accurate sales forecasts, pipeline reporting, and opportunity records, ensuring stages, revenue values, close dates, and next steps accurately reflect account reality.
- Prepare and deliver commercial proposals, pricing quotes, and contract documentation while collaborating with Finance, Legal, and internal stakeholders through completion.
- Lead or support executive business reviews with buying group leadership, connecting customer performance, business outcomes, and future opportunities to the broader commercial strategy.
- Identify churn and down sell risks early, communicate risks proactively, and develop recovery plans in partnership with Customer Success and internal stakeholders.
- Ensure seamless transition of newly sold scope to Implementation by providing clear documentation of requirements, commitments, timelines, and customer expectations.
- Provide market and customer insights to Product, Finance, and leadership teams regarding pricing strategy, packaging opportunities, competitive positioning, and product enhancements.
- Other duties as assigned.
What you will bring:
- 5+ years of experience in Account Management, Renewals, Customer Success, or B2B SaaS sales, with direct ownership of renewal and expansion revenue outcomes.
- Proven track record of achieving retention, growth, and revenue targets across a defined portfolio of accounts.
- Demonstrated experience negotiating multi-year agreements, pricing strategies, contract escalations, and scope changes with commercial and executive stakeholders.
- Experience working within B2B integrations, EDI, supply chain, distribution, or buying group environments is preferred.
- Ability to develop compelling commercial strategies using customer usage data, business outcomes, and measurable value drivers rather than relying solely on relationships.
- Strong forecasting discipline with a commitment to accurate CRM management, pipeline visibility, opportunity tracking, and reporting.
- Exceptional negotiation, presentation, and executive communication skills, with the ability to influence decision-makers and navigate complex commercial discussions.
- Excellent written communication skills with strong attention to detail in proposals, documentation, account plans, and customer communications.
- Ability to manage multiple strategic accounts, competing priorities, and deadlines while collaborating effectively across Customer Success, Implementation, Finance, Product, and Sales teams.
- Highly professional, self-motivated, and accountable, with the ability to work independently, take initiative, and drive results in a fast-paced environment.
Compensation
Salary Range: $100,000 - 105,000 annually, based on experience and qualifications
What You Can Expect at LBMX
- Competitive compensation and a comprehensive benefit package, including a health spending account and employee assistance program
- Three weeks' vacation and five personal days to start, plus additional paid LBMX holidays throughout the year
- Company matched GRSP contributions
- Flexible summer hours and a strong commitment to work-life balance
- Education subsidies to support your professional growth
- Maternity, Parental, and Compassionate Care Leave top-up program
- $500 new hire home office allowance
