We are seeking a strategic, relationship-driven Enterprise Account Manager to own Zipliens' most complex and highest-value customer relationships. This role carries a smaller, high-touch portfolio built around three factors identified in our ICP segmentation work: firm size, lien complexity, and segment. In practice, that means large, high-volume firms where lien density needs to be monitored to protect against fee-structure and profitability risk, and boutique litigation firms managing a smaller number of catastrophic, high-settlement-value cases that demand deep case-level expertise, along with the largest, most complex accounts within our core ICP.
The Enterprise Account Manager acts as a strategic advisor and executive-level point of contact, driving retention, expansion, and account health for the firms with the greatest revenue and reputational impact on Zipliens.
RequirementsResponsibilities:Strategic Account Management & Executive Relationships
- Serve as the senior, strategic point of contact for a portfolio of high-value, high-complexity accounts, building relationships with managing partners, COOs/CFOs, and other firm leadership.
- Develop and maintain account plans and lead regular business reviews to align on goals, risks, and growth opportunities.
- Own renewal, retention, and expansion outcomes for assigned accounts, including revenue and account health targets.
Risk & Complexity Management
- Monitor lien density and fee-agreement alignment (contingency, flat fee, tiered) within assigned accounts to proactively flag anti-profitability risk and recommend pricing or contract adjustments in partnership with Finance.
- Partner with the Lien Resolution team on complex, high-stakes case escalations, including catastrophic-injury and mass-tort-adjacent claims.
Data-Driven Insights & Reporting
- Generate executive-level reporting and account health dashboards tailored to each firm's leadership.
- Monitor intake volume and trend direction (growth or decline) as a leading indicator of account health, consistent with our segmentation findings that trend direction matters more than raw volume.
- Share risk and opportunity insights with Customer Success leadership and take proactive follow-up action.
Customer Onboarding & Training
- Oversee onboarding for new enterprise accounts, coordinating custom implementation/pilot and training plans that account for larger or more complex firm structures.
Cross-Department Collaboration
- Serve as the escalation lead across Sales, Marketing, Lien Resolution, Tech, and Finance for enterprise accounts.
- Partner with other Account Managers on accounts approaching enterprise-level size or complexity, providing segment expertise and a clean handoff.
Event Participation
- Represent Zipliens at industry events, bar association functions, and conferences that engage senior decision-makers at large and boutique firms.
Organizational Support
- Contribute account and market insight to ICP, pricing, and retention strategy discussions.
- Adapt to evolving customer and business needs; contribute feedback to improve enterprise-tier processes.
Qualifications:- 5+ years of experience in enterprise account management, strategic customer success, or customer relationship management, preferably within legal tech, SaaS, or professional/financial services serving law firms.
- Bachelor's degree required; JD, paralegal background, or related legal, insurance, or claims experience a plus given the complexity of assigned cases.
- Demonstrated experience managing high-value customer relationships and executive-level stakeholders, including account planning and business review delivery.
- Advanced CRM proficiency (Salesforce, HubSpot) and comfort working with financial and lien data to assess account risk; AI tool experience a plus.
- Strong negotiation, strategic thinking, and problem-solving skills, with the ability to navigate ambiguity in complex, high-stakes cases.
- Track record of account retention and revenue expansion in a target- or quota-carrying role.
- Excellent executive presence and written and verbal communication skills.
- Self-motivated and goal-oriented; comfortable operating with significant autonomy across a smaller, higher-stakes portfolio.
- Ability to travel 20-30%, including to top-tier accounts and boutique firm offices.
Benefits- Private Health Care Plan (Medical, Dental & Vision)
- Company HSA contributions for HDHP participants
- Flexible Spending Accounts (Health & Dependent Care)
- Company-Paid Short-Term Disability Coverage
- Voluntary Long-Term Disability, Life, AD&D, and Supplemental Coverage Options
- 401(k) Plan with Company Match
- Paid Time Off (Vacation, Sick Time & Select Holidays)
- Paid Maternity & Paternity Leave
- Remote-First Work Environment (Flexible Work from Home)
- Performance-based incentive compensation tied to account retention and expansion (plan details to be finalized with HR/Finance)
Pay Disclosure: The proposed total base salary range for this role is $85,000 to $115,000 annually, plus incentive compensation tied to retention and expansion targets.
Work Authorization: Applicants must be authorized to work in the United States without the need for employer-sponsored visa support now or in the future.
