5+ years in Enterprise Account Management, B2B SaaS Sales, or Strategic Account Management.
Proven success in meeting or exceeding expansion and retention targets.
Experience with complex enterprise organizations and C-suite stakeholders.
Strong grasp of SaaS business models and value-based selling.
Excellent negotiation, presentation, and communication skills.
Bachelor's degree in Business, Marketing, or related field (or equivalent experience).
Responsibilities
Develop and execute strategic account plans to enhance customer adoption and revenue growth.
Lead expansion activities by identifying new business opportunities within existing accounts.
Guide customers in adopting and optimizing TopQuadrant's product offerings.
Manage the transition of legacy customers to new licensing models with minimal disruption.
Drive expansion revenue through license increases, product cross-sells, and service upgrades.
Build cross-sell strategies to enhance product penetration within accounts.
Establish best practices for account management and mentor team members on upsell techniques.
Benefits
Competitive salary and annual bonus structure based on company performance.
Equity opportunities to share in the company's financial success.
Comprehensive benefits package including Medical, Dental, Vision, and Disability coverage.
Open PTO policy with a recommendation of at least 15 days off per year, plus 14 observed holidays.
Parental leave to support family needs.
Full Job Description
About the role
We are seeking an experienced Senior Account Manager to join TopQuadrant's customer success organization. This role will lead account management activities, focusing on customer up-sell, expansion, and successful migration of legacy customers to new licensing models. The ideal candidate will have a proven track record of growing enterprise SaaS accounts and building strong customer relationships.
What you'll do
Strategic Account Management
Develop and execute strategic account plans to drive customer adoption, satisfaction, and revenue growth
Lead in-account expansion activities, including identification and cultivation of new business opportunities within existing accounts
Guide customers through the adoption and optimization of TopQuadrant's product portfolio
Manage the conversion of legacy customers to new licensing models, ensuring minimal disruption and maximum value realization
Revenue Growth and Expansion
Drive expansion revenue across multiple categories: license expansions (seat/usage increases), product cross-sells (accelerators, collections, connectors), service upgrades (premium support packages), new team adoptions within existing accounts
Build and execute cross-sell strategies to increase product penetration within accounts
Identify and close "down the hall" sales opportunities with new teams and departments
Team Leadership
Establish best practices for account management activities and expansion strategies
Develop and implement frameworks for measuring account health and expansion potential
Guide the team in creating effective account plans and expansion strategies
Mentor team members on successful cross-sell and upsell techniques
Product and Customer Success
Maintain deep knowledge of TopQuadrant's product portfolio, including accelerators, collections, connectors, and premium support offerings
Partner with Customer Success to ensure high customer satisfaction and product adoption
Collaborate with Product teams to provide customer feedback and market insights
Drive successful customer outcomes through proper solution positioning and implementation
Qualifications
5+ years of experience in Enterprise Account Management, B2B SaaS Sales, or Strategic Account Management.
Proven track record of consistently meeting or exceeding expansion and retention targets.
Experience navigating complex enterprise organizations, C-suite stakeholders, and multi-year renewals.
Strong understanding of SaaS business models, account planning, and value-based selling.
Excellent negotiation, presentation, and communication skills.
Bachelor's degree in Business, Marketing, or a related field (or equivalent experience).
Working at TQ, best exemplified by our values
Possibility (aka the "Why Not" mentality):We embrace new ideas and ways of thinking because we never let an opportunity to "level up" pass us by. Piloting and testing good ideas will keep us learning. In general, moving faster is better.
Humility (aka "Gate check your baggage"): Best ideas win. We check our assumptions and our egos at the door. Titles, the "the way things were," or "should have been" just don't matter. The best ideas focus on the greater good. When in doubt, customers (and customer value) know best.
Ownership: Finish lines matter. We expect ourselves and each other to step up and own processes and outcomes to completion. We give credit, let decision makers decide, ask for and give feedback, point fingers inward first, examine every cost, and never make excuses because that's what makes great teams great.
Partnership: Customers value us because we provide them with superpowers they've never had. We do not simply provide a product or service; we engage as equal partners in their solution. We influence the outcome and express our expertise and opinions unapologetically. And when we succeed, we share in the value we deliver because we value our time, our technology, and ourselves.
Teamwork: Be the person you'd want to work with. Build each other up.
Why join us
Salary - Our philosophy is to pay competitively, as we want our team focusing on ways to help TopQuadrant win, while feeling comfortable with their compensation.
Annual Bonus - When the company does well, we all should share, not just in long term
value, but today.
Equity - You're joining a growth technology company, and as a team member your ability to make a positive impact is important. We want to provide an opportunity for employees to share in the financial success of the organization. We've gathered market data to help us arrive at a generous equity plan.
Benefits - We offer a competitive benefits package including Medical, Dental, Vision, Short and Long Term Disability, Company Paid Life Insurance, Paid Time-Off, and a 401K plan. We also offer parental leave.
Vacation and Holidays - You will be eligible to participate in an Open PTO policy, we recommend you take at least 15 days per year, in addition to 14 observed company holidays.
