WHAT WE ARE LOOKING FORThis role is ideal for someone who enjoys building trusted client relationships, identifying new business opportunities, and connecting client needs with meaningful sustainability solutions. The Senior Account Strategist will manage a portfolio of strategic accounts with a focus on client retention, account expansion, cross-selling, upselling, and long-term partnership development.
Working closely with Sales and our technical teams, this position will help clients identify the right solutions to support their sustainability goals while driving continued revenue growth for SSC.
This role includes commission and/or incentive opportunities tied to account growth, expansion revenue, renewals, and other sales performance goals.
What You'll DoManage and Grow Strategic Client Accounts- Manage a portfolio of existing SSC clients with a focus on retention, relationship development, and account growth.
- Build strong relationships with key client stakeholders, decision-makers, and project contacts.
- Develop strategic account plans that identify client goals, upcoming needs, renewal opportunities, and potential areas for expanded services.
- Maintain a strong understanding of each client's projects, priorities, service history, and future sustainability needs.
- Serve as a trusted resource to clients by proactively identifying solutions that support their business and sustainability objectives
Drive Cross-Sell and Upsell Opportunities- Identify and pursue opportunities to expand SSC services within existing client accounts.
- Lead consultative discovery conversations to better understand client challenges, priorities, and future initiatives.
- Connect client needs with SSC services such as sustainability strategy, carbon accounting, life cycle assessment, environmental product declarations, certifications, reporting, waste diversion, and sustainable operations.
- Develop recommendations for expanded services, additional scopes of work, renewals, and long-term account growth.
- Collaborate with technical and operational teams to develop solutions, scopes, pricing, and proposals.
- Move opportunities through the sales process with clear follow-up, next steps, and CRM documentation.
- Achieve assigned account growth, pipeline, renewal, and revenue goals.
Support Client Retention and Success- Partner closely with Client Success and project teams to ensure clients receive a consistent, high-quality experience.
- Lead or support account reviews, strategic planning conversations, renewal discussions, and client check-ins.
- Identify potential retention risks and work with internal teams to resolve concerns and strengthen client relationships.
- Use client feedback, project outcomes, and account history to identify additional ways SSC can provide value.
- Maintain proactive, professional, and timely communication throughout the client relationship.
Manage Pipeline and Forecasting- Maintain accurate CRM records for account activity, opportunities, contacts, proposals, renewals, next steps, and closed revenue.
- Build and maintain a healthy pipeline of cross-sell, upsell, renewal, and expansion opportunities.
- Forecast expected revenue and account growth opportunities.
- Provide leadership with regular visibility into account strategy, pipeline activity, risks, wins, and revenue projections.
- Use CRM data and account insights to prioritize high-value opportunities and improve sales effectiveness.
Collaborate Across SSC- Partner with Sales, Client Success, Operations, and technical teams to align client needs with SSC capabilities.
- Work with Account Coordinators and internal support teams to ensure follow-up activities, timelines, and client commitments are completed.
- Collaborate with project teams to understand client outcomes and identify opportunities for continued engagement.
- Support effective handoffs between Sales, Client Success, and Operations.
- Share client insights, market feedback, and emerging service opportunities with leadership.
- Contribute to improvements in account planning, proposals, sales processes, and client growth strategies.
What We're Looking For- Bachelor's degree in Business, Communications, Marketing, Sustainability, or a related field, or equivalent professional experience.
- 5+ years of experience in account management, strategic accounts, client success, sales, business development, or a similar client-facing role.
- Demonstrated experience growing existing accounts through cross-selling, upselling, renewals, or expanded services and strong relationship-building and consultative sales skills.
- Experience managing a sales pipeline and working within a CRM.
- Strong discovery, presentation, negotiation, and communication skills.
- Ability to manage multiple client relationships, opportunities, and priorities simultaneously.
- Ability to work effectively across Sales, Client Success, Operations, and technical teams.
- Comfortable working in a collaborative, fast-paced, and evolving environment.
Preferred Experience- Experience selling sustainability, ESG, environmental, certification, consulting, or other professional services.
- Experience using AI tools and technologies to support sales, account management, research, client strategy, or workflow efficiency is preferred.
- Familiarity with services such as carbon accounting, life cycle assessment, environmental product declarations, sustainability certifications, waste diversion, sustainable operations, or sustainability reporting.
- Experience developing strategic account plans, business reviews, renewal strategies, and expansion proposals.
What Makes Someone Successful in This RoleThe successful Senior Account Strategist will be relationship-driven, commercially minded, proactive, and highly collaborative. You should be comfortable identifying opportunities, asking thoughtful questions, guiding strategic client conversations, and translating technical sustainability services into clear business value.
You will also bring strong ownership and follow-through-ensuring opportunities continue moving forward while maintaining a positive client experience.
