3+ years in enterprise account management or customer-facing sales, preferably in SaaS or technology.
Proven track record of retaining and expanding a book of business against targets.
Strong negotiation skills and experience navigating procurement processes in mid-size to large organizations.
Consultative approach with the ability to engage IT and business stakeholders effectively.
Disciplined in forecasting, account planning, and maintaining CRM hygiene (Salesforce).
Excellent communication and presentation skills for executive-level conversations.
Entrepreneurial mindset suited for a fast-paced, high-growth environment.
Responsibilities
Own and manage a portfolio of up to 40 enterprise accounts with $1M+ ARR, focusing on retention and growth.
Develop and maintain comprehensive account plans, including stakeholder maps and renewal timelines.
Proactively manage renewals, presenting clear value narratives and negotiating terms.
Identify and close expansion opportunities through a consultative approach with stakeholders.
Accurately forecast renewals and expansions weekly, keeping Salesforce updated.
Collaborate with Enterprise Account Specialists on qualified opportunities.
Partner with Solution Engineers and Customer Success to address retention risks.
Engage with partners and resellers on channel opportunities.
Provide market insights to Product and Marketing teams, contributing to case studies and customer events.
Benefits
Remote work location in the Washington DC Area.
Competitive compensation with stock-based options.
Flexible PTO and paid holidays.
401(k) plan with employer matching.
Comprehensive health insurance, including 100% employer-paid medical coverage option.
Up to 12 weeks of parental leave.
Employer-paid basic life insurance and short/long-term disability.
Quarterly team-building events and company-wide meetings.
Open door policy and business casual dress code.
Commitment to diversity as a core value.
Full Job Description
You will own a defined book of TeamViewer's existing enterprise customers - accounts spending $1M+ in annual recurring revenue - and be accountable for retaining and growing every one of them. You are the sole owner of your accounts: the strategic relationship, the renewal, and the expansion plan sit with you, and you forecast all of it weekly.
This is a farming role. New-logo acquisition sits with our Account Executive team, and renewals under $10K are worked by the Enterprise Account Specialist desk, so your time goes where it matters most: deepening and expanding the accounts we already have.
Own a book of up to 40 enterprise accounts at $1M+ ARR as the sole account owner, with full accountability for gross retention, net revenue retention, and expansion.
Build and maintain account plans for your key accounts: stakeholder maps, renewal timelines, adoption status, expansion hypotheses, and risk.
Run every renewal in your book proactively, engaging well ahead of term end with a clear value narrative, and negotiate commercial terms including multi-year agreements.
Identify, qualify, and close expansion opportunities - additional seats, products, and use cases - through a consultative, solutions-focused approach with IT and business stakeholders.
Forecast weekly with accuracy: renewals and expansion by stage and category, with next steps and close dates current in Salesforce.
Take receipt of qualified opportunities handed up from the Enterprise Account Specialist desk
Partner with Enterprise Solution Engineers on technical validation and solution design, and with Customer Success and Support to resolve issues that put retention at risk.
Work with partners, distributors, and resellers on opportunities procured through the channel.
Bring customer and market insight back to Product, Marketing, and leadership; contribute to references, case studies, and customer events.
What success looks like:
Gross and net revenue retention at or above target across your book.
Expansion quota attained, with a healthy, accurately forecast pipeline.
Every account with a current plan and a known renewal path; no surprises at term end.
Clean handoffs with the Account Executive and Specialist teams - nothing falling between roles.
Qualifications:
3+ years in enterprise account management, renewals, or customer-facing sales with existing customers; SaaS or technology required.
A proven record of retaining and expanding a book of business against retention and expansion targets.
Strong commercial skills: negotiation, multi-year structuring, and navigating procurement in mid-size and large organizations.
Consultative, solutions-focused approach with the ability to engage IT leaders and business stakeholders on value and roadmap.
Disciplined operator: weekly forecasting, account planning, and CRM hygiene (Salesforce).
Excellent communication and presentation skills; comfortable in executive conversations.
Entrepreneurial attitude with the ability to work in a rapidly changing, high-growth environment.
Spanish is a plus but not a requirement.
Required Travel: Up to 40% domestic
What we offer:
Work location is (Washington DC Area, USA) - Remote
Competitive compensation including stock-based options
Flexible PTO and paid holidays
401(k) with employer matching
Comprehensive Health insurance package including the option of 100% employer-paid medical coverage
Up to 12 weeks of Parental Leave
Basic Life Insurance, Short-Term & Long-Term Disability, 100% employer-paid
Quarterly teambuilding events, leadership luncheons, and companywide "All Hands" meetings
Open door policy and business casual dress code
We celebrate diversity as one of our core values. Join c-a-r-e and lead change initiatives together with us!
