Description
We are seeking an experienced Account Specialist with a strong SaaS background who can independently manage a large customer portfolio, drive retention strategies, and identify growth opportunities.
Key Responsibilities
- Managing customer renewals and identifying upsell opportunities within an assigned territory and customer portfolio.
- Engaging customers through the most effective virtual sales channels.
- Understanding customer needs and positioning appropriate solutions to drive retention and growth.
- Supporting the development and execution of territory growth strategies.
- Leveraging product knowledge to identify opportunities and collaborating with Sales Specialists when deeper expertise is required.
- Managing customer relationships throughout the renewal lifecycle and mitigating churn risks.
- Using Salesforce and data-driven insights to progress opportunities and achieve revenue targets.
- Nurturing existing customer relationships and driving expansion opportunities across non-named accounts.
- Collaborating cross-functionally with Sales, Customer Success, Product, and Support teams to deliver customer value and commercial outcomes.
Required Qualifications
- 3-5 years of experience managing SaaS customer accounts, renewals, retention, and upsell motions within a subscription-based business model.
- Experience managing a high-volume portfolio of customer accounts and consistently achieving renewal and revenue targets.
- Strong understanding of customer lifecycle management, contract renewals, churn mitigation, and account growth strategies.
- Demonstrated ability to build and manage customer relationships across multiple stakeholders.
- Experience using CRM platforms such as Salesforce to manage opportunities and customer portfolios.
- Strong verbal and written communication skills in English and Spanish.
- Customer-centric approach with a focus on retention, adoption, and value realization.
- Ability to prioritize competing demands and manage a large book of business in a fast-paced environment.
- Strong negotiation and influencing skills with a track record of driving renewals and identifying growth opportunities.
- Excellent analytical and problem-solving skills to identify risks and opportunities across a customer portfolio.
Preferred Qualifications
- Experience managing portfolios of 300+ customer accounts.
- Experience handling renewal and retention motions within B2B SaaS organizations.
- Experience managing $2M+ ARR portfolios or similarly sized books of business.
- Experience within Legal Technology, Risk, Compliance, Financial Technology, Information Services, or other B2B SaaS industries.
- Consistent track record of exceeding renewal, retention, and upsell targets.
- Experience working with executive stakeholders and complex customer environments.
Compensation
- Base salary and a variable compensation that is directly related to your success.
What’s in it For You?
- Hybrid Work Model: We’ve adopted a flexible hybrid working environment for our office-based roles while delivering a seamless experience that is digitally and physically connected.
- Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset.
- Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions.
- Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
- Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more.
- Social Impact: Make an impact in your community with our Social Impact Institute.