Description
You will own the full commercial relationship and customer success across a book of 25 to 50 enterprise accounts - the builders, innovators, and product teams at companies between 2,000 and 10,000 employees who are defining what AI-native experiences look, feel, and sound like. Your job is to make sure every one of them is getting real value, expanding into new products, and renewing with conviction.
This is a high-impact, high-depth role. You'll manage a focused book while building the executive relationships, success plans, and expansion motions that drive meaningful outcomes at scale. If you love the challenge of going deep with complex organizations while keeping commercial momentum, this role was built for you.
On the ground, you'll be in the product with customers - advising on agent design, voice customization, conversation flows, integrations, and using data and logs to spot friction before customers do. You're the person who connects what's working technically to what's growing commercially and partnering closely with high growth accounts to help them achieve value.
Success of the customer and commercial ownership go hand in hand and are at the core of this role. You own NRR across your managed book of business, you drive cross-sell into ElevenLabs' expanding product suite, and you lead renewals end to end. The best AMs at ElevenLabs don't just retain customers, they grow with them.
This role offers a competitive on target earnings (OTE) structure with a split of 70% base and 30% variable. Variable compensation is weighted 70% net revenue retention (NRR) and 30% product cross sell. Cross-sell performance counts toward NRR, so strong expansion compounds across both components. Quota is set on managed ARR, giving you clear ownership over a defined book of business. The plan includes accelerators for above target NRR performance and is designed to reward account managers who grow with their customers, not just retain them. Variable compensation is paid on a quarterly basis.
Requirements:
- 5 to 7 years of Account Management or Customer Success experience in B2B SaaS, Developer Tools, or AI/ML products - you have specific, quantified wins at the enterprise level and you can speak to them clearly
- You own revenue outcomes end to end at the enterprise level - quota, retention, and expansion - and you run the full expansion motion yourself without a sales handoff
- You've been in deals where the champion and the economic buyer aren't on the same page, and you know how to navigate that without losing the relationship or the deal
- You can hold a technical conversation with a developer or engineering team and earn their trust - familiarity with AI concepts, API integrations, and SDKs is a must
- You use product data to stay ahead of your accounts - spotting health signals, identifying expansion opportunities, and getting in front of risk before it becomes churn
- You can present to a C-suite, troubleshoot with an engineering team, and close with a procurement lead - sometimes in the same week - and you make each conversation count
Preferred:
- Experience in the voice AI, audio AI, or conversational AI space
- Experience selling or expanding into multiple products within a platform