Account Manager
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Job Description
Account Manager owning a book of 100+ community bank and credit union accounts at FMSI. Driving renewals, negotiating price increases, identifying upsell opportunities, and maintaining key relationships.
Responsibilities:
- Own the renewal cycle for a 100+ account book, ensuring on-time contract execution with minimal revenue leakage.
- Lead pricing conversations confidently, including presenting and defending annual price increases to customers.
- Identify at-risk accounts early and execute proactive retention strategies in partnership with Customer Success.
- Identify upsell opportunities within the OneCX platform (e.g., adding Appointments, Analytics, or Staff Scheduler modules to single-module customers).
- Build account expansion plans and work multi-threaded across stakeholders at each institution to advance deals.
- Partner with the product and CS teams to surface customer needs that can be converted into expansion revenue.
- Maintain deep relationships with key stakeholders (branch operations, technology, and executive sponsors) across your book.
- Conduct regular business reviews to demonstrate ROI, align on strategic priorities, and generate an expansion pipeline.
- Keep Zoho CRM updated with accurate account data, deal stages, and forecasted revenue.
Requirements:
- 3–6 years of experience in SaaS account management, with a demonstrated track record of quota attainment in an expansion/upsell capacity.
- Proven ability to negotiate price increases and multi-year contracts — you are comfortable owning the commercial conversation.
- Experience managing a large book of accounts; organized, process-driven, and skilled at prioritization.
- Strong executive communication skills — equally comfortable presenting to a branch manager, a COO, and everyone in between.
- CRM discipline and data hygiene habits (experience with Zoho CRM, HubSpot, or equivalent).
- Self-starter with a high tolerance for ambiguity; this is an early-stage function and you will help build it.
- Background in fintech, banking technology, or community financial institution (bank/credit union) markets (preferred).
- Familiarity with branch operations, lobby management, appointment scheduling, or workforce management concepts (preferred).
- Experience selling or expanding SaaS solutions to community banks, credit unions, or regional banks (preferred).
Benefits:
- Competitive base salary plus variable commission tied directly to expansion and upsell performance.
- Commission is uncapped — your earnings scale with the results you drive.
- Willingness to travel for customer meetings, QBRs, and company offsites is expected (estimated 10–20%).
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