Commercial Account Manager
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Job Description
Account Manager responsible for revenue outcomes and customer relationship expansion at Bitsight. Engaging with SMB customers in the cybersecurity landscape for renewals and upselling opportunities.
Responsibilities:
- Own revenue outcomes across your book of business, with accountability for both renewals and expansion ACV.
- Actively prospect within accounts to identify, qualify, and close expansion opportunities, including additional licenses, new products, and broader use cases.
- Build and maintain a healthy expansion pipeline, engaging customers well ahead of renewal cycles to create upsell and cross-sell opportunities.
- Lead renewal negotiations, driving urgency, value alignment, and on-time renewals while minimizing churn and contraction.
- Develop and execute account plans that outline growth strategy, stakeholder mapping, whitespace opportunities, and renewal timing.
- Build relationships beyond day-to-day users to include economic buyers and influencers, positioning Bitsight as a strategic partner.
- Conduct regular customer conversations focused on value realization, outcomes, and future needs, not just product usage.
- Partner with Customer Success and other internal teams to support adoption, remove blockers, and align expansion motions to customer outcomes.
- Maintain accurate forecasting, pipeline hygiene, and CRM documentation to support predictable revenue delivery.
Requirements:
- 1–3 years of quota-carrying experience in Account Management or Account Executive roles, ideally in a SaaS environment.
- Demonstrated interest in or aptitude for selling and closing expansion business, not just managing relationships.
- Comfort managing a high-volume book of accounts while prioritizing time toward the highest-growth opportunities.
- Strong discovery, questioning, and communication skills with the ability to uncover unmet needs.
- Highly organized, proactive, and motivated by hitting and exceeding revenue targets.
- A growth mindset, resilience, and desire to develop into a top-performing commercial seller.
- Experience in cybersecurity or SaaS is a plus, but not required.
Benefits:
- medical, dental, and vision insurance
- paid parental leave
- flexible time off
- a 401(k) plan with employee and company contribution opportunities
- life and disability insurance
- tuition reimbursement
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