Upsell Account Manager
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Job Description
Upsell Account Manager driving SaaS expansion, renewals, and value-based commercial conversations. Partnering with Customer Success and Retention to grow revenue and keep NRR above 100%.
Responsibilities:
- Own upsell, cross-sell, and renewal execution across an assigned book of customers
- Drive expansion motions contributing approximately 30% of overall sales revenue
- Manage renewal timelines, pricing discussions, and contract execution
- Partner with Customer Success and Retention Managers to align renewals with customer health
- Lead consultative upsell and renewal discussions based on product usage, customer outcomes, maturity, commercial value, and ROI
- Position renewals and upgrades as continuations of value
- Manage objections and negotiations
- Maintain a clean pipeline of expansion opportunities and upcoming renewals
- Forecast renewal and expansion ARR
- Track close plans, renewal risks, and commercial blockers
- Provide visibility into NRR drivers and gaps
- Identify renewal and upsell patterns to inform packaging, pricing, expansion triggers, timing, and playbooks
- Help build repeatable renewal and upsell processes
Requirements:
- Comfortable owning both expansion and renewal revenue
- Respects Customer Success ownership of relationships and health
- Confident leading commercial conversations without being transactional
- Uses data to drive urgency and decision-making
- Accountable, disciplined, and outcome-oriented
- Thinks in terms of NRR, not just deals
Benefits:
- Quarterly bonus tied to upsell and renewal performance (based on % of revenue generated)
- Medical, dental, and vision coverage
- 401(k) with company match
- Direct exposure to leadership on pricing, packaging, and growth strategy
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