Account Manager, Commercial

About the Role

The Account Manager owns the commercial relationship for a large portfolio of mid-market accounts typically 30 accounts or more, representing $2-4M of ARR driving contract renewals and upsell opportunities. This is a goal-driven role, measured against Gross Retention and Upsell targets, requiring strong business acumen for positioning and value selling. You will partner closely with Client Success Managers to align commercial timing with account health.

Key Responsibilities

Own renewal execution and upsell opportunities across a large portfolio of mid-market accounts.

Partner with Client Success Managers to align commercial timing with account health signals.

Build and present pricing and renewal proposals to client stakeholders.

Negotiate contract terms and pricing in line with company guidelines.

Maintain accurate account and opportunity records in the CRM.

Identify and pursue expansion opportunities within existing accounts.

Qualifications

Experience specifically in commercial, renewals, or account management roles within SaaS — not general B2B account management.

Strong business English (written and verbal), with confident negotiation skills.

Business-native analytical skills for pricing and renewal scoping.

Strong business acumen for positioning and value selling.

Strong AI-native organizational and prioritization skills (e.g., Claude, Glean).

CRM proficiency, ideally Salesforce.

Collaborative approach to working cross-functionally with Client Success and Support.

Bachelor's degree (or equivalent) in Business or another analytical field.