Senior Account Manager, AI-DNA, $200k/year USD

Résumé du poste

The role focuses on owning the revenue line for enterprise renewals and expansions while managing high-stakes executive account reviews and escalations. It involves structuring complex commercial proposals and coaching team members on commercial excellence and negotiation tactics.

Détails du poste

You've built your career closing seven-figure enterprise deals, navigating complex renewals, and turning at-risk accounts into expansion opportunities — and now you want to do it inside a system that actually rewards disciplined execution over heroics. If you're the kind of sales leader who finds satisfaction in running a tight forecast, coaching a team through a tough negotiation, and walking out of an executive escalation call with the customer more committed than before, this is the role you've been looking for. What you will be doing Owning the revenue line for enterprise renewals and expansions — driving pipeline discipline, forecast accuracy, and margin-safe deal execution across Fortune-level accounts. Leading executive account reviews and escalation management — stepping into high-stakes customer situations, diagnosing root causes, and converting risk into renewed trust and commercial opportunity. Structuring and approving commercial proposals and contracts — negotiating multi-year terms, SOWs, SLAs, and pricing structures that protect margin while enabling long-term customer value. Coaching your team on commercial excellence — sharpening how your people think about pricing, deal structure, and negotiation so they close better deals independently. Leveraging GenAI tools to enhance commercial operations, accelerate data analysis, and improve communication workflows across your account portfolio. What you will NOT be doing Firefighting without a playbook — you'll operate inside structured, high-performance systems with clear processes, not ad-hoc chaos. Chasing net-new logos cold — this role is about deepening and expanding existing enterprise relationships, not outbound prospecting or cold pipeline generation. Working in a metrics-optional culture — there are no "vibes-based" forecasts here; you'll have real accountability, but also real support and tooling to hit your numbers. Operating as a lone wolf — you'll have cross-functional partnerships with delivery, legal, finance, and customer success built into your weekly rhythm. Waiting months for feedback — performance visibility is continuous, not annual; you'll know where you stand every week. Responsibilities Own and execute the enterprise renewal and expansion pipeline, ensuring forecast accuracy and on-time deal closure Lead executive-level account reviews (QBRs) and manage escalations with composure, strategic clarity, and follow-through Structure, negotiate, and secure approval for commercial proposals and contracts (multi-year agreements, SOWs, SLAs, pricing) Coach and develop team members on commercial judgment — pricing strategy, deal structuring, and negotiation tactics Maintain CRM hygiene and pipeline integrity; drive continuous improvement in sales operations and Order-to-Cash (O2C) processes Identify trends and patterns across accounts and translate insights into scalable commercial playbook improvements Collaborate cross-functionally with delivery, finance, legal, and customer success to ensure seamless post-signature execution Requirements 5+ years of B2B enterprise software sales experience with direct quota ownership for renewals and/or expansions Direct responsibility for enterprise accounts with $1M+ annual contract value Demonstrated expertise negotiating complex contracts, including multi-year terms, SOWs, SLAs, and pricing structures Strong business acumen — fluency with P&L, revenue recognition, forecasting, and customer lifetime value Proficiency with CRM systems (Salesforce or equivalent) and familiarity with Order-to-Cash (O2C) processes Executive presence — ability to command trust and authority in high-stakes customer conversations and escalations Comfort being held accountable to strict metrics, forecast accuracy, and process discipline on a weekly cadence Solid GenAI skills — experience using AI tools to enhance commercial operations, data analysis, or communication workflows Nice to Have Experience in AI, data, or analytics-related software/SaaS businesses Track record coaching or mentoring sales teams on commercial excellence Familiarity with enterprise procurement processes and legal/compliance requirements for large-scale contracts Experience with sales methodologies such as MEDDIC, Challenger, or Command of the Message Background working with Fortune 500 or Global 2000 accounts What you will learn AI-native commercial operations — how to integrate GenAI tools into every stage of the sales cycle, from pipeline analysis to proposal generation, giving you a skillset that will define the next decade of enterprise sales leadership. Structured high-performance sales systems — you'll internalize frameworks for forecast precision, deal review, and escalation management that most organizations only aspire to. Pattern recognition at scale — by working across a portfolio of complex enterprise accounts, you'll develop strategic instincts for identifying commercial trends and building repeatable playbooks. Cross-functional leadership — deep collaboration with delivery, finance, and customer success will sharpen your ability to lead beyond the sales function.

Ce que vous ferez

The role focuses on owning the revenue line for enterprise renewals and expansions while managing high-stakes executive account reviews and escalations. It involves structuring complex commercial proposals and coaching team members on commercial excellence and negotiation tactics.

Exigences

Candidates need 5+ years of B2B enterprise software sales experience with a track record of managing accounts with $1M+ annual contract value. Proficiency in CRM systems, GenAI tools, and a strong command of complex contract negotiation and financial acumen are required.

Compétences indiquées

• Software · Souhaitée
• analysis · Souhaitée
• Analyse de données · Souhaitée
• Execution · Souhaitée
• Vente · Souhaitée
• Negotiation · Souhaitée
• Pipeline · Souhaitée
• Accuracy · Souhaitée
• contracts · Souhaitée
• Coaching · Souhaitée
• Customer · Souhaitée
• CRM · Souhaitée

Autres compétences pertinentes

Relevées dans la description du poste. Confirmez les exigences importantes ci-dessus.

• Enterprise Sales
• Account Management
• Contract Negotiation
• Revenue Forecasting
• GenAI Tools
• CRM Management
• Executive Presence
• Commercial Strategy
• Pipeline Management
• Escalation Management
• B2B Software Sales
• Deal Structuring
• Customer Lifetime Value
• Order-to-Cash Processes
• Cross-functional Leadership
• Pricing Strategy

Domaines d’emploi

• Sales
• Software
• Management & Leadership
• Technology
• Data & Analytics