Account Manager

Position Overview

We are seeking an experienced Senior Account Manager to join TopQuadrant's customer success organization. This role will lead account management activities, focusing on customer up-sell, expansion, and successful migration of legacy customers to new licensing models. The ideal candidate will have a proven track record of growing enterprise SaaS accounts and building strong customer relationships.

Key Responsibilities

Strategic Account Management

• Develop and execute strategic account plans to drive customer adoption, satisfaction, and revenue growth

• Lead in-account expansion activities, including identification and cultivation of new business opportunities within existing accounts

• Guide customers through the adoption and optimization of TopQuadrant's product portfolio

• Manage the conversion of legacy customers to new licensing models, ensuring minimal disruption and maximum value realization

Revenue Growth and Expansion

• Drive expansion revenue across multiple categories:

• License expansions (seat/usage increases)

  • Product cross-sells (Accelerators, Collections, Connectors)

  • Service upgrades (Premium Support packages)

  • New team adoptions within existing accounts

• Build and execute cross-sell strategies to increase product penetration within accounts

• Identify and close 'down the hall' sales opportunities with new teams and departments

Team Leadership

• Establish best practices for account management activities and expansion strategies

• Develop and implement frameworks for measuring account health and expansion potential

• Guide the team in creating effective account plans and expansion strategies

• Mentor team members on successful cross-sell and upsell techniques

Product and Customer Success

• Maintain deep knowledge of TopQuadrant's product portfolio, including:

• Accelerators

  • Collections

  • Connectors

  • Premium Support offerings

• Partner with Customer Success to ensure high customer satisfaction and product adoption

• Collaborate with Product teams to provide customer feedback and market insights

• Drive successful customer outcomes through proper solution positioning and implementation

Required Qualifications

• 4-6+ years of enterprise software/SaaS account management experience

• Proven track record of meeting or exceeding expansion revenue targets

• Track record in working in a startup environment creating relationships, resources, and go to market approaches that fit customer need

• Experience managing complex enterprise relationships and stakeholder networks

• Strong understanding of enterprise software licensing models and contract negotiations

• Demonstrated success in cross-selling and upselling within enterprise accounts

• Excellent presentation, communication, and relationship-building skills

• Proficiency in CRM software (e.g., Salesforce, HubSpot) and project management tools (e.g., Asana, Jira, MS Project).

• Experience building and implementing account management frameworks

• Excellent communication, organizational and time-management skills

• Ability to effectively convey complex technical concepts to a variety of audiences, including executives, technical teams, and end-users 

Bonus

• Demonstrated, referenceable track record of expanding relationships and accounts within the Fortune 500 Life Sciences and Pharmaceutical companies

• Experience with semantic technology, knowledge graphs, or related technologies

• Track record of successfully managing customer licensing model transitions

Success Metrics

• Achievement of expansion revenue targets across all categories

• Customer retention and satisfaction rates

• Successful conversion of legacy customers to new licensing models

• Cross-sell adoption rates within accounts

• New team expansion within existing accounts

Benefits

• Competitive base salary and commission structure

• Comprehensive health, dental, and vision insurance

• 401(k) Retirement Plan

• Professional development opportunities

• Remote work flexibility

• Flexible time off and holidays

What We Offer

• A collaborative and supportive team environment.

• Opportunities for professional development and career growth.

• Commitment to diversity and inclusion.

• Established Industry Leader in Enterprise semantics technology 

Our Values

• Possibility (aka the “Why Not” mentality): We embrace new ideas and ways of thinking because we never let an opportunity to “level up” pass us by. Piloting and testing good ideas will keep us learning. In general, moving faster is better.

• Humility (aka “Gate check your baggage”): Best ideas win. We check our assumptions and our egos at the door. Titles, the “the way things were,” or “should have been” just don’t matter. The best ideas focus on the greater good. When in doubt, customers (and customer value) know best.

• Ownership: Finish lines matter. We expect ourselves and each other to step up and own processes and outcomes to completion. We give credit, let decision makers decide, ask for and give feedback, point fingers inward first, examine every cost, and never make excuses because that’s what makes great teams great.

• Partnership: Customers value us because we provide them with superpowers they’ve never had. We do not simply provide a product or service; we engage as equal partners in their solution. We influence the outcome and express our expertise and opinions unapologetically. And when we succeed, we share in the value we deliver because we value our time, our technology, and ourselves.

• Teamwork:  Be the person you’d want to work with. Build each other up.