2h ago

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$63,000-$70,000/yr

Upsell Account Manager

United StatesRemotefull-timemid

SalesAccount Manager

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Quick Summary

Key Responsibilities

Clear ownership of revenue outcomes without duplicating CS responsibilities. 2. Value-Based Ups

Technical Tools

SalesAccount Manager

Upsell Account Manager (US)

Department: Customer Experience (Account Management & Revenue Expansion)

Reports to: Senior Manager – Account Management, Customer Success & Retention

Role Type: Individual Contributor

Location: Remote (US-Based)

Employment Type: Full-Time

Overview

As we scale, expansion and renewal revenue are strategic pillars of growth. Upsell, cross-sell, and renewals are expected to contribute meaningfully to overall sales efficiency, with upsell targeted to drive ~30% of total sales revenue and support Net Revenue Retention (NRR) above 100%.

We are seeking a highly driven, data-informed, and consultative Upsell Account Manager who will own the commercial lifecycle of existing customers, working in close partnership with Customer Success and Retention teams.

This role owns the post-adoption commercial motion — managing renewals, identifying expansion signals, leading value-based upsell conversations, and closing expansion and renewal deals aligned to real customer outcomes.

Why This Role Matters

In modern SaaS businesses, NRR is driven by two levers:

Customers who renew because value is delivered
Customers who expand because value grows

This role ensures both happen with discipline and intent.

You will be accountable for:

Expansion ARR
Renewal execution
Commercial contribution to keeping NRR above 100%

While Customer Success owns health and value delivery, this role ensures commercial moments are executed cleanly, confidently, and on time.

Key Responsibilities

1. Expansion & Renewal Revenue Ownership

Own upsell, cross-sell, and renewal execution across an assigned book of customers
Drive expansion motions that contribute ~30% of overall sales revenue
Manage renewal timelines, pricing discussions, and contract execution
Partner closely with Customer Success and Retention Managers to ensure renewals are aligned to customer health

Expectation: Clear ownership of revenue outcomes without duplicating CS responsibilities.

2. Value-Based Upsell & Commercial Renewal Conversations

Lead consultative upsell and renewal discussions grounded in:
- Product usage and adoption data
- Customer outcomes and maturity
- Commercial value and ROI
Confidently position renewals and upgrades as continuations of value, not administrative events
Manage objections and negotiations professionally and transparently

3. Partnership with Customer Success & Retention

Work in lockstep with:
- Customer Success Managers (health, adoption, value realization)
- Retention Managers (risk mitigation, save plays)
Avoid selling into unhealthy or high-risk accounts without CS alignment
Ensure smooth handoffs post-upsell and post-renewal

Guardrail: This role does not own customer health plans or churn saves — it owns the commercial execution.

4. Pipeline, Forecasting & Renewal Discipline

Maintain a clean and accurate pipeline covering:
- Expansion opportunities
- Upcoming renewals
Forecast renewal and expansion ARR with high confidence
Track close plans, renewal risks, and commercial blockers
Provide visibility into NRR drivers and gaps

5. Insights, Strategy & Process Building

Identify patterns across renewals and upsells to inform:
- Packaging and pricing strategy
- Expansion triggers
- Renewal timing and playbooks
Help build repeatable renewal + upsell processes as the business scales

Success Metrics (KPIs)

Expansion ARR generated
Upsell contribution to total sales revenue (target ~30%)
Renewal rate across managed accounts
Net Revenue Retention (NRR > 100%)
Upsell + renewal forecast accuracy
Post-renewal and post-upsell customer satisfaction

What Success Looks Like

Renewals are predictable, on-time, and value-aligned
Expansion revenue is consistent and repeatable
NRR remains above 100% quarter over quarter
Customers experience renewals as a natural continuation of value
CS and Retention teams trust this role to handle the commercial layer

Who Thrives in This Role

This role is ideal for someone who:

Is comfortable owning both expansion and renewal revenue
Respects Customer Success ownership of relationships and health
Is confident leading commercial conversations without being transactional
Uses data to drive urgency and decision-making
Is accountable, disciplined, and outcome-oriented
Thinks in terms of NRR, not just deals

Compensation & Benefits

Competitive base salary
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

Budget : $63,000-$70,000 (OTE $80,000-$85,000)

What We Offer

~1 min read

The base pay range for this role is $63,000 – $70,000 per year.

Location & Eligibility

Where is the job

United States

Remote within one country

Who can apply

About this job

Pay per year: $63,000–$70,000 a year; 42% below the $113,750 median for Account Manager jobs on Jobera (2,029 salaries).
Who can apply: United States
Posted: Today
Employer: has 20 open jobs on Jobera in 2 countries.