Senior Account Manager (SMB)

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SalesAccount Manager

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Quick Summary

Key Responsibilities

Commercial & Revenue Leadership Own and exceed retention (GRR) and expansion (New ARR) targets across your SMB portfolio Lead renewal and expansion cycles with a structured, value-based approach,

Technical Tools

SalesAccount Manager

Join ABBYY and be part of a team that celebrates your unique work style. With flexible work options, a supportive team, and rewards that reflect your value, you can focus on what matters most – driving your growth, while fueling ours.

Our commitment to respect, transparency, and simplicity means you can trust us to always choose to do the right thing.

As a trusted partner for purpose-built AI and intelligent automation, we solve highly complex problems for our enterprise customers and put their information to work to transform the way they do business. Over 10,000 customers trust ABBYY, including many Fortune 500 ones. You will work on further developing a portfolio already containing client names such as DHL, Johnson & Johnson, FDA, DMV, PwC, KeyBank, Spotify, and H&R BLOCK.

About the role:

We’re hiring a Senior Account Manager (SMB) to own retention and expansion across a portfolio of small- to medium-sized business customers. You will drive measurable revenue outcomes through strategic account planning, disciplined execution, and consultative engagement.

This role balances high-volume execution with selective strategic focus — identifying high-potential accounts, engaging executive stakeholders where needed, and aligning ABBYY solutions to customers’ business objectives.

Job Responsibilities:

Commercial & Revenue Leadership

Own and exceed retention (GRR) and expansion (New ARR) targets across your SMB portfolio
Lead renewal and expansion cycles with a structured, value-based approach, applying MEDDPICC or other qualification frameworks where appropriate
Navigate pricing and negotiation dynamics to protect revenue and accelerate growth
Maintain forecasting accuracy and clear pipeline visibility in Salesforce
Manage a high-volume book of business while prioritizing accounts with the greatest growth potential

Strategic Customer Engagement

Build multi-threaded relationships across business and executive stakeholders on strategic accounts
Act as a trusted advisor by aligning ABBYY solutions to measurable operational outcomes
Conduct business reviews that highlight value realization and identify targeted expansion opportunities
Identify churn risk early and proactively engage customers to mitigate it

Growth & Expansion Strategy

Identify and qualify upsell and cross-sell opportunities based on usage data, adoption trends, and customer goals
Drive scalable expansion motions while focusing strategic efforts on accounts with the highest growth potential
Collaborate with Technical Success, Product, and Services teams to support execution and adoption
Apply structured deal qualification to improve expansion velocity and win rates

Operational Discipline

Maintain high CRM hygiene across activity, contacts, opportunities, and forecasting
Deliver reliable weekly and quarterly forecasts with disciplined pipeline management
Leverage data and reporting to guide account prioritization and focus

Job Requirements:

Required

5+ years of SaaS account management or quota-carrying sales experience with retention and expansion responsibility
Proven success managing a high-volume SMB portfolio while delivering consistent commercial outcomes
Experience with structured deal qualification (MEDDPICC or other frameworks) in renewal and expansion cycles
Strong strategic account planning and executive communication skills
Demonstrated proficiency with Salesforce and disciplined forecast execution
Self-motivated, accountable, and comfortable operating with autonomy

Preferred

Experience with Intelligent Document Processing (IDP), automation, AI/ML, RPA, or related technologies
Experience identifying strategic SMB accounts for targeted growth
Ability to translate technical capabilities into clear business value for non-technical stakeholders
Experience mentoring peers and contributing to internal best practices

What We Offer

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✓Three weeks paid time off plus 15 paid holidays and floating holidays

✓Gym membership subsidy

✓Medical and dental insurance

✓Pet insurance

✓Employee Assistance Program

✓College Savings Plan

✓Travel assistance

✓401(k) with up to 4% employer match

We provide remote and hybrid working options to fit all lifestyles.
We use flexible hours across most of our teams to allow you to find your own definition of balance.
Encouraging a culture of giving, we provide two paid volunteering days off every year so you can take time to contribute to the causes you care about.
To ensure your family is cared for, we offer paid parental leave in all our locations.

We are a global team of 600+ colleagues, spread across 15 countries on four continents.
With colleagues representing 30+ nationalities, our workforce reflects the world.
Innovation and excellence run through our veins. Our teams gather the expertise which has garnered ABBYY more than 140 technology patents.
We are guided by the values of respect, transparency, and simplicity.
"Team Environment" is in the top three highest-scoring drivers of engagement across all of our departments.

We are a company with more than 35 years of experience in the technology market;
Over 10,000 customers trust ABBYY, including many Fortune 500 ones, with names such as DHL, Johnson & Johnson, FDA, DMV, PwC, KeyBank, Spotify, and H&R BLOCK;
We have modernized the capture market by creating the first low-code/no-code IDP platform.
Our Machine Learning, Natural Language Processing, Computer Vision Technologies, and a marketplace built with AI, can transform any document in any process;
Top Analyst firms recognize ABBYY's market leadership, including Gartner, Everest PEAK Matrix ® Assessment, ISG Intelligent Automation Lens, and NelsonHall, amongst others.

ABBYY is an Equal Employment Opportunity employer that values the strength that diversity brings to the workplace. To learn more about our commitment to Diversity and Inclusion, check out the careers section on our website.