The Role
Quota-carrying Account Manager responsible for expanding revenue within an assigned enterprise book via upsells, cross-sells, and value-focused renewals. Partner with Customer Success, Product, Operations and Marketing to analyze accounts, identify whitespace, lead renewals with expansion goals, present product demos and business reviews, and translate customer needs into growth opportunities and product feedback.
Summary Generated by Built In
Department: Transportation
Reports to: SVP, Customer Growth & Strategy
Location: Remote
FLSA Status: Exempt
Overview
We're looking for an Account Manager with a consistent track record of expanding client footprint through cross-selling, upselling, and value-added renewals. This is a quota-carrying revenue role on our newly formed Customer Growth & Expansion team, reporting to the SVP of Customer Growth & Strategy, and focused entirely on OneRail's existing customer and partner base.
You are solution focused by nature, training, and experience: genuinely curious, a strong listener, and confident engaging everyone from delivery operations managers to C-level supply chain executives. You'll operate as a strategic commercial partner to some of the most sophisticated shippers in North America, working alongside Customer Success to understand each account's delivery operations, uncover whitespace, and turn that knowledge into closed expansion revenue.
Responsibilities
Qualifications
Preferred Qualifications
Base Salary: $102,000 - $140,000 annually with target annual bonus of $45,000
Reports to: SVP, Customer Growth & Strategy
Location: Remote
FLSA Status: Exempt
Overview
We're looking for an Account Manager with a consistent track record of expanding client footprint through cross-selling, upselling, and value-added renewals. This is a quota-carrying revenue role on our newly formed Customer Growth & Expansion team, reporting to the SVP of Customer Growth & Strategy, and focused entirely on OneRail's existing customer and partner base.
You are solution focused by nature, training, and experience: genuinely curious, a strong listener, and confident engaging everyone from delivery operations managers to C-level supply chain executives. You'll operate as a strategic commercial partner to some of the most sophisticated shippers in North America, working alongside Customer Success to understand each account's delivery operations, uncover whitespace, and turn that knowledge into closed expansion revenue.
Responsibilities
- Own and manage the full expansion across a defined book of existing enterprise accounts: building pipeline, qualifying opportunities, and closing deals that grow OneRail's footprint within current customer organizations.
- Consistently achieve and exceed expansion revenue targets through upsell, cross-sell, and multi-threading into new stakeholders, departments, business units, and fulfillment locations.
- Lead renewal conversations with a defined expansion angle, turning every renewal into an opportunity to grow scope, attach new products, and deepen the partnership rather than treating it as an administrative event.
- Analyze each account's mode mix, carrier strategy, and service levels to surface opportunities that save the customer money and expand OneRail's share of their delivery operations, across parcel, middle mile, and last mile.
- Become an expert on the OmniPoint® platform and OneRail's full product suite to confidently position new capabilities, handle customer questions, and align solutions to each shipper's evolving fulfillment strategy.
- Deliver compelling presentations, product demonstrations, and quarterly business reviews that quantify delivered value, including transportation savings, service-level performance, and operational efficiency.
- Partner with Customer Success, Product, Operations, and Marketing to build expansion plays, improve account intelligence, and ensure a seamless customer experience.
- Identify new buying centers, use cases, and delivery categories within your accounts to improve expansion pipeline quality and open net-new opportunities inside existing logos.
- Feed customer needs, competitive dynamics, and market trends back into OneRail's product direction and go-to-market priorities.
Qualifications
- 5+ years of experience in sales, customer success or account management, with an emphasis on expansion: cross-selling, upselling, and growing current business within enterprise accounts.
- Strong communication, presentation, and negotiation skills, with sound commercial instincts around pricing, contract structure, and deal strategy.
- Cultivate and maintain deep, long-term partnerships with senior stakeholders across the customer’s organization, serving as the primary point of contact for strategic initiatives.
- Confidence engaging and presenting to senior and C-level executives, with the credibility to serve as a trusted advisor on delivery and fulfillment strategy.
- Proficiency with CRM platforms (e.g., Salesforce, HubSpot) and disciplined pipeline and forecast hygiene.
- A solution seller by nature: genuinely curious, a good listener, highly accountable, and comfortable operating with autonomy in a fast-paced, high-growth environment.
- Experience in SaaS or technology solutions with enterprise accounts; supply chain, logistics, parcel, delivery, or transportation technology experience strongly preferred.
Preferred Qualifications
- Direct experience in last-mile delivery, parcel shipping, multi-carrier software, courier networks, or transportation management.
- Familiarity with delivery orchestration, final-mile economics, or carrier contract structures.
- Experience working alongside Customer Success in a partnered expansion model.
Base Salary: $102,000 - $140,000 annually with target annual bonus of $45,000
Skills Required
- 5+ years of experience in sales, customer success, or account management with emphasis on expansion (upsell, cross-sell, growing existing business).
- Strong communication, presentation, and negotiation skills with sound commercial instincts around pricing and deal strategy.
- Ability to cultivate and maintain deep, long-term partnerships with senior stakeholders; serve as primary point of contact for strategic initiatives.
- Confidence engaging and presenting to senior and C-level executives.
- Proficiency with CRM platforms (e.g., Salesforce, HubSpot) and disciplined pipeline and forecast hygiene.
- Solution-selling mindset: curious, good listener, highly accountable, comfortable operating autonomously in a fast-paced, high-growth environment.
- Experience in SaaS or technology solutions with enterprise accounts.
- Direct experience in last-mile delivery, parcel shipping, multi-carrier software, courier networks, or transportation management.
- Familiarity with delivery orchestration, final-mile economics, or carrier contract structures.
- Experience working alongside Customer Success in a partnered expansion model.
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The Company
What We Do
OneRail is a leading omnichannel fulfillment solution that pairs best-in-class software with logistics as a service to provide dependability and speed. Their platform utilizes AI to connect shippers with a courier ecosystem, automating and optimizing the delivery supply chain.
