The Role
At Appcues, our Account Executives, Solutions Engineers, Account Managers, Customer Success, and Customer Support teams work together to help our customers adopt Appcues and create great user experiences. The CX teams at Appcues help customers solve real, technical problems while creating the revenue streams that help the company and our customers drive product adoption.
Role Overview
As a Growth Account Manager, you’ll play a critical role in driving growth across our largest and most high-potential accounts. You’ll be responsible for building relationships with key stakeholders, uncovering new opportunities, and executing strategic outbound efforts to expand our footprint within these accounts. You’ll partner closely with Customer Success Managers to develop account plans, pursue referral opportunities, and identify areas for expansion through account research, stakeholder mapping, and targeted outbound outreach. Your day-to-day will involve a blend of outbound prospecting, relationship management, renewal contracting, and cross-functional collaboration to accelerate growth in your portfolio. The ideal candidate will have a SaaS Account Management background, a hunter mentality, and will be comfortable working with new technology to drive contract growth with decision-makers and influencers within product, marketing, engineering, and customer success teams.
Responsibilities
- Lead and execute a strategy to expand portfolio of high-potential accounts
- Partner closely with Customer Success Managers and Marketing counterparts to use account intelligence to develop and execute strategic account retention and growth strategies
- Meet or exceed quarterly expansion pipeline and revenue targets
- Map key growth potential accounts to comprehensively understand their priorities, business units, stakeholders, and buying centers
- Identify and engage non-converted buyer centers to maximize account expansion through referrals and outbound prospecting
- Build strong, consultative relationships with senior decision-makers to uncover new opportunities
- Lead renewal conversations with a focus on maximizing value and driving upsell
- Use data and insights from product usage and customer conversations to prioritize and time outreach effectively
- Act as the commercial guide of the account — responsible for setting the vision and strategy for growth and coordinating internal resources to execute
- Conduct sales qualification calls, platform demos, and contract negotiations for new teams or divisions within assigned accounts to expand total customer contract value
- Actively participate in weekly pipeline reviews
- Advocate for customer needs for training and services where needed
- Advocate for the overall health of relationship to Appcues, acting proactively to address issues and concerns
- Engage with Appcues Support, Success, and Billing teams to ensure customer questions are addressed in a timely manner
- Maintain accurate pipeline and forecast data in CRM systems
- Serve as a trusted advisor and advocate for customers, connecting their goals to our solutions
- Contribute to the development of best practices for strategic account growth
Qualifications
- 4+ years of experience in a B2B SaaS Account Management, ideally at a 30M+ company
- Proven track record of growing large, complex accounts and exceeding revenue goals
- Comfortable with outbound prospecting and building pipeline from within existing customer accounts
- Experience navigating complex organizations with multiple stakeholders and buying centers
- Strong executive presence — able to earn trust and drive urgency with VP- and C-level decision makers
- Ability to lead with value and educate customers on best practices, industry trends, and strategic opportunities
- Excellent communication, presentation, and negotiation skills with senior stakeholders
- Strategic thinker who can develop tailored growth plans based on customer goals and business context
- Experience working with decision-makers and influencers within product, marketing, engineering, and customer success teams.
- Collaborative mindset and experience working closely with customer success and cross-functional teams
- Highly organized and self-motivated, with a strong sense of ownership
- Experience working with Salesforce
- Bonus: Knowledge & Interest in Appcues
Note - Appcues uses a market-data driven approach to setting compensation ranges, and pins compensation ranges to data provided by third-party organizations. This range is for all US-based candidates and is built to be competitive nationwide by utilizing ranges for the Greater Boston area, regardless of where in the US an employee lives (or later relocates). This range represents salary-based compensation and does not include our equity package (in stock options), 401k match, or other benefits including an office setup budget, tech budget, training and education budget, and co-working space reimbursements. Actual compensation offered to a successful applicant may be based on job-related experience and other factors consistent with applicable law. For non-US based candidates, Appcues adjusts salary ranges based on cost of labor in each market. If you have questions on the pay range in your country, the recruiter will be happy to discuss specifics during your introductory conversation."
About Us
Appcues' mission is to help teams deliver experiences their users love. Our vision is for every software company to embrace product-led growth, resulting in more engaged and happier users.
Our Benefits
100% remote - We don’t have an office so all of our employees learn and collaborate in the same way using remote work practices. We work in Slack, Zoom, and a collection of modern collaboration tools. We have inclusive remote events and we get together annually for a fun off-site retreat.
Well-being - You'll have solid health, dental, and vision plans; access to 401k, and a generous maternity and paternity leave.
Home office and tech budget - Besides paying for your work computer (Mac or PC), we offer a one-time $1000 home office stipend and an additional $500 annual budget for extra work-related technology.
Coworking space, on us - Home office not cutting it? We'll reimburse your monthly coworking fees.
Equity - We want everyone invested in our success. We grant every employee equity in the company.
Transparency and collaboration - We foster team alignment with meetings of all shapes and sizes—a twice a month all-hands meeting called Allcues, a weekly newsletter and an annual learning stipend.
Flexible Time Off - We believe time away to reflect and explore makes us all more productive, so employees don’t accrue vacation time – they work with their managers to schedule time off when they need it, consistent with our Flexible Time Off policy. Employees based in the USA also take off all US federal holidays. Employees residing in other countries can choose to follow their local national holidays or US federal holidays.
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The Company
What We Do
At Appcues, our mission is to help teams build products their users love. With Appcues, you can create in-product experiences (user onboarding, feature announcements, etc.) without writing any code. We believe it's the non-technical people who oftentimes have the best information about a user's needs and desires.
Why Work With Us
We're on a mission to help companies make products their customers love, and we’re having a great time doing it. We’re a dynamic group of talented teammates who challenge, trust, and care about each other, the work we do, and the success story we’re all helping to write. We live by our values, our benefits are real, and sometimes we have donuts
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