India (Remote)
Working Hours: 5:30 PM – 2:30 AM IST (8am to 5pm EST overlap)
About Docsumo:
Docsumo is your go-to Document AI solution for streamlining business operations. We turn complex documents like bank statements, policies, and financial statements into valuable, actionable data. Our cutting-edge technology helps businesses make smarter decisions faster. We are backed by marquee investors such as Sequoia, Barclays, Fifth Wall, Common Ocean, and Techstars.
At Docsumo, we're on a mission to revolutionise how businesses handle data. We empower companies to:- Boost efficiency by 6-10 times.- Make quick, accurate decisions from unstructured information.- Scale operations effortlessly through innovative technologyRole Overview
We are seeking an experienced Account Manager to focus on expansion, and growth of large accounts across the North America market, including enterprise and mid-market customers. This role is part of the sales organization and is responsible for driving increased product adoption within existing accounts.
You will manage and expand relationships with complex, multi-stakeholder organizations such as Nomura, SVB, Intertek, and similar large global customers. The role requires strong stakeholder management skills, a consultative sales approach, and the ability to identify and drive additional use cases across teams.
Key Responsibilities
Carry a quarterly & annual sales quota and pipeline generation in existing customers
Own and grow a portfolio of large accounts (enterprise and mid-market) with a primary focus on account expansion and retention
Build and maintain strong relationships with senior technical and business stakeholders, including CTOs, Engineering Leaders, and their direct reports
Proactively engage customers through email, calls, and virtual meetings to drive adoption and uncover growth opportunities
Understand how various teams within an organization are using the product and identify additional use cases and expansion opportunities
Conduct solution-oriented product demonstrations tailored to different teams and stakeholder needs
Position the product by showcasing relevant customer success stories and internal use cases
Collaborate closely with Product, Customer Success, and Engineering teams to ensure alignment on customer needs and successful execution
Maintain accurate account plans, expansion pipeline, and activity tracking using CRM tools
Monitor market trends and customer requirements within the North American SaaS and technology landscape
Requirements
5+ years of experience in Account Management, Customer Expansion, or Sales roles within B2B SaaS
Ability to cold call CXOs to understand customer pain points & journeys.
Proven experience managing and expanding large accounts across enterprise and mid-market segments
Strong ability to engage with technical stakeholders and conduct executive-level conversations
Experience in running software demonstrations and solution discussions
Excellent written and verbal communication skills, with a structured and persuasive approach
Strong consultative selling and relationship management capabilities
Prior experience working with North American customers and operating in EST time zones
Comfortable working EST hours from India
Preferred Qualifications
Experience with Document AI, OCR, automation platforms, or enterprise software solutions
Exposure to regulated or complex industries such as BFSI, FinTech, or large global services organizations
Familiarity with CRM platforms such as HubSpot, or similar tools
Success Metrics
Growth in account value through expanded product usage
Increased adoption across multiple teams within the same customer organization
Strong customer satisfaction and long-term retention
Consistent and predictable expansion pipeline
Skills Required
- 5+ years of experience in Account Management, Customer Expansion, or Sales roles within B2B SaaS
- Proven experience managing and expanding large accounts across enterprise and mid-market segments
- Excellent written and verbal communication skills, with a structured and persuasive approach
- Strong consultative selling and relationship management capabilities
- Prior experience working with North American customers and operating in EST time zones
What We Do
Docsumo is document AI software with Intelligent OCR technology helps you convert unstructured documents such as pay stubs, invoices and bank statements to actionable data. Works with documents in any format with minimal setup.
