The Role
Manage 100–125 mid-market and enterprise accounts, owning renewals, forecasting, contract negotiations, retention, upsell, and cross-sell growth. Build executive relationships, conduct business reviews, develop account plans, monitor product usage, and achieve renewal and expansion quotas. The role also involves customer advocacy, cross-functional collaboration, demonstrations, pipeline management, and sharing customer feedback with Product. Travel to trade shows, conferences, and client visits may be required.
Summary Generated by Built In
Account Manager
Zenwork is searching for a dynamic, highly motivated, customer-centric Account Manager. This position will report to the VP of Sales and will be responsible for managing a portfolio of existing customers with a focus on renewals, customer retention, and revenue expansion through upsell and cross-sell opportunities. This role partners closely with Sales, Customer Success, Product, and Marketing to ensure customers maximize the value of our solutions while identifying opportunities to grow account revenue. The Account Manager acts as the primary commercial contact for assigned accounts and is responsible for renewal forecasting, expansion pipeline generation, and long-term account development. This role plays a key part in driving Annual Recurring Revenue (ARR), Net Revenue Retention (NRR), and long-term customer lifetime value.
Location
Our preference is for this position to be in Dallas, TX or Fayetteville, AR, though we are willing to consider a remote arrangement for the right candidate.
Responsibilities
- Manage a portfolio of approximately 100-125 contracted Mid-Market and large Enterprise customers
- Serve as the primary commercial contact for assigned customers
- Maintain strong relationships with key stakeholders at each account
- Own the renewal lifecycle from forecasting through contract execution, as well as related pipeline/churn forecasting
- Identify and drive upsell and cross-sell opportunities
- Meet with strategic accounts to perform Quarterly Business Reviews
- Develop account plans and conduct regular business/value review discussions, in partnership with Customer Account Manager, to expand solution and product adoption across customer organizations
- Proactively understand the evolution of customer’s business and monitor product usage trends to align solution recommendations accordingly
- Maintain an active renewal and expansion pipeline
- Navigate and own contractual conversations and negotiation
- Track key metrics such as retention, expansion revenue, and customer health
- Manage daily activity and KPI expectations
- Achieve renewal and expansion quotas
- Ability to identify and develop customer advocacy opportunities, including securing references, referrals, and case study participation from existing accounts
- Understand the customer’s needs and pain points to share with development for future product enhancements.
Requirements and Qualifications
- 2+ years in Account Management or Sales
- Consistently exceeding renewal and expansion quota expectations
- Proficient at recognizing expansion opportunities within existing accounts to maximize value across customer relationships
- Adept at overseeing contract and renewal negotiations, from initial terms through execution
- Ability to develop senior-level relationships quickly and effectively
- Experience presenting to senior managers and the C-suite at leading enterprise companies
- The ability to manage multiple opportunities (varying complexity) simultaneously at different stages of the buying process
- Success with navigating support and complex conversations
- Skilled in providing virtual/onsite demonstrations
- Ability to travel for trade shows, conferences, or client visits (sometimes on short notice)
- Willingness to learn and constantly improve
- Ability to adapt to new situations quickly
- Genuine and charismatic personality
- Working knowledge of Salesforce, ChatGPT, and JIRA
Preferences
- Bachelor’s Degree is preferred in Business, Finance, or related fields
- Knowledge of IRS 1099 Forms, identity verification, and compliance risk (ideally in the U.S. tax or payroll space)
- Experience selling accounting, financial services, or tax preparation software
- Salesforce, ZoomInfo, ChatGPT, and Outreach experience
Compensation and Benefits
We offer competitive compensation and a comprehensive benefits package, including 401k, PTO, and robust medical coverage for employees and their eligible dependents.
Equal Employment Opportunity Statement
Zenwork values diversity and does not discriminate based on race, color, religion, sex, national origin, age, disability, or genetic information in our hiring practices. We are committed to providing equal employment opportunities to all applicants and employees and fostering an inclusive and respectful work environment. If you require reasonable accommodation during the application or interview process, please let us know.
Skills Required
- 2+ years of experience in Account Management or Sales
- Consistent success exceeding renewal and expansion quota expectations
- Ability to recognize expansion opportunities within existing accounts
- Experience overseeing contract and renewal negotiations through execution
- Ability to develop senior-level relationships quickly and effectively
- Experience presenting to senior managers and C-suite executives at enterprise companies
- Ability to manage multiple opportunities of varying complexity simultaneously
- Success navigating support issues and complex conversations
- Proficiency providing virtual and onsite demonstrations
- Ability to travel for trade shows, conferences, or client visits, sometimes on short notice
- Willingness to learn and continuously improve
- Ability to adapt quickly to new situations
- Genuine and charismatic personality
- Working knowledge of Salesforce, ChatGPT, and JIRA
- Bachelor’s degree in Business, Finance, or a related field
- Knowledge of IRS 1099 forms, identity verification, and compliance risk
- Experience selling accounting, financial services, or tax preparation software
- Experience with Salesforce, ZoomInfo, ChatGPT, and Outreach
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The Company
What We Do
Zenwork, through its Tax1099 and Compliancely brands, is a fast-growing digital tax compliance and regulatory reporting technology company, with 10+ years of experience powering informational tax returns and compliance checks on behalf of its customers base. The company currently serves over 100,000 customers nationwide, including 30,000 CPA firms, as well as enterprise customers such as Allbirds, Berkshire Hathaway, GrowthForce, Rover, Deloitte, and others.
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