FMSI (Financial Management Software, Inc.) gives financial institutions a white-glove SaaS platform to manage appointments, lobby traffic, staff scheduling, and branch analytics. More than 150 community financial institutions already rely on us, and we're growing our revenue team to deliver even greater value to the customers we serve.
Role Summary
We are hiring an Account Manager to own and grow a book of 100+ community bank and credit union accounts. This is a full-cycle revenue role: you will drive renewals, negotiate price increases, identify upsell opportunities across modules, and execute cross-sell motions. You are not a farmer — you think like a dealmaker, and you are energized by turning satisfied customers into expanded contracts.
This role is central to FMSI's growth strategy. You will be part of a small team, meaning you will have real influence over how we develop the function — and a direct line to leadership.
What You'll Own
Renewals & Price Negotiation
• Own the renewal cycle for a 100+ account book, ensuring on-time contract execution with minimal revenue leakage.
• Lead pricing conversations confidently, including presenting and defending annual price increases to customers.
• Identify at-risk accounts early and execute proactive retention strategies in partnership with Customer Success.
Upsell & Cross-Sell
• Identify upsell opportunities within the OneCX platform (e.g., adding Appointments, Analytics, or Staff Scheduler modules to single-module customers).
• Build account expansion plans and work multi-threaded across stakeholders at each institution to advance deals.
• Partner with the product and CS teams to surface customer needs that can be converted into expansion revenue.
Relationship & Account Management
• Maintain deep relationships with key stakeholders (branch operations, technology, and executive sponsors) across your book.
• Conduct regular business reviews to demonstrate ROI, align on strategic priorities, and generate an expansion pipeline.
• Keep Zoho CRM updated with accurate account data, deal stages, and forecasted revenue.
What We're Looking For
Required
• 3–6 years of experience in SaaS account management, with a demonstrated track record of quota attainment in an expansion/upsell capacity.
• Proven ability to negotiate price increases and multi-year contracts — you are comfortable owning the commercial conversation.
• Experience managing a large book of accounts; organized, process-driven, and skilled at prioritization.
• Strong executive communication skills — equally comfortable presenting to a branch manager, a COO, and everyone in between.
• CRM discipline and data hygiene habits (experience with Zoho CRM, HubSpot, or equivalent).
• Self-starter with a high tolerance for ambiguity; this is an early-stage function and you will help build it.
Preferred
• Background in fintech, banking technology, or community financial institution (bank/credit union) markets.
• Familiarity with branch operations, lobby management, appointment scheduling, or workforce management concepts.
• Experience selling or expanding SaaS solutions to community banks, credit unions, or regional banks.
• Working knowledge of contract structures, multi-year deal mechanics, and pricing negotiations in a SaaS context.
Compensation
This role carries a competitive base salary plus variable commission tied directly to expansion and upsell performance. Commission is uncapped — your earnings scale with the results you drive. Specific ranges will be shared during the screening process.
Location
Remote (United States). Willingness to travel for customer meetings, QBRs, and company offsites is expected (estimated 10–20%).
Why FMSI
• Ground-floor opportunity: you will be on a small team at a company actively investing in its GTM function.
• Direct impact: your book of business touches a meaningful percentage of FMSI's total ARR from day one.
• Mission-driven market: community banks and credit unions serve real people — your work helps them run better branches.
• Lean, high-ownership culture: no bureaucracy, short feedback loops, and a leadership team that values initiative.
Skills Required
- 3-6 years of experience in SaaS account management with quota attainment in expansion/upsell
- Proven ability to negotiate price increases and multi-year contracts
- Experience managing a large book of accounts; organized and process-driven
- Strong executive communication and presentation skills
- CRM discipline and data hygiene (experience with Zoho CRM, HubSpot, or equivalent)
- Self-starter comfortable with ambiguity and building an early-stage function
- Background in fintech, banking technology, or community financial institution markets
- Familiarity with branch operations, lobby management, appointment scheduling, or workforce management
- Experience selling or expanding SaaS solutions to community banks, credit unions, or regional banks
- Working knowledge of contract structures, multi-year deal mechanics, and SaaS pricing negotiations
