Enterprise Account Manager

Basic Function:

The Enterprise Account Manager owns a defined portfolio of large, named priority accounts within an assigned geographic territory and serves as the primary point of contact for those firms. This is an expansion-focused role accountable for growing revenue within an assigned book of business of approximately $8M, deepening relationships across each firm, and driving adoption of ETS service lines (Cost Segregation, R&D Tax Credits, Energy Tax, and related specialty tax services) across the account base. The Enterprise Account Manager is not responsible for net-new logo prospecting; the mandate is to retain, expand, and maximize the lifetime value of existing strategic accounts.

Account Ownership & Territory Management

• Serve as the named, single point of contact for an assigned portfolio of large priority accounts within a defined geographic territory, owning the overall health and growth of each relationship
  
• Develop and maintain account plans for each named firm, including stakeholder maps, service-line penetration, and a clear path to expansion
  
• Build trusted, multi-threaded relationships across each account — engaging principals, partners, and decision-makers beyond the original point of contact
  

• Own a book of business of approximately $8M in account revenue and carry an annual expansion target against that portfolio
  
• Identify, qualify, and close cross-sell and up-sell opportunities across ETS service lines within assigned accounts
  
• Proactively surface new engagements by understanding each client's evolving tax position, transaction activity, and business changes
  
• Forecast account revenue accurately and maintain a clear, current view of expansion pipeline by account
  

• Drive client satisfaction, retention, and renewal across the assigned portfolio, acting as the client's advocate within ETS
  
• Coordinate the delivery experience by partnering with operations and technical teams to ensure work product meets client expectations and timelines
  
• Conduct regular account reviews with key firms to reinforce value delivered and align on upcoming needs
  

• Maintain accurate, current account, contact, and opportunity records in the CRM, adhering to organizational hygiene standards
  
• Deliver a consistent reporting cadence on account status, expansion pipeline, and forecast to the Sales Operations Manager
  
• Track and stage opportunities accurately from identification through close, flagging risks and bottlenecks for timely action
  

• Serve as the operational liaison between assigned accounts and ETS marketing, sales, and operations teams to ensure aligned messaging, qualified opportunity flow, and delivery capacity
  
• Partner with the Sales Operations Manager on intake standards and handoff readiness to ensure expansion deals are operations-ready at close
  

Skills and Qualifications:

• Strong expertise in enterprise or strategic account management, client relationship management, and revenue expansion.
  
• Proven track record of growing revenue within an existing book of named accounts.
  
• Strong consultative selling skills with the ability to identify and close cross-sell and up-sell opportunities.
  
• Ability to manage multiple high-value relationships and competing priorities in a fast-paced, deadline-driven environment.
  
• Highly organized with strong account planning and project management capabilities.
  
• Skilled at building trust and influence with senior stakeholders and decision-makers.
  
• Able to work independently while coordinating effectively with cross-functional stakeholders.
  
• Promotes teamwork, accountability, and transparency across teams.
  

• Bachelor's degree (B.A./B.S.) or equivalent from a four-year college; or
  
• Five (5) to Seven (7) years related experience in account management, enterprise sales, client services, or a related field; or an equivalent combination of education and experience.
  

• Strong written communication skills, including client correspondence, account plans, and business reporting.
  
• Ability to present information clearly and communicate persuasively with stakeholders at all levels.
  
• Effective cross-functional collaboration and communication.
  

• Strong problem-solving skills with the ability to analyze account data and identify growth opportunities.
  
• Ability to interpret and execute across written, verbal, and operational instructions.
  
• Critical thinker with strong forecasting and account-planning capabilities.
  

• Knowledge of CRM software (ZOHO preferred), MS Office (Excel, Word, Teams, Outlook), and various sales reporting tools.