Account Manager (Revenue Expansion)

Confidential

Not specified contract

Posted: April 8, 2026

Required Skills

Job Description

Role Overview

The Account Manager (AM) is a revenue owner responsible for driving growth and maximizing lifetime value across an existing customer portfolio. This role is focused on expanding revenue through upsell, cross-sell, and renewals, while ensuring strong commercial alignment with customer value.

Working in close partnership with Customer Success Managers (CSMs) and Solutions Architects (SAs), the AM converts customer success into measurable revenue outcomes, owning the full commercial lifecycle post-sale.

Key Responsibilities

1. Revenue Growth & Expansion (Core KPI)

Own and drive all upsell and cross-sell opportunities across the product suite (techOMS, techSHIP, etc.)

Proactively identify expansion opportunities within existing accounts

Lead the full sales cycle for expansion deals, including:

Product positioning and demos (with Solutions Architects as needed)

Pricing strategy and commercial structuring

Proposal creation and delivery

Consistently close deals and exceed expansion revenue targets

2. Renewals & Commercial Retention

Own the end-to-end renewal process for all assigned accounts

Lead pricing discussions, negotiations, and contract execution

Identify opportunities to increase contract value at renewal

Ensure on-time renewals with strong commercial outcomes

3. Strategic Account Growth

Partner with CSMs to build and execute account growth plans

Identify opportunities to expand product adoption and increase share of wallet

Support strategic initiatives such as migration to techOMS, positioning them as revenue-generating opportunities

Align customer value with commercial outcomes

4. Pipeline & Forecast Ownership

Build, manage, and maintain a healthy expansion and renewal pipeline

Accurately forecast revenue and consistently deliver against targets

Maintain strong CRM discipline and deal visibility

5.Commercial Leadership

Act as the primary commercial owner across all assigned accounts

Lead all pricing, negotiation, and contract strategy

Ensure revenue growth is aligned with customer value and long-term retention

Ownership Model

Customer Success Manager (CSM) Owns:

Customer health & retention risk

Product adoption and usage

Customer satisfaction (NPS)

Value realization

Relationship management

Account Manager Owns:

Revenue growth and expansion

Renewals and contract value

Pricing and negotiations

Upsell and cross-sell execution

Commercial strategy

Qualifications

2–5+ years in Account Management, Sales, or Revenue Growth roles (SaaS preferred)

Proven track record of exceeding revenue targets through:

Upselling and cross-selling

Contract negotiation and renewals

Strong commercial acumen and deal-closing ability

Experience managing complex B2B customer relationships

Ability to collaborate across Sales, Customer Success, and Technical teams

Preferred Experience

Logistics, fulfillment, or supply chain SaaS

Subscription-based or recurring revenue models

Mid-market or enterprise customer segments

Key Traits for Success

Highly commercial and revenue-driven mindset

Strong negotiator with confidence in pricing discussions

Strategic thinker with a bias for execution

Comfortable owning and being accountable for a revenue number

Collaborative team player with clear ownership boundaries

Team Structure

Reports to: Director of Sales

Works closely with:

Customer Success Managers

Sales Architects

Product & Operations teams

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