Tech Stack

Description

You will own retention and expansion across a portfolio of small- to medium-sized business customers, driving measurable revenue outcomes through strategic account planning and consultative engagement. This role balances high-volume execution with selective strategic focus on high-potential accounts.

Requirements

• 5+ years of SaaS account management or quota-carrying sales experience with retention and expansion responsibility
• Proven success managing a high-volume SMB portfolio while delivering consistent commercial outcomes
• Experience with structured deal qualification (MEDDPICC or other frameworks) in renewal and expansion cycles
• Strong strategic account planning and executive communication skills
• Demonstrated proficiency with Salesforce and disciplined forecast execution
• Self-motivated, accountable, and comfortable operating with autonomy

Responsibilities

• Own and exceed retention and expansion targets across your SMB portfolio
• Lead renewal and expansion cycles with a structured, value-based approach
• Navigate pricing and negotiation dynamics to protect revenue and accelerate growth
• Maintain forecasting accuracy and clear pipeline visibility in Salesforce
• Manage a high-volume book of business while prioritizing accounts with greatest growth potential
• Build multi-threaded relationships across business and executive stakeholders
• Act as a trusted advisor by aligning ABBYY solutions to measurable operational outcomes
• Conduct business reviews that highlight value realization and identify expansion opportunities
• Identify churn risk early and proactively engage customers to mitigate it
• Identify and qualify upsell and cross-sell opportunities based on usage data and adoption trends
• Drive scalable expansion motions while focusing strategic efforts on high-potential accounts
• Collaborate with Technical Success, Product, and Services teams to support execution and adoption
• Apply structured deal qualification to improve expansion velocity and win rates
• Maintain high CRM hygiene across activity, contacts, opportunities, and forecasting
• Deliver reliable weekly and quarterly forecasts with disciplined pipeline management
• Leverage data and reporting to guide account prioritization and focus