Drive Expansion Growth
Identify, develop, and close expansion opportunities
Ensure customers achieve measurable business outcomes while maximizing Net Revenue Retention (NRR), expansion ARR, product adoption, and referenceability.
Develop and maintain multi-year strategic account plans
Build account growth strategies aligned to customer business priorities
Map customer organizational structures, buying centers, and influencers
Identify whitespace opportunities and competitive threats
Partner with Customer Success Team to execute quarterly and annual account reviews
Own commercial strategy for assigned accounts
Generate expansion pipeline
Own large expansion opportunities within renewal cycles
Negotiate pricing, commercial terms, and contract structures
Serve as commercial relationship owner
Build trust across operational, IT, business, and executive stakeholders
Partners with CS Manager to plan and drive executive business reviews (EBRs/QBRs)
Escalation accountable for critical customer issues
Coordinate internal executive engagement to drive customer outcomes

Bachelor's degree required
6+ years enterprise SaaS / technology account management experience
Proven success managing and growing large strategic accounts
Experience with Supply Chain application software including Fleet Management SaaS solutions
Experience with:
Subscription / recurring revenue models
Complex stakeholder environments
Contract negotiations
Expansion pipeline development and management
Executive selling / advisory engagement
Capable of communicating with and presenting to all stakeholder classes and can adapt accordingly, demonstrate genuine empathy, listening skills and commitment to customer success
Commitment to genuinely understand WA product and ROI drivers, use cases and roadmap. Continuous learner that’s curious about customer end markets, trends and ensuring clients are leveraging platform to achieve greater value.
Revenue growth, pricing, negotiation
Commits to learning customers business model & industry so they can position WA as a strategic solution addressing key operational challenges, proactive developing plans to achieve customer goals.
Effective championing needs of customer and responsibly rallying teams to problem solve and remove barriers. Assumes ownership and accountable facilitating outcomes for customers vs. “not my job” mentality
Analytical thinker that consistently translates product usage into tangible financial value and can articulate ROI to executive stakeholders.

Compensation: $95K
$110K USD, depending upon experience and location
Unlimited PTO: Use your paid time off when you need it
Subsidized Healthcare: A variety of subsidized medical plans to fit your needs
Retirement Support: 401(k) matching to help you invest in your future.
Family Friendly: Paid parental leave and caregiver support
Growth & Development: Professional development plans and resources to support continuous learning.

Key Account Manager

Key skills