SMB Account Manager
Core
Strategic Account Manager responsible for Gross Revenue Retention (GRR), Net Revenue Retention (NRR), renewals, and expansion revenue for a portfolio of 75–130 SMB/Mid-Market customers.
Role type
Senior Account Manager (SMB/Mid-Market)
Builds
Handshake AI platform for job seekers and employers
Domain
B2B SaaS / HR Technology / Recruiting
Deliverable
production ML models | product features | dashboards & analysis | client delivery
Required skills
commercial strategy, consultative selling, contract negotiation, pipeline management, forecasting, stakeholder management, retention strategy, expansion sales, cross-functional collaboration
Preferred skills
HR technology domain knowledge, multi-product SaaS experience, startup environment experience, procurement navigation, automation strategies
Technologies
ATS platforms, recruiting workflows, revenue systems
Responsibilities
Own commercial strategy and growth for SMB/Mid-Market customer portfolio; Develop and execute strategic account plans; Proactively manage renewal lifecycle from strategy to close; Lead commercial negotiations on pricing and terms; Identify and close expansion opportunities; Build multi-threaded relationships with executive stakeholders; Partner with Customer Success to align product adoption with revenue goals; Surface customer insights to improve product and go-to-market strategy.
Seniority
Mid-Senior, hands-on IC with quota ownership
