ABBYY

Account Manager – SMB

ABBYY

full-time

Posted on:

Location Type: Remote

Location: United States

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Tech Stack

RPA

About the role

  • Deliver against retention (GRR) and expansion (New ARR) goals for your book of SMB accounts
  • Lead renewals and expansions with a consultative, value‑based sales approach
  • Maintain accurate forecasts and account health status in Salesforce
  • Manage multiple concurrent opportunities and accounts with consistent discipline
  • Build strong, trust‑based relationships with customer stakeholders
  • Ensure customers achieve measurable ROI and success outcomes with ABBYY solutions
  • Identify and mitigate churn risk early through proactive engagement
  • Execute strategic, multi‑threaded sales motions across functional stakeholders
  • Collaborate with internal teams to support upsell motions that are grounded in customer success
  • Maintain up-to-date and accurate activity, contacts, opportunities, and forecasting in Salesforce
  • Provide reliable sales pipeline visibility and forecast updates
  • Follow defined sales processes and cadences to ensure consistency and predictability
  • Prioritize documentation and record‑keeping that supports internal alignment and execution
  • Partner effectively with Technical Success, Support, Product, and Professional Services teams
  • Coordinate internal resources to ensure customer success at renewal and expansion points
  • Share customer insights to inform product direction and go‑to‑market improvements.

Requirements

  • 3+ years of experience in SaaS account management or sales with a recurring revenue model
  • Proven track record of managing retention and expansion targets
  • Strong relationship building and consultative selling skills
  • Comfortable managing multiple accounts, priorities, and processes simultaneously
  • Salesforce proficiency with commitment to disciplined CRM usage
  • Self-motivated and proactive, with a strong sense of ownership and a collaborative team mindset.
  • Experience with Intelligent Document Processing (IDP), automation, AI/ML, RPA, or related enterprise technologies
  • Experience working with SMB customers and understanding their distinct needs
  • Ability to communicate technical value to non‑technical stakeholders.
Benefits
  • We provide remote and hybrid working options to fit all lifestyles.
  • We use flexible hours across most of our teams to allow you to find your own definition of balance.
  • Encouraging a culture of giving, we provide two paid volunteering days off every year so you can take time to contribute to the causes you care about.
  • To ensure your family is cared for, we offer paid parental leave in all our locations.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
SaaS account managementretention managementexpansion managementconsultative sellingsales forecastingCRM usageIntelligent Document Processing (IDP)automationAI/MLRPA
Soft Skills
relationship buildingself-motivatedproactiveownershipcollaborative mindsetcommunicationdisciplineorganizational skillsconsultative approachcustomer success focus