ABBYY

Senior Account Manager, SMB

ABBYY

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $107,000 - $128,000 per year

Job Level

Senior

About the role

  • Own and exceed retention (GRR) and expansion (New ARR) targets across your SMB portfolio
  • Lead renewal and expansion cycles with a structured, value-based approach, applying MEDDPICC or other qualification frameworks where appropriate
  • 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 the greatest growth potential
  • Build multi-threaded relationships across business and executive stakeholders on strategic accounts
  • Act as a trusted advisor by aligning ABBYY solutions to measurable operational outcomes
  • Conduct business reviews that highlight value realization and identify targeted 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, adoption trends, and customer goals
  • Drive scalable expansion motions while focusing strategic efforts on accounts with the highest growth potential
  • 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

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
Benefits
  • Three weeks paid time off plus 15 paid holidays and floating holidays
  • Gym membership subsidy
  • Medical and dental insurance
  • Pet insurance
  • Employee Assistance Program
  • College Savings Plan
  • Travel assistance
  • 401(k) with up to 4% employer match
Applicant Tracking System Keywords

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

Hard Skills & Tools
SaaS account managementquota-carrying salesstructured deal qualificationMEDDPICCforecastingpipeline managementdata analysisupsell opportunitiescross-sell opportunitiescustomer engagement
Soft Skills
strategic account planningexecutive communicationself-motivatedaccountableautonomyrelationship buildingnegotiationvalue-based approachproactive engagementcollaboration