Senior Account Manager

Wistia

Account Manager responsible for expansion revenue from high-value accounts at Wistia. Collaborating with Customer Success and leveraging data-driven strategies for commercial growth.

Posted 6/2/2026full-timeRemote • 🇺🇸 United StatesSenior💰 $98,000 - $98,001 per yearWebsite

About the role

Key responsibilities & impact

Own and execute the expansion motion for a defined book of strategic accounts, identifying and closing upgrade and consolidation opportunities across 3-6 month deal cycles
Lead commercial conversations related to upgrades, plan expansions, and contract changes from identification through signed agreement
Partner closely with Customer Success Managers on jointly owned accounts, bringing commercial expertise to relationships the CSM has built
Prospect proactively into unmanaged and lightly managed accounts using usage data, intent signals, and your own outbound motion to create net-new pipeline
Maintain accurate opportunity tracking, pipeline forecasting, and account documentation in Salesforce so the whole team has real visibility into the business

Requirements

What you’ll need

Demonstrated success generating and closing expansion revenue from an existing book of business. We are looking for someone who has carried a quota in a post-sales or account management role, not just managed renewals.
Experience navigating enterprise deal cycles: procurement involvement, multi-stakeholder buying groups, and close timelines of 3-6 months with accounts in the 200+ employee range.
Strong commercial instincts and negotiation skills. You are comfortable owning upgrade and contract conversations end-to-end without needing your manager to step in.
A genuine ability to partner with Customer Success. This role lives and dies by the AM-CSM relationship. If you see CSMs as gatekeepers rather than partners, this is not the right fit.
Some experience with cold outbound or self-sourced prospecting. You do not have to have run a high-volume outbound motion, but we want to see that you know how to find your own pipeline when you need to.
Comfort with AI tools in your workflow. We use and build with AI at Wistia, and we expect this person to bring curiosity and openness to how tooling can make them faster and more effective.
Salesforce proficiency for opportunity management, forecasting, and account documentation.

Benefits

Comp & perks

A competitive compensation package that includes employee stock options
401k with 3% company contribution, regardless of whether you contribute (Roth 401k available)
Fully paid healthcare, dental, and vision insurance premiums, including family plans
Pre-tax FSA and Dependent Care Account
16 weeks of paid parental leave
Flexible Time Off. Everyone should get out of their office to recharge.
Remote-first culture: work from anywhere in the continental U.S.
Annual professional development stipend for courses, conferences, and more
New hire bonus to enhance your home office setup
Pet insurance discount

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

expansion revenue generationaccount managementnegotiation skillspipeline forecastingopportunity trackingcontract managementprospectingdeal cycle navigationquota carryingcustomer relationship management

Soft Skills

commercial instinctspartnership abilitycollaborationcommunicationcuriosityopenness to AI toolsself-sourcing pipelinerelationship buildingproblem-solvingadaptability