About the job
ConductorOne is pioneering the future of identity security with its AI-native platform designed to safeguard every type of identity, human, non-human, and AI. By leveraging advanced automation, integrated platform-level AI, and seamless connectors, our solution centralizes access visibility, enforces precise controls, facilitates just-in-time access, and automates user access reviews across various applications. Trusted by industry leaders such as DigitalOcean, Instacart, Ramp, and Zscaler, our platform is renowned for its ease of use and rapid deployment.
We are excited to expand our Customer Success Growth team and are in search of a results-driven Account Manager who operates at the crossroads of Customer Success and Sales. This role is perfect for an individual passionate about driving revenue outcomes: spearheading renewals, uncovering expansion opportunities, and securing upsells within our current customer base. You will collaborate closely with our Customer Success and Sales teams to enhance the lifetime value of our clients while ensuring they receive significant ROI from our platform. If you thrive on building relationships, engaging in strategic commercial discussions, utilizing AI insights, and generating business with clients who already appreciate our product, we encourage you to apply.
What You'll Do:
Manage the Renewal Cycle: Oversee all renewal processes for a portfolio of accounts, accurately forecasting, identifying risks early, and executing timely renewals to safeguard and enhance annual recurring revenue (ARR).
Drive Upsells and Expansions: Actively identify and capture upsell and expansion opportunities, including additional user licenses, new product modules, or extended use cases. Develop and implement strategic account plans to boost revenue growth.
Bridge Customer Success and Sales: Serve as the key link between Customer Success and Sales, leveraging established relationships and customer health insights to create sales pipelines, manage deal cycles, and capitalize on growth opportunities with existing clients.
Account Planning: Formulate and sustain comprehensive account plans, gaining a deep understanding of each customer’s business objectives, organizational structure, and decision-making processes to effectively position growth conversations.
Commercial Negotiations: Lead discussions on pricing, negotiate contracts, and manage multi-stakeholder deal cycles for renewals and expansions, collaborating with leadership to develop innovative commercial arrangements.
Monitor Customer Health and Risk: Collaborate with Customer Success Managers (CSMs) to track account health, identify potential churn risks, and devise proactive strategies for mitigation. Ensure high-risk accounts receive prioritized attention and action.
Cross-functional Collaboration: Engage with various internal teams to align on customer strategies and share insights that drive customer success.
