Account Manager - SMB

Job Description

The Account Manager, SMB is a quota-carrying sales professional responsible for retaining, expanding, and strengthening a portfolio of small and medium-sized business customers. The role develops account plans, identifies whitespace and customer priorities, leads consultative expansion sales cycles, and coordinates internal resources to support customer value and durable revenue growth. 

WHAT YOU’LL BE DOING:

Portfolio and Account Planning

• Develop and maintain portfolio and account plans based on customer goals, utilization, solution footprint, whitespace, renewal considerations, and growth potential. 
• Prioritize customer engagement and selling activity according to opportunity, risk, and strategic value. 
• Maintain accurate account, contact, activity, and opportunity data in Salesforce. 

Customer Growth and Consultative Selling

• Build relationships with customer stakeholders and conduct discovery to identify business needs, expansion opportunities, and measurable value. 
• Lead the full expansion sales cycle from opportunity creation through proposal, negotiation, and close. 
• Position additional products and services in ways that align with customer priorities and fit. 

Pipeline, Forecast, and Commercial Discipline

• Maintain sufficient expansion pipeline and evidence-based opportunity stages, close dates, risks, and forecast calls. 
• Develop proposals and lead commercial conversations within approval standards. 
• Identify risks to growth or customer value and coordinate timely action with internal partners. 

Customer and Cross-Functional Partnership

• Partner with Customer Success, Support, Solutions Consulting, Product, Finance, Legal, and Revenue Operations to coordinate account strategy and customer experience. 
• Ensure clear ownership and handoffs across commercial and customer-success activities. 

Continuous Learning and Technology Adoption

• Build product, market, customer, and commercial knowledge through ongoing learning and coaching. 
• Use approved AI, CRM, revenue-intelligence, and enablement tools to improve account insight, preparation, prioritization, and productivity. 

Qualifications

YOU’VE GOT WHAT IT TAKES IF YOU HAVE/ARE:

• 2+ years of quota-carrying B2B SaaS account management, expansion sales, or comparable customer-growth experience. 
• Demonstrated success identifying and closing expansion opportunities within an assigned customer portfolio. 
• Experience using Salesforce or a comparable CRM and a defined sales process. 
• Knowledge of SaaS account management, customer expansion, portfolio prioritization, renewal context, consultative discovery, and commercial negotiation. 
• Ability to identify whitespace, connect solutions to customer outcomes, and manage multiple customer priorities. 
• Ability to build trusted relationships while maintaining clear commercial ownership and accountability. 
• Skill in account planning, pipeline management, forecasting, and cross-functional coordination. 
• Bachelor’s degree or an equivalent combination of relevant education and professional experience. 
• The ability to travel up to ~25%

IT WOULD BE NICE TO HAVE:

• Experience managing customer relationships in healthcare, human services, post-acute care, or another regulated market. 
• Experience with MEDDPICC or a comparable qualification methodology. 
• Experience using conversation-intelligence, customer-insight, and approved AI productivity tools. 

Additional Information

IN OFFICE REQUIREMENT:

Relias values collaboration and wants to ensure that our team members have opportunities to work with their teams regularly for professional development opportunities. Our flexible hybrid work environment requires that you live in the state of North Carolina, within a commutable distance to our office (~1-hour commute). You would be expected to work in our Morrisville, NC Headquarters (close to the Raleigh/Durham airport) approximately 30 days/quarter.

Relias is an Equal Opportunity Employer and a Drug-Free workplace

Relias is an Equal Opportunity Employer and a Drug-Free workplace. Relias welcomes and encourages applications from people with disabilities and is happy to make reasonable accommodations in all aspects of the selection process.  If you are an individual with a disability and require reasonable accommodation to complete any part of the job application process, please visit our career page for instructions. 

All your information will be kept confidential according to EEO guidelines.

Disclosure requirements pertaining to the collection of your personal data:

Responsible for processing the information provided in your application is the company specified in the job advertisement, with its registered office as indicated. The company processes your data for the purpose of establishing an employment relationship on the basis of Art. 6 (1) b GDPR / Section 26 (1) sentence 1 BDSG.

The retention period for your data is determined by the statutory time limits applicable in the respective country, beginning upon completion of the recruitment process. You can find these here.

You can contact the company’s Data Protection Officer at the above-mentioned postal address. 

Further information on data protection and your rights can be found here.
 

Recruiting-Platform powered by SmartRecruiters.