Pathify

Cloud-based student engagement hub for universities

Sales Account Manager - SMB

Account ManagementPosted on Nov 12

Full-time$100k - $125k /yr

About the Job

Requirements

Two to three years of account management experience in a software-as-a-service environment, or equivalent experience in a similar role.
Evidence of consistent above-quota production in a similar role.
Ability to travel occasionally.
Ability to use standard office equipment and computer equipment and software, including word processing, database management, spreadsheet applications, and electronic mail.
Ability to use initiative and independent judgment appropriately while making decisions quickly and effectively.
Comfort with quantifiable metrics, daily call and activity expectations, and aggressive retention targets.
Ability to rapidly master the technology.
High-energy, activity-driven mindset with strong organization and time management skills.

Responsibilities

Maintain high daily and weekly outreach activity while managing a book of business of at least 45 SMB customer accounts.
Drive key retention and growth metrics, targeting specified Gross Dollar Retention and Net Dollar Retention goals.
Manage full renewal cycles to ensure high customer retention across assigned SMB institutions.
Identify and close expansion opportunities by cross-selling new Pathify features, add-ons, and modules.
Collaborate with Customer Success and Support teams to route, monitor, and rapidly resolve technical support issues.
Conduct regular account check-ins and high-frequency product discovery calls to showcase feature enhancements.
Track key performance indicators, including daily call and email volume, demonstration completion rates, pipeline velocity, and renewal timelines.
Deliver quick, value-driven demonstrations of new Pathify capabilities tailored to SMB client needs.
Maintain accurate customer relationship management records, logging daily activities, renewal statuses, and upsell pipeline updates in real time.
Research trends in higher education and technology and identify new opportunities to increase sales.
Log activities and update pipeline metrics daily.
Maintain a strong understanding of the Pathify platform, with particular focus on best practices and valuable use cases.

Desired Qualifications

Higher education technology experience is a plus.
Start-up professional experience is a plus.

The Account Manager for SMB is a high-paced, activity-driven sales role focused on driving Gross Retention Rate (GDR) and Net Retention Rate (NDR) across a book of business of at least 45 SMB higher education accounts. This position requires high-volume daily outreach, quantifiable performance tracking, and fast-paced commercial execution. The AM owns contract renewals, upsells, and cross-selling new Pathify modules and features, while working closely with Customer Success to swiftly address and resolve technical support issues for customers.

Essential Functions:

Maintain high daily/weekly outreach activity to manage a book of business of at least 45 SMB customer accounts
Drive key retention and growth metrics, targeting specific Gross Dollar Retention (GDR) and Net Dollar Retention (NDR) goals
Manage full renewal cycles, ensuring high customer retention across all assigned SMB institutions
Identify and close expansion opportunities by cross-selling new Pathify features, add-ons, and modules
Collaborate closely with Customer Success and Support teams to route, monitor, and resolve technical support issues rapidly
Conduct regular account check-ins and run high-frequency product discovery calls to showcase feature enhancements
Track quantifiable KPIs including daily call/email volume, demo completion rates, pipeline velocity, and renewal timelines
Deliver quick, value-driven demonstrations of new Pathify capabilities tailored to SMB client needs
Maintain meticulous CRM records, logging all daily activities, renewal statuses, and upsell pipeline updates in real time
Research trends in Higher Education and Technology and discover new opportunities to increase sales
Log activities and update pipeline metrics daily
Maintain a strong understanding of the Pathify platform, especially focusing on best practices and valuable use cases
Other duties as assigned

High-energy, activity-driven mindset with strong organization and time management skills
Capacity to use initiative and independent judgment appropriately while making decisions quickly and effectively
Rapid mastery of the technology
Willingness to motivate colleagues and teams to work towards shared sales targets and strategies
Comfortable with quantifiable metrics, daily call/activity expectations, and aggressive retention targets
Entrepreneurial spirit, intellectual curiosity, and persuasive confidence
Demonstrated desire for continuous learning and improvement
Trust, positivity, patience, and a desire to learn and have fun
Ability to use standard office equipment, computer equipment and software, including word processing, database management, spreadsheet applications, and electronic mail
2-3 years of account management in a SaaS environment, or equivalent experience in a similar role
Evidence of consistent above quota production in a similar role
Ability to travel occasionally
Higher Ed tech experience a plus
Start-up professional experience a plus

About the Company

Pathify

Cloud-based student engagement hub for universities

Pathify offers a cloud-based engagement hub for higher education that centralizes and personalizes information for students, faculty, and staff across the entire student lifecycle. The platform acts as a system-agnostic portal that replaces multiple intranets and apps by integrating with existing university systems like SIS and LMS to deliver tailored content and notifications on any device. Key features include student records management, scheduling, events, social media integration, and analytics, and in October 2024 it added an AI chatbot that provides verified, personalized answers within the university tech stack. Pathify earns SaaS-based revenue by selling to colleges and universities and aims to improve the digital campus experience, expand its integration library, and grow its global customer base.

Company size: 51-200
Company stage: Growth Equity (Venture Capital)
Total funding: $25M
Headquarters: Denver, CO
Founded: 2011

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