In PersonOn-site in the San Francisco Bay Area, Peninsula, five days a week.
Sales & Account ManagementAccount Management
H1B Sponsorship Available
About the job
Requirements
At least 5 years in account management, customer success management, or another post-sales role at a B2B software company, personally owning a renewal or expansion number.
Enterprise experience managing a book of business over $1 million.
A demonstrable account-growth track record, including an account's value when inherited and when left and the actions that drove the change.
Comfort reading usage and adoption data and building a commercial argument from it.
Ability to conduct executive-level and hard commercial conversations.
An individual-contributor builder mindset; this is not a people-management role.
Product-sales experience; B2B, B2C, or B2B2C backgrounds are acceptable, while services, advertising, media sales, ad sales, and agency-side backgrounds are not a fit.
Responsibilities
Own net revenue retention across a book of enterprise accounts.
Own post-launch relationships with enterprise buyers and program owners, from the first production call through renewal.
Grow customer consumption by moving pilots to production, expanding use cases, and expanding adoption across departments and organizations.
Own renewals end to end, including forecasting, negotiating, closing, and identifying upsells.
Use usage data to develop the business case customers use internally to justify expansion.
Bring customer blockers to Product and Engineering with associated revenue context.
Desired Qualifications
Experience with consumption-based or usage-based pricing.
Experience with AI, large language models, or voice AI.
Experience in regulated industries, especially with call-center buyers handling substantial HIPAA and personally identifiable information exposure.
Startup experience.
Technical fluency with APIs, integrations, and deployment concepts when working with customer engineering teams.
Location: San Francisco Bay Area, Peninsula. On-site, five days a week. Type: Full time Compensation: $180,000 to $220,000 cash, plus equity on a 4-year vest with a 1-year cliff. Relocation support provided.
About the company
Our client is a venture-backed voice AI company building AI agents that handle the sales, support and logistics calls enterprise contact centers once staffed with large human teams. Thousands of companies run on the platform, including Fortune 500 names in healthcare, travel and technology. Revenue has grown more than tenfold since the start of 2025 with a team of about 50, and the company was recently ranked the top place to work in the Bay Area by a major business publication.
Their 2026 goal is a full CX platform where AI workers act as frontline agents, QA analysts and managers, improving every customer interaction rather than waiting for a human to retune them.
About the role
The company has landed the logos. This role exists because keeping and growing them is now the bigger opportunity. The person in this seat owns a book of enterprise accounts from launch onward: the relationship, the consumption number, the renewal and the expansion.
Because the company prices on usage, growth here is not a repapering exercise. You grow an account by getting more of the customer's call volume onto the platform, which means being in the data, in the QBRs, and in the room when they decide what to automate next. This is a founding role. The company is strong at product-led growth and is building its enterprise motion from the ground up, which is exactly what this hire is for.
What this hire owns
Net revenue retention across a book of enterprise accounts.
Own the post-launch relationship with enterprise buyers and program owners, from first production call through renewal
Grow consumption across the book: pilot to production, one use case to many, one department to the org
Own the renewal end to end: forecast it, negotiate it, close it, and find the upsell inside it
Turn usage data into the business case customers use internally to justify expansion
Bring the blockers you find back to Product and Engineering with revenue attached
What they are looking for
Must have:
5+ years in account management, customer success management, or another post-sales role where you personally owned a renewal or expansion number at a B2B software company
Enterprise experience specifically: a book of business over $1M. Bigger is better
A track record you can walk through: a specific account, what it was worth when you inherited it, what it was worth when you left it, and what you did
Comfort with usage data. You can read an adoption dashboard and build a commercial argument from it
Ability to hold an executive conversation and a hard commercial one in the same meeting
An IC builder mindset. This seat is not being built as a people management role
Strategic account manager and account director profiles are a good fit if you are happy coming in as an account manager to build the function from zero.
Nice to have:
Consumption-based or usage-based pricing experience
AI, LLM or voice AI experience
Regulated industry experience. The company's customers run call centers with heavy HIPAA and PII exposure, and understanding how those buyers operate is a real advantage
Startup experience
Technical fluency: you can hold your own on APIs, integrations and deployment concepts with a customer's engineering team
What does not translate here: services and advertising backgrounds. Media sales, ad sales and agency-side experience are not a fit. The company is looking for people who have sold product. B2B, B2C and B2B2C are all fine as long as it was a product.
How they evaluate
Less about checkboxes, more about:
Whether you have owned a number yourself rather than supported someone who did
Judgment in customer-facing moments, especially when something is broken and the renewal is close
Whether you go find the expansion or wait for the customer to raise it
How you reason from data: can you look at a consumption chart and say which account is about to churn and why
Interview process
Four rounds: a recruiter screen, an account strategy walkthrough with the hiring manager, a best-practices conversation, and a half-day onsite with a QBR simulation, an escalation role play, a usage analytics exercise, and founder conversations.
Benefits
100% medical, dental and vision coverage, a daily meal credit, and monthly wellness, commuter, phone and internet reimbursements. The company sponsors work authorization for qualified candidates.
How to apply
This search is run by Riderflex on the company's behalf. Apply through this posting and the company name and full details are shared on the first call.
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