About the company
Our client is a fast-growing software company.
The role
Raydar is recruiting for this role on behalf of our client. Own renewals and growth across a portfolio of existing large customers, acting as their main commercial contact after launch. Negotiate with senior stakeholders and use usage insights to support account expansion. As the first person in this seat, help establish how the function runs.
What you'll do
- Act as the main point of contact for buyers and program owners at existing accounts, from the start of live usage through each renewal.
- Take charge of revenue retention by forecasting outcomes, negotiating terms and closing renewals, while spotting upsell potential along the way.
- Collaborate with sales, customer success and technical support colleagues, and gradually take over renewals now handled by the customer success group.
- Analyze usage and adoption data to prepare internal business cases that help customers broaden their deployments across teams and use cases.
- Lead regular business reviews with executive-level customer contacts.
- Pass account obstacles to product and engineering teams along with their revenue impact, to strengthen retention and increase usage.
- Help shape the processes and ways of working for a brand-new function, reporting to a senior operations executive.
Requirements
What we're looking for
- At least 2 years in account management, customer success or a similar post-sales position.
- Experience running a portfolio of more than ten large corporate accounts at the same time.
- Direct responsibility for a renewal and growth target spanning customers with many decision-makers.
- A proven history of expanding accounts and securing renewals, with concrete examples and figures you can discuss in detail.
- Confidence in negotiating with senior leaders and handling difficult commercial discussions.
- A steady employment history, with multi-year stints in your most recent roles.
- Mostly US-based professional experience.
- Ability and willingness to work on-site in a fast-moving startup with long hours and meetings early in the morning and in the evening.
Bonus points
- Prior enterprise account management at a startup or a large B2B software company.
- A degree in computer science or a technical background.
- Familiarity with industries that run high-volume phone operations.
- Experience with pricing models tied to usage.
- Exposure to AI technology.
Benefits
Compensation and benefits
- Base salary: USD 180,000 to 220,000 per year
- Equity
- Health, dental and vision coverage
- Relocation support
Location and work model
- Redwood City, CA, United States
- On-site
- Full-time