Account Manager

onboardmeetings; Indianapolis (IN); Remote; USD 70,000 - 110,000; Full time

Benefits offered by this job

Fully remote work

Company provided equipment

US Based Employees

Comprehensive health plan (medical/d/p

HSA contribution

Flexible Spending Accounts available

Life insurance

Disability coverage

Job summary

OnBoard seeks an Account Manager to drive revenue within our existing customer base using value selling. You’ll build strong relationships with key decision-makers, identify opportunities, and expand footprints across accounts, while supporting renewals and price discussions.

You will collaborate with Customer Experience, Sales, Marketing, and Product teams to ensure alignment and success, while staying current on industry trends and competitor activity.

Qualifications

• Bachelor’s degree in business or related field.
• 3–5 years in Account Management or Sales, SaaS preferred.
• Experience with in-person, phone, and video calls/presentations.
• Proven renewals and expansion capabilities.

Responsibilities

• Own growth strategies within existing accounts to hit revenue targets.
• Build relationships with key decision-makers and users.
• Conduct business reviews and tailor solutions to goals.
• Identify upsell/cross-sell opportunities within accounts.
• Develop account plans with profiling, SWOT, and sales strategies.
• Coordinate with internal teams to support accounts effectively.
• Lead proposal creation, price objections, and closing growth deals.
• Execute outbound prospecting as needed to drive growth.
• Negotiate and close deals with favorable pricing and terms.
• Ensure high customer satisfaction and retention.
• Monitor satisfaction and identify improvement areas.
• Maintain opportunity pipelines in Salesforce and forecast growth.

Skills

Relationship management

Negotiation

Sales strategy

Communication

CRM proficiency

Education

Bachelor's degree in business administration, Marketing, or related field

Tools

Salesforce

Gong

ZoomInfo

ChurnZero

Job description

Title: Account Manager

Function: Sales

Reports to: Director, Account Management

Location: Remote - United States (Eastern Hours)

Position Summary:

The Account Manager is responsible for driving revenue growth within our existing customer base using relationship management and a value-selling sales approach. The Account Manager will develop strong relationships with key decision-makers, identify new sales opportunities, and expand our footprint within current accounts. Additional responsibility includes negotiating and supervising outreach and sales activities and supporting the customer team with renewal negotiations and value selling. Providing feedback and suggestions to improve customer satisfaction, maximize retention, and to increase the ROI of the clients in the industry.

Key Responsibilities

• Own and execute growth strategies within existing customer accounts to achieve revenue targets. This includes present, pitch and negotiating new users, add-ons, or package upgrades.
• Develop and maintain strong relationships with key decision-makers, influencers, and users.
• Conduct regular business reviews, analyze customer needs, and present tailored solutions to help customers achieve their goals.
• Identify and pursue new sales opportunities, upsells, and cross-sells within the existing customer base.
• Develop and manage account plans, including customer profiling, SWOT analysis, and sales strategies.
• Collaborate with internal stakeholders (e.g., Customer Experience, Sales, Marketing, Product) to ensure alignment and effective support.
• Play a pivotal role with package conversations by building out proposal documents/decks, running proposal review/pitch calls and closing related growth opportunities. This will include fielding and addressing price/package objections and escalating as required.
• Run outbound efforts as needed to assist with growth lead generation. This will include outbound calls and emails.
• Negotiate and close deals, ensuring optimal pricing and terms.
• Provide exceptional customer service, addressing concerns and resolving issues promptly.
• Continuously monitor customer satisfaction, identifying areas for improvement.
• Build and track the ongoing pipeline of opportunities within Salesforce and assist as needed to forecast growth revenue.
• Stay up to date on industry trends, market developments, and competitor activity.

Skills and Experience Needed

• Bachelor's degree in business administration, Marketing, or related field
• 3-5 years of experience in Account Management or Sales, preferably in a B2B environment, SaaS industry preferred.
• 3-5 years of experience setting and conducting in-person, phone, and video calls/presentations.
• Proven knowledge and execution of successful sales, renewals management and/or business development strategies.
• Proven track record of consistently meeting or exceeding sales targets.
• Excellent communication, interpersonal, and negotiation skills.
• Strategic thinking and problem-solving abilities.
• Strong proficiency in MS Office Suite and experience with CRM software (e.g., Salesforce, Gong, ZoomInfo and ChurnZero).

Competencies

• Accountability
• Adaptability
• Applied Learning
• Business Acumen
• Collaboration
• Customer Focus
• Dealing w/Ambiguity
• Decision Making
• Driving for Results
• Initiating Action
• Planning and Organizing
• Technical/Professional Knowledge
• AI Curiosity & Innovation

About the Company

Boards set the standard for what organizations can achieve. At OnBoard, our board management software helps boards function at a higher level so every organization can make a bigger difference in the world.

Launched in 2011, today, OnBoard serves as the board intelligence platform for more than 5,000 organizations and their 12,000 boards and committees in 60 countries worldwide. With customers in higher education, nonprofit, healthcare systems, government, and enterprise business, OnBoard is the leading board management provider.

OnBoard has grown from a class project at Purdue University in West Lafayette, Indiana in 2003 into the world's leading board management software platform today. Backed by JMI Equity and the acquisitions of eScribe and Govenda, OnBoard is positioned to become the industry leader in Board Management and Meeting Solutions for private and public sector entities.

Benefits and Perks

• Fully remote work with company provided equipment (laptop, software, etc.)
• Employment with a growing, casual, fun, philanthropic minded company
• US Based Employees
• Comprehensive, high-quality medical/prescription drug plan options, as well as dental and vision plan offerings.
• An employer contribution to your Health Savings Account (HSA) if you participate in a High Deductible Healthcare Plan.
• Medical Flexible Spending Accounts available.
• Dependent Care Flexible Spending Accounts available.
• Basic life insurance in the amount of $50,000 or 1 X's your salary (whichever is higher) .
• Short and long-term disability and Accidental Death and