Account Manager

AURORA; Livonia (MI); Hybrid; USD 133,000 - 213,000; Full time

Job summary

Aurora in Livonia, MI is seeking an Account Manager to lead carrier accounts and drive long-term commercial growth after deployment. You will own post-implementation strategy, customer health, and expansions while collaborating with Sales, Legal, and Finance to optimize contracts and pricing.

In this role you will manage quarterly business reviews, negotiate terms, and build financial models to support partner engagement.

Qualifications

• 5+ years of experience in Account Management, Business Development, or Strategic Partnerships in high-growth SaaS, trucking, logistics, supply chain, freight brokerage, or another transportation-related industry.
• Demonstrated ability to manage a portfolio of key accounts, drive retention, and negotiate win-win commercial extensions.
• Comfort working with contracts and pricing structures, and negotiating terms with customers.
• Strong written and verbal communication skills, with the ability to explain technical concepts to a commercial audience.
• Ability to work cross-functionally with Sales, Operations, Legal, and Product to deliver on customer commitments and contracts.
• Willingness to travel to customer and carrier sites as needed.
• Ability to thrive in a fast-paced, rapidly evolving technology landscape.

Responsibilities

• Manage carrier accounts, serving as the primary commercial point of contact after sales implementation
• Own account growth: identify expansion opportunities, develop strategies, build the business case, and negotiate contract terms and pricing
• Build and maintain account plans that outline the objectives, growth plans, and key activities for each account
• Coordinate with Operations and Product teams to resolve service issues quickly and keep customer commitments on track
• Track account health, key metrics, freight volumes, and revenue against targets to report on results to leadership and ensure customer expectations are consistently met or exceeded
• Represent the customer's perspective internally, sharing customer feedback, pain points, and feature requests back to Product and Strategy to help shape the product roadmap.
• Lead contract renewals and pricing reviews in partnership with Sales, Legal and Finance
• Build strategic relationships with key counterparts in your portfolio of carrier accounts trucking partners.
• Build and maintain working financial models to support negotiations and drive partner engagement strategy.
• Organize, prepare, and lead regular Quarterly Business Reviews (QBRs) and executive check-ins with client stakeholders.

Skills

Account management

Business development

Negotiation

Cross-functional collaboration

Communication

Travel willingness

Strategic thinking

Tools

Salesforce

Job description

Who we are

Aurora’s mission is to deliver the benefits of self-driving technology safely, quickly, and broadly.

The Aurora Driver will create a new era in mobility and logistics, one that will bring a safer, more efficient, and more accessible future to everyone.

At Aurora, you will tackle massively complex problems alongside other passionate, intelligent individuals, growing as an expert while expanding your knowledge. For the latest news from Aurora, visit aurora.tech or follow us on LinkedIn.

What we are looking for

We are looking for an Account Manager to join Aurora’s Business Development team. You will play a key role in Aurora’s commercial growth by owning a portfolio of carrier accounts and leading post-implementation strategy and execution, customer health, and long-term commercial growth for those accounts. You will be the trusted advisor to customer stakeholders with the goal of driving high customer lifetime value.

In this role you will

• Manage carrier accounts, serving as the primary commercial point of contact after sales implementation
• Own account growth: identify expansion opportunities, develop strategies, build the business case, and negotiate contract terms and pricing
• Build and maintain account plans that outline the objectives, growth plans, and key activities for each account
• Coordinate with Operations and Product teams to resolve service issues quickly and keep customer commitments on track
• Track account health, key metrics, freight volumes, and revenue against targets to report on results to leadership and ensure customer expectations are consistently met or exceeded
• Represent the customer's perspective internally, sharing customer feedback, pain points, and feature requests back to Product and Strategy to help shape the product roadmap.
• Lead contract renewals and pricing reviews in partnership with Sales, Legal and Finance
• Build strategic relationships with key counterparts in your portfolio of carrier accounts trucking partners.
• Build and maintain working financial models to support negotiations and drive partner engagement strategy.
• Organize, prepare, and lead regular Quarterly Business Reviews (QBRs) and executive check-ins with client stakeholders.

Required Qualifications

• 5+ years of experience in Account Management, Business Development, or Strategic Partnerships in high-growth SaaS, trucking, logistics, supply chain, freight brokerage, or another transportation-related industry.
• Demonstrated ability to manage a portfolio of key accounts, drive retention, and negotiate win-win commercial extensions.
• Comfort working with contracts and pricing structures, and negotiating terms with customers.
• Strong written and verbal communication skills, with the ability to explain technical concepts to a commercial audience.
• Ability to work cross-functionally with Sales, Operations, Legal, and Product to deliver on customer commitments and contracts.
• Willingness to travel to customer and carrier sites as needed.
• Ability to thrive in a fast-paced, rapidly evolving technology landscape.

Desirable Qualifications

• Experience in autonomous vehicles, freight technology, or another emerging-technology commercial environment.
• Existing relationships with carriers, shippers, or freight brokers in the for-hire trucking market.
• Familiarity with CRM and account-planning tools (e.g., Salesforce).

Working at Aurora

At Aurora, we bring together extraordinarily talented and experienced people united by the strength of our values. We operate with integrity, set outrageous goals, and build a culture where we win together — all without any jerks.

We believe in-person work increases collaboration, empathy and our ability to lead effectively. As a result, we operate in a hybrid work environment where Aurorans are in office at least 3 days per week.

Our Careers page provides insight into what it is like to work at Aurora, and you can find all the latest updates in our Newsroom.

For roles based in Livonia, MI: The salary range for this position is $133,000 - $213,000 per year. Aurora’s pay ranges are determined by role, level, and location. Within the range, the successful candidate’s starting base pay will be determined based on factors including job-related skills, experience, qualifications, relevant education or training, and market conditions. These ranges may be modified in the future. The successful candidate will also be eligible for an annual bonus, equity compensation, and benefits.

Our commitment to safety

At the core of everything we do is our commitment to safety. Building best-in-class self-driving technology will take time, and we believe that each employee at Aurora has a role in contributing to safety, every step of the way. Aurora expects commitment to our safety policies from every employee, and seeks candidates who take an active responsibility, can contribute to building an atmosphere of trust, and invest in the organization’s long‑term success by prioritizing working safely, no matter what.

Our commitment to inclusion

Aurora considers candidates without regard to their race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, pregnancy status, parent or caregiver status, ancestry, political affiliation, veteran and/or military status, physical or mental disability, or any other status protected by federal or state law. Aurora considers qualified applicants with criminal histories, consistent with applicable federal, state, and local law. We are also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at [e-mail].

For California applicants, information collected and processed as part of your application and any job applications you choose to submit is subject to Aurora’s California Employment Privacy Policy.