Account Manager

Techjays; Menlo Park (CA); On-site; USD 120,000 - 160,000; Full time

Job summary

Techjays is seeking a Senior Account Manager to own and grow strategic client relationships in a fast-paced tech environment. You will partner with client leadership, drive account revenue, retention and expansion, and help shape account management processes and governance.

You will lead executive engagement, craft multi-year plans, and collaborate with delivery teams to ensure value delivery while mentoring junior managers. Experience with AI/ML projects and enterprise software is a plus.

Qualifications

• 10+ years in account management or consultative sales with long, complex engagements.
• Proven track record of growing enterprise accounts, including renewals and expansions.
• Strong executive presence with credibility with CEOs, CFOs, COOs.
• High organizational awareness to map sponsors and navigate stakeholders.
• Ability to guide opportunities through complex decision processes in ambiguity.
• Partner with delivery teams and sell only what can be built.
• Familiarity with AI/ML, automation or enterprise software delivery is a plus.
• Understanding of software development lifecycle and IT services commercials.
• Experience managing international clients.
• Excellent negotiation and presentation skills; able to turn around at-risk accounts.
• Hands-on with a CRM and forecasting; HubSpot experience is a plus.

Responsibilities

• Own client relationships end to end, as primary contact from discovery through delivery and expansion.
• Manage a portfolio of key accounts, focusing on revenue, margin and satisfaction.
• Develop executive relationships at CXO/VP/Director level to advise on technology roadmaps.
• Create multi-year account plans with growth targets, risks and opportunities.
• Lead consultative discovery with C-suite and identify value-chain opportunities.
• Develop business cases and ROI models to support investments.
• Drive revenue growth through project launches and account expansion.
• Oversee proposals, solutioning discussions and commercial negotiations with pre-sales and delivery.
• Set up governance: weekly/monthly reviews, steering committees and QBRs.
• Collaborate with delivery heads to meet scope, quality, timeline and margin goals.
• Mentor junior account managers and shape account management processes and playbooks.

Skills

Account management

Consultative sales

Executive presence

Stakeholder management

CRM HubSpot

Forecasting

Negotiation

Leadership

Delivery governance

Agile delivery

Education

Bachelor's degree

MBA preferred

Tools

HubSpot CRM

Job description

We're looking for a Senior Account Manager to own and grow our most important client relationships. You'll be a strategic partner to client leadership, accountable for account revenue, retention and expansion. You'll also help shape how account management runs at Techjays, including processes, governance and mentoring junior account managers.

Client ownership

• Own client relationships end to end, serving as the primary point of contact from discovery through delivery and expansion.
• Own a portfolio of key and high-value accounts, with accountability for revenue, margin and client satisfaction.
• Build relationships at CXO, VP and Director level and act as a trusted advisor on the client's technology roadmap.
• Create and run multi-year account plans covering growth targets, stakeholder maps, risks and white-space opportunities.

Consultative discovery and business cases

• Lead consultative discovery with C-suite executives and senior leaders to uncover the underlying business constraints.
• Identify opportunities across the client's value chain, including operations, revenue, service, engineering, and procurement.
• Develop business cases and ROI models that support investment decisions.

Revenue growth

• Drive project launch and account expansion, building on existing client relationships to grow engagements over time.
• Own annual account revenue targets and drive expansion through new projects, added teams and new service lines.
• Lead proposals, solutioning discussions and commercial negotiations together with pre-sales and delivery.
• Keep an accurate pipeline and revenue forecast for your accounts.

Delivery and governance

• Partner with delivery teams on scoping and SOW creation.
• Set up and run account governance: weekly and monthly reviews, steering committees and QBRs.
• Work with delivery heads so that projects meet scope, quality, timeline and margin goals.
• Handle senior-level escalations, lead recovery plans for at-risk accounts and protect the relationship.

Commercials and contracts

• Lead negotiations on MSAs, SOWs, rate cards, renewals and change requests.
• Watch account profitability and flag margin risks early.

Leadership and process

• Mentor and guide junior account managers.
• Help define account management processes, playbooks, health scoring and HubSpot reporting standards.
• Share client insights with leadership to shape service offerings and go-to-market strategy.

Skills and Experience

• 10+ years in account management or consultative sales within software, with exposure to long, complex engagement cycles.
• Proven track record of growing enterprise accounts, including renewals and expansions.
• Strong executive presence, with the ability to engage CEOs, CFOs, and COOs credibly through commercial understanding and well-framed questioning.
• High organizational awareness: able to identify the real sponsor, anticipate resistance to change, and guide opportunities through complex decision processes.
• Comfortable operating in ambiguity across multiple stakeholders without a fixed playbook.
• Works in close partnership with delivery teams, with a commitment to selling only what can be built and staying engaged beyond signature.
• Familiarity with AI/ML, automation, or enterprise software delivery is an advantage. Technical depth is less important than the instinct to reimagine client processes.
• Strong understanding of the software development lifecycle, delivery models (fixed price, T&M, dedicated teams) and IT services commercials.
• Experience managing international clients.
• Excellent negotiation and presentation skills, and experience turning around at-risk accounts.
• Hands-on with a CRM, preferably HubSpot, and comfortable with forecasting and reporting.
• Bachelor's degree; MBA preferred.

Nice to Have

• Experience setting up account management processes from scratch
• Experience leading or mentoring a small team of account managers
• Familiarity with Agile delivery and working with distributed teams