Account Manager

onPhase; Saint Petersburg (FL); On-site; USD 70,000 - 110,000; Full time

Job summary

onPhase is a leading provider of accounting and finance process automation software, focused on AP/AR automation. The Account Manager will drive growth within strategic customer accounts, collaborating with Customer Success and other teams to uncover expansion opportunities and ensure long-term value.

The role emphasizes building relationships with key decision makers, communicating impact and ROI of onPhase solutions, and managing renewals and negotiations as needed.

Qualifications

• Minimum of 3 years in account management with cross-sell/upsell focus in B2B finance/office of finance.
• FinTech SaaS experience preferred, especially AP/payments.
• Proven track record of achieving sales targets and building relationships.

Responsibilities

• Grow revenue within existing accounts through expansion opportunities and full sales cycle management.
• Build and maintain relationships with key stakeholders, acting as trusted advisor.
• Communicate ROI and platform value through demos and tailored presentations.
• Maintain accurate pipeline, forecasting, and account data in Salesforce.

Skills

Cross-sell

Upsell

Relationship building

Communication skills

Salesforce

Presentation skills

Tools

Salesforce

Gong

6Sense

LinkedIn Sales Navigator

PandaDoc

Job description

onPhase, is a leading provider of accounting and finance process automation software specializing in Accounts Payable and Accounts Receivable automation.

Position Overview

The Account Manager, reporting to the Sr. Director of Account Management and Business Development, will manage customers that are of strategic importance to onPhase. Account Managers are the crux of onPhase expansion – driving customer lifetime value through upsell and cross-sell opportunities. You will be dedicated to finding additional opportunities within current customer accounts through collaboration with our Customer Success team and establishing lasting relationships with key decision makers. Our ideal candidate is someone with proven success in the B2B accounts payable (AP) and payments industry.

Key Responsibilities

• Grow revenue within existing customer accounts by identifying expansion opportunities, cross-sell initiatives, and additional solution needs while successfully managing opportunities through the full sales cycle.
• Build and maintain strong relationships with key customer stakeholders, serving as a trusted advisor and strategic partner.
• Gain a deep understanding of onPhase solutions, messaging, and value propositions to effectively communicate business impact and ROI to customers.
• Conduct professional, consultative customer meetings and presentations utilizing approved demos, sales materials, and pitch decks to showcase platform capabilities and business value.
• Maintain accurate and up-to-date customer account information, pipeline activity, forecasting, and opportunity management within Salesforce.
• Demonstrate strong adoption and effective use of internal sales technologies including Salesforce, Gong, 6Sense, LinkedIn Sales Navigator, and other sales enablement tools.
• Partner closely with Customer Success, Professional Services, Product, and Support teams to maximize customer adoption, satisfaction, retention, and long-term success.
• Proactively monitor customer engagement, business needs, and account health to identify risks and growth opportunities.
• Develop strategic account plans focused on customer goals, retention strategies, and revenue growth initiatives.
• Manage contract renewals, pricing discussions, and customer negotiations in collaboration with leadership when necessary.
• Collaborate with Marketing and Sales Leadership on account-based strategies, campaigns, and customer engagement initiatives.
• Track market trends, customer feedback, and competitive insights to help improve sales strategy and customer experience.
• Meet or exceed monthly, quarterly, and annual revenue growth and retention targets.
• Maintain a high level of professionalism, responsiveness, and customer service throughout all stages of the customer lifecycle.

Qualifications

• Minimum of 3 years of experience in account management, with a focus on cross-sell and upsell development within the office of finance.
• Experience in FinTech SaaS (experience in accounts payable (AP) and payments will be considered more favorably).
• Proven track record of achieving and exceeding sales targets.
• Excellent communication, interpersonal skills and presentation capabilities.
• Proficiency in SalesForce and other sales enablement technology. We offer our team(s) a robust tech stack to support their objectives including Outreach, LinkedIn Sales Navigator, Gong, Sendoso, 6Sense and PandaDoc.