Account Manager, SMB

Relias; Morrisville (NC); Hybrid; USD 70,000 - 110,000; Full time

Benefits offered by this job

401k match

Flexible PTO

Parental leave

Hybrid work environment

Office near Morrisville, NC

Job summary

Relias, based in Morrisville, NC, seeks an Account Manager, SMB to retain, grow, and strengthen a portfolio of small and mid-sized business customers. The role develops account plans, identifies whitespace, and leads consultative expansion sales cycles, coordinating internal resources to drive durable revenue growth.

You will manage relationships with customer stakeholders, conduct discovery, and lead proposals and negotiations while aligning with senior leadership and cross-functional teams.

Qualifications

• 2+ years of quota-carrying B2B SaaS account management, expansion sales, or related growth experience.
• Experience identifying and closing expansion opportunities within an assigned portfolio.
• Familiarity with Salesforce or comparable CRM and a defined sales process.

Responsibilities

• Develop and maintain portfolio and account plans based on customer goals, utilization, footprint, whitespace, renewals, and growth potential.
• Lead the full expansion sales cycle from opportunity creation through proposal, negotiation, and close.
• Build relationships with stakeholders and conduct discovery to identify business needs and measurable value.
• Maintain expansion pipeline with evidence-based stages, close dates, risks, and forecast calls.
• Coordinate with Customer Success, Support, Solutions Consulting, Product, Finance, Legal, and Revenue Operations to align strategy and customer experience.

Skills

Quota carrying

B2B SaaS

Account management

Forecasting

Cross-functional coordination

Relationship building

Negotiation

Sales process

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Job description

WHAT CAN RELIAS OFFER YOU?

• Fantastic health and wellness benefits package, including an outstanding 401k match, a flexible PTO program, and a generous and inclusive parental leave policy. Additionally, Relias pays for the employee portion of the monthly healthcare premium!
• Flexible work environment with onsite and work from home options – you choose when you want to come into the office!
• Active Employee Resource Groups open to all employees!
• Comprehensive onboarding program – a great introduction to our company, customers and culture!
• Growth and career advancement opportunities!
• Multiple development program options – leadership development, professional development curriculums, and Nanodegree options in both technology and data science
• Professional development gained from conference attendance and participation in organizations like NC Tech
• Onsite 321 Coffee Shop providing free coffee and pastries to employees

Job Description

The Account Manager, SMB is a quota-carrying sales professional responsible for retaining, expanding, and strengthening a portfolio of small and medium-sized business customers. The role develops account plans, identifies whitespace and customer priorities, leads consultative expansion sales cycles, and coordinates internal resources to support customer value and durable revenue growth.

WHAT YOU'LL BE DOING:

Portfolio and Account Planning

• Develop and maintain portfolio and account plans based on customer goals, utilization, solution footprint, whitespace, renewal considerations, and growth potential.
• Prioritize customer engagement and selling activity according to opportunity, risk, and strategic value.
• Maintain accurate account, contact, activity, and opportunity data in Salesforce.

Customer Growth and Consultative Selling

• Build relationships with customer stakeholders and conduct discovery to identify business needs, expansion opportunities, and measurable value.
• Lead the full expansion sales cycle from opportunity creation through proposal, negotiation, and close.
• Position additional products and services in ways that align with customer priorities and fit.

Pipeline, Forecast, and Commercial Discipline

• Maintain sufficient expansion pipeline and evidence-based opportunity stages, close dates, risks, and forecast calls.
• Develop proposals and lead commercial conversations within approval standards.
• Identify risks to growth or customer value and coordinate timely action with internal partners.

Customer and Cross-Functional Partnership

• Partner with Customer Success, Support, Solutions Consulting, Product, Finance, Legal, and Revenue Operations to coordinate account strategy and customer experience.
• Ensure clear ownership and handoffs across commercial and customer-success activities.

Continuous Learning and Technology Adoption

• Build product, market, customer, and commercial knowledge through ongoing learning and coaching.
• Use approved AI, CRM, revenue-intelligence, and enablement tools to improve account insight, preparation, prioritization, and productivity.

Qualifications

YOU'VE GOT WHAT IT TAKES IF YOU HAVE/ARE:

• 2+ years of quota-carrying B2B SaaS account management, expansion sales, or comparable customer-growth experience.
• Demonstrated success identifying and closing expansion opportunities within an assigned customer portfolio.
• Experience using Salesforce or a comparable CRM and a defined sales process.
• Knowledge of SaaS account management, customer expansion, portfolio prioritization, renewal context, consultative discovery, and commercial negotiation.
• Ability to identify whitespace, connect solutions to customer outcomes, and manage multiple customer priorities.
• Ability to build trusted relationships while maintaining clear commercial ownership and accountability.
• Skill in account planning, pipeline management, forecasting, and cross-functional coordination.
• Bachelor’s degree or an equivalent combination of relevant education and professional experience.
• The ability to travel up to ~25%

IT WOULD BE NICE TO HAVE:

• Experience managing customer relationships in healthcare, human services, post-acute care, or another regulated market.
• Experience with MEDDPICC or a comparable qualification methodology.
• Experience using conversation-intelligence, customer-insight, and approved AI productivity tools.

Additional Information

IN OFFICE REQUIREMENT:

Relias values collaboration and wants to ensure that our team members have opportunities to work with their teams regularly for professional development opportunities. Our flexible hybrid work environment requires that you live in the state of North Carolina, within a commutable distance to our office (~1-hour commute). You would be expected to work in our Morrisville, NC Headquarters (close to the Raleigh/Durham airport) approximately 30 days/quarter.

Relias is an Equal Opportunity Employer and a Drug-Free workplace. Relias welcomes and encourages applications from people with disabilities and is happy to make reasonable accommodations in all aspects of the selection process. If you are an individual with a disability and require reasonable accommodation to complete any part of the job application process, please visit our career page for instructions.

All your information will be kept confidential according to EEO guidelines.