Hybrid SaaS SMB Account Manager - Growth & Expansion

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

Benefits offered by this job

Health benefits and 401k match

Flexible PTO and parental leave

Hybrid work environment and onsite/off

Job summary

Relias is seeking an Account Manager, SMB to retain, expand, and strengthen a portfolio of small and medium-sized business customers. You will develop account plans, identify whitespace, and drive consultative expansion sales cycles while coordinating internal resources to deliver durable revenue growth.

You will build relationships, lead end-to-end expansion, and position additional products to align with customer priorities while maintaining data in Salesforce and driving forecast accuracy.

Qualifications

• 2+ years of quota-carrying B2B SaaS account management, expansion sales, or comparable customer-growth experience.
• Demonstrated success 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 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 education and professional experience.
• The ability to travel up to ~25%

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.

Skills

Quota carrying

SaaS sales

Account management

CRM knowledge

Education

Bachelor's degree

Tools

Salesforce CRM

Job description

Relias is seeking an Account Manager, SMB to retain, expand, and strengthen a portfolio of small and medium-sized business customers. You will develop account plans, identify whitespace, and drive consultative expansion sales cycles while coordinating internal resources to deliver durable revenue growth.

You will build relationships, lead end-to-end expansion, and position additional products to align with customer priorities while maintaining data in Salesforce and driving forecast accuracy.