Key Account Manager

Acquia, Inc.; Boston (MA); On-site; AUD 120,000 - 180,000; Full time

Job summary

Acquia is seeking a high-impact Key Account Manager to champion our most strategic partnerships. You will be responsible for the health, retention, and commercial expansion of your assigned accounts, acting as a strategic advisor and growth engine.

This is a premier opportunity to work with open-source technology in a fast-growth market. The role requires 5+ years in account management for large enterprises, with a proven ability to upsell, renew, and collaborate with Sales, Support, and Finance

Qualifications

• Minimum of 5 years in an Account Management or Success role, specifically selling/managing complex cloud or SaaS solutions for large enterprises.
• Proven history of owning and exceeding a sales quota, with growth within existing accounts.
• Exceptional communication skills and ability to lead cross-functional teams to deliver customer needs.
• Self-starter mentality with proactive account strategy in a fast-paced environment.
• Analytical rigor with ability to navigate procurement cycles and manage multiple systems.

Responsibilities

• Strategic Account Growth: Proactively identify, negotiate, and close expansion opportunities within your existing book of business to exceed growth targets.
• Relationship Management: Build and maintain deep-rooted relationships with key stakeholders, business users, and procurement teams.
• Retention & Renewals: Partner with Renewal Managers to ensure a seamless renewal experience and mitigate churn risk.
• Customer Advocacy: Act as the voice of the customer across Sales, Technical Support, and Finance to optimize the journey.
• Strategic Planning: Create territory plans to maximize account retention and lifetime value.
• Operational Excellence: Maintain CRM hygiene in Salesforce and other tools, ensuring accurate forecasting.

Skills

Account management

Sales negotiation

Communication skills

Cross-functional leadership

Analytical thinking

Tools

Salesforce.com

Google Workspace

Job description

About Acquia

Acquia empowers the world's most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out.

Headquartered in Boston, MA, Acquia is a Great Place to Work-CertifiedTM company, is listed as one of the world's top software companies by The Software Report, and is positioned as a market leader by the analyst community. We are Acquia. We are building for the future and we want you to be a part of it!

The Opportunity

Acquia is seeking a high-impact, results-oriented Key Account Manager to champion our most strategic partnerships. In this role, you aren't just managing a list of clients; you are a strategic advisor and a growth engine. You will be responsible for the health, retention, and-critically-the commercial expansion of your assigned accounts. This is a premier opportunity to work with best-of-breed open-source technology in a high-growth market. You will act as the customer's internal advocate, ensuring a world-class experience while identifying untapped potential to grow Acquia's footprint within their organization.

Primary Responsibilities

• Strategic Account Growth: Proactively identify, negotiate, and close expansion opportunities (upsells and cross-sells) within your existing book of business to exceed growth targets.
• Relationship Management: Build and maintain deep-rooted relationships with key stakeholders, business users, and procurement teams to ensure long-term partnership health.
• Retention & Renewals: Partner closely with dedicated Renewal Managers to ensure a seamless renewal experience. You will provide the strategic context and account health insights necessary to mitigate churn risk and facilitate timely contract executions across your territory.
• Customer Advocacy: Act as the "voice of the customer" within Acquia, collaborating across Sales, Technical Support, and Finance to resolve issues and optimize the customer journey.
• Strategic Planning: Create and execute data-driven territory plans designed to maximize both account retention and lifetime value (LTV).
• Operational Excellence: Maintain rigorous hygiene within Salesforce and other CRM tools, ensuring accurate forecasting and account documentation.

Job Requirements

• Experience: Minimum of 5 years in an Account Management or Success role, specifically selling/managing complex cloud or SaaS solutions for large enterprises.
• Expansion Track Record: A proven history of owning and exceeding a sales quota, with a specific focus on growing revenue within existing accounts.
• Leadership & Collaboration: Exceptional communication skills and the ability to lead cross-functional teams to deliver on customer needs.
• Self-Starter Mentality: Ability to drive account strategy proactively with minimal oversight, thriving in a fast-paced, high-autonomy environment.
• Analytical Rigor: Highly detail-oriented with the ability to prioritize tasks, manage multiple systems, and navigate complex procurement cycles.
• Tech Stack: Proficiency in Salesforce.com and Google Workspace (Google Docs, Sheets, Slides, and Drive) is required.

We are an organization that embraces innovation and the potential of AI to enhance our processes and improve our work. We are always looking for individuals who are open to learning new technologies and collaborating with AI tools to achieve our goals. Individuals seeking employment at Acquia are considered without regard to race, color, religion, caste, creed, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. Whatever you answer will not be considered in the hiring process or thereafter.