Key Account Manager

Acquia; United States; Remote; USD 120,000 - 190,000; Full time

Job summary

Acquia, a Boston-based software leader, seeks a high-impact Key Account Manager to champion strategic partnerships and drive growth across priority accounts. You will be a strategic adviser and growth engine, responsible for health, retention, and commercial expansion.

This role emphasizes ownership of expansion opportunities, deep stakeholder relationships, and collaboration with Sales, Support, and Finance to deliver a world-class customer journey.

Qualifications

• Minimum of 5 years in an Account Management or Success role.
• Experience selling/managing complex cloud or SaaS for large enterprises.
• Proven track record of owning and exceeding a sales quota.
• Strong cross-functional leadership and communication skills.

Responsibilities

• Identify, negotiate, and close expansion opportunities within existing book of business to exceed growth targets.
• Build and maintain relationships with key stakeholders, business users, and procurement teams.
• Partner with Renewal Managers to ensure seamless renewal experience and mitigate churn risk.
• Act as the voice of the customer within Sales, Technical Support, and Finance to resolve issues.
• Create and execute data-driven territory plans to maximize retention and lifetime value.
• Maintain CRM hygiene and accurate account forecasting.

Skills

Account Management

Sales

SaaS

Relationship Building

Cross-functional Collaboration

Tools

Salesforce

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 … with existing accounts.
• Leadership Collaboration: Exceptional communication skills and the ability to lead cross‑functional teams .
• Self-Starter Mentality: Ability to drive account st