Lead Account Manager

DataRobot; Massachusetts; On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Medical, Dental & Vision Insurance

Flexible Time Off

Paid Holidays

Paid Parental Leave

Global Employee Assistance Program (E…

Job summary

DataRobot is seeking a Lead Account Manager in the United States MA region to expand and retain relationships within an existing customer portfolio. You will own account plans, uncover new use cases, and drive application growth through upsell and cross-sell motions after the initial sale.

You will partner with Technical Success Managers to ensure value realization and long-term customer success, leading pipeline development and CRM hygiene across accounts.

Qualifications

• 10+ years of quota-carrying sales or account management experience in SaaS or enterprise technology.
• Bachelor's degree or equivalent experience

Responsibilities

• Expansion & Retention Ownership: Drive renewals and upsell opportunities by aligning DataRobot GenAI platform and applications to evolving customer needs and priorities.
• Account Planning & Coverage: Maintain and execute structured account plans to identify growth areas, map stakeholders, and expand into new buying centers.
• Forecasting & Pipeline Management: Own pipeline development and forecast accuracy for all existing-account opportunities; ensure CRM hygiene.
• Application Growth Execution: Partner with Technical Success Managers to monitor usage trends and re-engage underutilized accounts.
• Stakeholder Engagement: Deepen relationships with Director+ and technical stakeholders to broaden coverage and relevance.
• Post-Sale Handoff & Continuity: Serve as the single commercial point of contact after initial purchase; ensure momentum across the customer lifecycle.

Skills

Quota-carrying sales

Account management

SaaS

Enterprise technology

Stakeholder engagement

Cross-functional collaboration

Complex environments

Education

Bachelor's degree or equivalent experience

Job description

Job Description

DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future.

The Lead Account Manager is a quota-carrying role focused on expanding and retaining relationships within a portfolio of existing non-strategic customers. Account Managers are responsible for executing account plans, uncovering new use cases, and driving application growth through upsell and cross-sell motions. After the initial sale from an Account Executive, Account Managers take full commercial ownership of the account and partner with Technical Success Managers to ensure value realization and long-term customer success.

Key Responsibilities

• Expansion & Retention Ownership: Drive in-period renewals and identify upsell opportunities by aligning the DataRobot GenAI platform and applications to evolving customer needs and business priorities.
• Account Planning & Coverage: Maintain and execute structured account plans to identify growth areas, map key stakeholders, and expand into new functional buying centers.
• Forecasting & Pipeline Management: Own pipeline development and forecast accuracy for all existing-account opportunities; ensure CRM hygiene and visibility across sales leadership.
• Application Growth Execution: Partner with Technical Success Managers to monitor usage trends and re-engage underutilized accounts with targeted messaging and new application capabilities.
• Stakeholder Engagement: Deepen relationships with Director+ and technical stakeholders across lines of business to broaden account coverage and elevate DataRobot’s strategic relevance.
• Post-Sale Handoff & Continuity: Serve as the single commercial point of contact following initial purchase from the Account Executive; ensure a smooth transition and maintain momentum across the customer lifecycle.

Knowledge, Skills and Abilities

• Demonstrated success renewing and growing recurring revenue across multi-year, subscription-based contracts
• Proven ability to engage business and technical stakeholders to uncover new use cases and expand account footprint
• Strong collaboration skills and experience working cross-functionally with technical and customer success teams
• Ability to navigate complex customer environments, manage multiple stakeholders, and serve as a trusted commercial lead

Requisite Education and Experience / Minimum Qualifications

• 10+ years of quota-carrying sales or account management experience in SaaS or enterprise technology, with a focus on existing customer expansion; familiarity with GenAI or applied AI concepts a plus
• Bachelor's degree or equivalent experience

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!

DataRobot Operating Principles

• Wow Our Customers
• Set High Standards
• Be Better Than Yesterday
• Be Rigorous
• Assume Positive Intent
• Have the Tough Conversations
• Be Better Together
• Debate, Decide, Commit
• Deliver Results
• Overcommunicate

Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box.

DataRobot is proud to be an Equal Employment Opportunity and Aff

We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.

Use of Artificial Intelligence in Our Hiring Process

DataRobot uses approved AI-powered tools to support the hiring process in selected regions. These tools may assist in writing job descriptions, reviewing applications, assessing qualifications, and evaluating candidate materials. All decisions regarding applications are made by members of the DataRobot team.

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