Senior Account Manager (Pacific, Mountain, or Central time zone)

PolyAI; San Francisco (CA); Hybrid; USD 240,000 - 260,000; Full time

Benefits offered by this job

Health coverage

Life Insurance

STD/LTD

401k plan

Flexible PTO

Learning allowance

WFH allowance

Parental leave

Fertility programs

Sabbatical after 5 yrs

Job summary

PolyAI is seeking a Senior Account Manager to grow and manage a portfolio of enterprise customers across multiple verticals. You will retain accounts, drive renewals, and lead expansion initiatives while aligning with executive stakeholders.

You will craft ROI models and use MEDDPIC to forecast revenue, collaborating with the delivery and solution consulting teams to tailor demos and ensure value realization. A strong focus on multi-threaded relationships and strategic growth is essential.

Qualifications

• Experience managing large, multi-stakeholder Enterprise accounts.
• Proven ability to drive renewals and expansions.
• Strong ability to craft ROI models and business cases.
• Experience leading executive SteerCo meetings and cross-functional collaboration.

Responsibilities

• Manage a book of up to 10 Enterprise customer accounts with focus on retention and expansion.
• Lead upsell expansions and identify new use cases across the business.
• Conduct executive-level SteerCo meetings with buyers across IT, Ops, and business units.
• Create tailored ROI models for verticals to demonstrate value and ROI of PolyAI.
• Forecast quarterly revenue using MEDDPIC within Gong and other CRM tools.

Skills

Account management

Upsell strategies

Cross-selling

Executive meetings

ROI modeling

Forecasting

Customer relationships

MEDDPIC

Tools

Gong

Job description

United States

PolyAI is the Agentic Dialog Platform for building the conversational enterprise, used to build, run, govern, and improve dialog agents at scale. Powered by Raven, a proprietary dialog model trained on more than a billion enterprise conversations, PolyAI agents are built for complexity, open at every layer, and sovereign by design. PolyAI serves hundreds of enterprises across 75 languages and 25 countries, including Metro Bank, Marriott, PG&E, and UniCredit.

PolyAI is searching for a Senior Account Manager, reporting directly to the VP of Account Management to commercially manage and grow our Tier 1 customer relationships across a wide variety of verticals. We want you to bring your great experience and skills to help us develop a scalable growth motion that encourages a customer can-do attitude through self service, as well as building executive-level relationships, defining the account strategy, delivering solution-based sales modeling and driving account retention and revenue growth.

We are prioritizing candidates based in Pacific, Mountain, or Central time zones to ensure adequate overlap with core team hours.

• Manage a book of up to 10 existing Enterprise customer accounts with a focus on account retention and expansion
• Responsible for retaining existing customers through renewal and delivering customer lifetime value, executing on specific commercial plays to drive high retention rates
• Main point of contact for the identification and leading on upsell expansions of new use cases and channels into the business
• Lead customer SteerCo executive meetings bringing together C-level economic buyers with transformation, operations and IT
• Leverage business reviews to align business and IT buyers with a PolyAI-driven AI roadmap
• Work alongside our solution consulting team to create bespoke / tailored demos to convert potential use cases into reality
• Accountable for accurate forecasting leveraging MEDDPIC methodology of in-Quarter deals and pipeline generation within Gong
• Create tailored ROI models tailored to specific verticals that cover revenue generation and cost efficiency plays
• Leverage our Command of the Message Sales methodology to foster expanded multi-threaded relationships within a customer department for cross-selling our solution into new areas of the business
• Voice of the customer internally within PolyAI, partnering alongside our Deployment Strategists to drive product usage and ongoing quality of the virtual agent

We provide a competitive salary range for this role of $240,000– $260,000 OTE - depending on experience and location. This is based on a 70/30 made up of base and bonus. You will have full ownership of upsell/cross-sell into new use cases and channels — and you keep 100% commission on upsells and renewals. Please note this range is intended as a guide, not a guarantee. Final compensation will be based on individual qualifications, relevant experience, and the scope of the role. In addition to salary, this position includes equity in the business, giving you the opportunity to share in the company’s long-term success.

• Participation in the company’s employee share options plan
• Comprehensive health coverage for you and your loved ones
• Life Insurance
• STD and LTD
• The opportunity to contribute to the company's 401k plan
• Flexible PTO policy + 11 designated company holidays
• Annual learning and development allowance
• We're all about making WFH work for you - that's why we offer a one-off WFH allowance when you join. Offering perks like noise-cancelling headphones or a comfortable desk chair to boost your comfort and focus!
• Enhanced parental leave
• Company-funded fertility and family-forming programmes
• Menopause care programme with Maven
• Sabbatical Program: 5-week paid sabbatical available after 5 years of employment

At PolyAI, we take great pride in our values - they guide everything we do. We believe that a strong culture leads to meaningful work and lasting impact.

Our core values are:

Only the best

We expect the best from our people, we hire people that expect the best from themselves, and we nurture this drive for excellence.

Ownership

We care deeply about what we do. We take ownership of our initiatives, decisions and outcomes.

Relentlessly improve

We demand more from ourselves and are always evolving. Continuous, obsessive improvement is the only way we will transform the world of conversational AI.

Bias for action

Our world moves quickly and so do we. We take calculated risks and we deliver impact fast.

Disagree and commit

We are all working toward the same goal. If we don't agree with something, we work hard to understand it and when a decision is made, we accept it and give it our all.

Build for people

We want the world to enjoy the experiences they have with us. We are building for a future that prefers automation.

PolyAI is proud to be an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions at PolyAI will be based on the business needs without attention to ethnicity, religion, sexual orientation, gender identity, family or parental status, national origin, neurodiversity status or disability status.