Strategic Account Manager

Catapult; South Carolina; Remote; USD 90,000 - 130,000; Full time

Job summary

Catapult seeks a Strategic Account Manager to own our most important client relationships, a senior, relationship-driven role focused on the health, retention, and growth of a select set of Tier A+ accounts. Success is measured by net revenue retention and deep integration into clients' day-to-day operations.

You will lead renewal negotiations, craft proposals with subject matter experts, run monthly check-ins, quarterly reviews, and coordinate with Marketing and AEs to maximize value.

Qualifications

• 5+ years of experience in strategic account management
• Experience managing large accounts (500+ to 5,000+ employees)
• Proven retention and account growth
• Experience in professional services, HR outsourcing, or related consultative field
• Experience negotiating multi-year service agreements
• Experience turning at-risk accounts around

Responsibilities

• Own defined group of Tier A+ accounts and manage relationships
• Lead renewal negotiations and multi-year agreements
• Conduct monthly check-ins and quarterly business reviews
• Ensure clients utilize membership and HR resources
• Collaborate with Marketing and AEs on campaigns
• Keep Salesforce updated and track account health
• Own renewal process end-to-end
• Bring data-backed account plans to leadership

Skills

Strategic accounts

Relationship management

Renewal negotiations

Negotiation

Data analysis

Cross-functional collaboration

Long sales cycles

Education

Bachelor's degree in Business Administration, HR, Marketing, Economics, or related field

Advanced degree (MBA or similar)

Tools

Salesforce

MS Office

Excel

PowerPoint

Job description

Catapult's team of seasoned HR and business professionals helps employers address immediate and long-term challenges with expertise, resources, data-driven insights, and a dynamic member community. As an employer's association, Catapult facilitates peer-to-peer connections among members to support the broader business community and acts as an employer advocate on governmental standards and regulations. Catapult actively collects and analyzes salary, benefits, and policy data to issue business intelligence that helps employers compete for, attract, and retain top talent. We provide employers with the confidence to navigate everyday operational challenges, making workplaces more effective and employees more successful.

One of our top goals is to make Catapult an amazing workplace rooted in our core values of Innovation, Integrity, Community, Excellence, and Service. We don't just talk about these values; we work hard to live them every day.

SUMMARY

We're looking for a Strategic Account Manager to own our most important client relationships: a defined group of Tier A+ accounts. This is a senior, relationship-driven role. You're accountable for the long-term health, retention, and growth of a small number of our highest-value accounts, and for making sure Catapult's services stay useful to how those clients actually operate day to day. Success is measured by net revenue retention and by how deeply embedded Catapult becomes in each account's ongoing operations.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Client Relationship Ownership & Strategic Engagement

· Serve as the primary point of contact and strategic partner for a defined group of Tier A+ accounts, keeping our services aligned with each client's evolving needs.

· Build relationships across more than one level of the client organization, including Finance, Legal, and HR leadership, so the relationship holds up when a single contact leaves or changes roles.

· Identify opportunities for deeper engagement and bring well-scoped proposals to the table on your own initiative.

· Lead renewal negotiations for your accounts, working toward multi-year agreements when that's the right fit for the client.

· Run a regular cadence with each account: monthly check-ins, quarterly business reviews, and a structured annual renewal conversation.

· Make sure clients are actually using the membership and HR resources they're paying for, and act as a trusted advisor on how to get more value from them.

· Track how actively your accounts are using their membership and subject matter expert hours.

· Spot early signs of disengagement and step in before they turn into a churn risk.

· Proactively tell clients about services and capabilities they aren't using yet but would benefit from.

Upsell, Cross-Sell, and Revenue Expansion

· Identify real gaps in a client's talent, compliance, or HR strategy, and bring the right service to address them.

· Work with subject matter experts weekly to shape and refine proposals for open opportunities.

· Own the negotiation and close on expansion opportunities within your own accounts.

· Turn one-off or spot projects into ongoing or higher-tier engagements when there's a genuine fit for the client.

Internal Collaboration & Operational Excellence

· Join weekly standups with AEs, subject matter experts, and other Account Managers to keep account health visible across the team.

· Keep Salesforce current so account health is visible without anyone having to ask you: log activity, engagement level, renewal timelines, and project status as you go.

· Partner with Marketing on account-specific content and campaigns.

· Own the renewal process end to end, including accurate, on-time contract paperwork.

Data Analysis & Account Health Monitoring

· Use Catapult's Account Health Score framework to track the status of your accounts.

· Watch utilization, subject matter expert feedback, expansion activity, and relationship depth as leading indicators, not lagging ones.

· Act early on accounts showing risk signals, rather than waiting for a renewal conversation to surface a problem.

· Bring data-backed account plans to leadership.

SUPERVISORY RESPONSIBILITIES

None

KNOWLEDGE, SKILLS AND ABILITIES REQUIRED

· Comfortable operating credibly at multiple levels of a client organization, including with finance and HR leadership.

· Experience navigating and building relationships within larger organizations (500+ employees), across more than one department or stakeholder.

· Strong contract and negotiation skills, including structuring multi-year service agreements.

· A consultative approach: someone who helps a client think through a problem instead of simply pitching a service.

· A track record of strong retention and account growth in accounts you've personally managed.

· Able to manage long sales and renewal cycles (6–18 months) without losing momentum or client trust.

· A genuine member-first mindset and the persistence to work a client concern through to a real resolution.

· Comfortable tracking your own metrics and using them to shape your account strategy.

· Proficient in MS Office (Word, PowerPoint, Excel) and a CRM platform, Salesforce preferred.

TRAVEL

Catapult is a remote-first employer. Employees must reside in North or South Carolina. Must be willing to travel to assigned home office/region, other Catapult locations and throughout the Catapult service area as determined by company. Mileage to/from home office/region is not reimbursable.

Travel to prospective member sites, conferences, meetings, and other events as required. Mandatory travel to Catapult office locations for All Hands Meetings as determined by the company.

EXPERIENCE REQUIRED

· 5+ years of experience in strategic account management or client leadership, ideally managing a portfolio of important, high-value relationships.

· Experience managing large or complex accounts (500 to 5,000+ employees), including building relationships beyond a single point of contact.

· A track record of strong retention and account growth through proactive expansion, well-negotiated renewals, and converting one-off work into longer-term engagements.

· Experience in professional services, HR outsourcing, or another consultative field where long-term client relationships are central to the business.

· Experience negotiating multi-year service agreements and managing extended sales or renewal cycles.

· Experience stepping in on an at-risk account and turning it around.

EDUCATION, CERTIFICATIONS AND LICENSES REQUIRED

Required in Business Administration Bachelor's degree in Business Administration, Human Resources, Marketing, Economics, or a related field required. An advanced degree is a plus, not a requirement.

Professional Certifications

· C Sales methodology training (e.g., Challenger Sale, Miller Heiman, Sandler) is a plus, not a requirement.

· SHRM-CP/SHRM-SCP or PHR/SPHR is a plus, particularly for building credibility with HR-leader contacts.

· PMP or a similar account/portfolio governance certification is a plus.

PHYSICAL AND MENTAL REQUIREMENTS:

The physical demands described here are representative of those that must be met by the individual to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This position requires the ability to operate standard office equipment including viewing monitors and keyboards. Occasional exertion of force up to 25 lbs to lift, carry, push, pull or otherwise move objects. Repetitive motion of the wrists, hands, and/or fingers. Ability to have visual acuity to perform activities such as viewing a computer or reading. Ability to operate a motor vehicle for being onsite for member or client needs.

The cognitive skills needed to complete tasks, including abilities such as learning, remembering, focusing, categorizing, and integrating information for decision making, problem solving, strategizing, and comprehending. These skills are the ability to: learn new tasks, remember processes, maintain focus, complete tasks independently, make timely decisions in the context of a workflow, the ability to effectively communicate, comprehend, and interpret spoken and written information, with or without reasonable accommodation, the ability to complete tasks in situations that have a speed or productivity quota.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Nothing in this herein restricts management’s right to assign or reassign duties and responsibilities to this job at any time. Furthermore, the job description doesn’t constitute a contract of employment and Catapult may exercise its employment-at-will at any time.