Strategic Account Manager, Fleet & Payments

XYZ Venture Capital; San Francisco (CA); On-site; USD 90,000 - 150,000; Full time

Job summary

AtoB is seeking a driven Account Manager to join our growing sales team. You will own a portfolio of fleet customers, drive retention and growth, and serve as the trusted advisor across Credit, Risk, Support, Operations, and Product.

The ideal candidate has 5+ years in account management or customer success, excels at upsell, and uses data to identify opportunities. You will work in a fast-paced environment, maintain CRM records, and aim to exceed CM targets.

Qualifications

• 5+ years of Account Management, Customer Success, or relationship-based sales experience.
• Experience managing and growing an existing portfolio of customers.
• Ability to identify upsell, cross-sell, retention, and growth opportunities.
• Strong data-driven decision making using customer/performance data.
• Excellent communication and negotiation skills.

Responsibilities

• Own, manage, and grow an assigned portfolio of customers as primary contact.
• Understand customers' fleet, needs, spending, and growth opportunities.
• Drive adoption and usage of the platform to increase spend.
• Identify upsell/cross-sell opportunities for Credit, Capital, or Digital Wallet.
• Monitor account health and identify churn risks and payment concerns.
• Develop retention strategies for at-risk customers and maintain relationships.
• Use data to prioritize outreach and drive margin growth.
• Collaborate with Credit, Risk, Support, Operations, and Product to resolve issues.
• Maintain CRM records, opportunities, and follow-ups.
• Consistently meet or exceed retention, growth, and margin targets.

Skills

Account Management

Customer Success

Relationship-based sales

CRM tools

Tools

Salesforce

Salesloft

Job description

Our mission

The trucking and logistics industry provides the backbone of the economy. But the payments infrastructure on which it runs is broken. For the hard-working men and women of this sector, the existing suite of payment tools is outdated, difficult to use, prone to fraud, and saddled with shady fee structures. The incumbent players in this space often overlook the economic and practical needs of this user base.

We're changing that.AtoB is building Stripe for Transportation — modernizing the payments infrastructure for trucking and logistics. Supply chains rely on the timely movement of capital to function efficiently. Our end game is a world in which that capital movement occurs fairly, smoothly, and without delay. As we pursue that end game, we aim to center our customers in every way — offering them world-class customer experience and building products that work with and around the unique constraints of their daily lives. We build for fleet managers in the office and drivers on the road. We strive for products that are efficient, satisfying, and useful. Our customers enable our modern economy — they deserve it.

Our history and background

Our founding team has backgrounds in payments, working on autonomous vehicles at Cruise Automation, leading ops and growth for Uber, and building apps that were featured on the Apple app store. We have staff and senior engineers from Google, Uber, Meta, Shopify, Stripe, Chime, and other leading technology companies.

We have raised $125 million+ from investors such as General Catalyst, Elad Gil, Bloomberg Beta, Y Combinator, XYZ; founders and CEOs of companies such as Google (Eric Schmidt), Salesforce (Marc Benioff), Coinbase (Brian Armstrong), DoorDash (Tony Xu), Instacart, Gusto; strategic investors like Mastercard, Flexport and Samsara.

We were named to Forbes annual Next Billion-Dollar Startup List, and have just recently been selected to join the World Economic Forum as a Global Innovator.

AtoB is looking for a driven and experienced Account Manager to join our growing sales team. This role is focused on acquiring new customers through an outbound sales motion. The ideal candidate has a proven ability to prospect, generate opportunities through cold outbound, conduct effective discovery, and manage their pipeline to close deals.

Key Responsibilities:

• Own, manage, and grow an assigned portfolio of AtoB customers, serving as the primary point of contact and trusted advisor.

• Build a deep understanding of each customer's fleet, business needs, spending patterns, and opportunities for growth.

• Drive customer adoption and engagement by increasing card activation, utilization, fuel and non-fuel spend, and overall usage of the AtoB platform.

• Identify upsell and cross-sell opportunities by introducing additional AtoB products and solutions that address customer needs (for example Credit, Capital or Digital Wallet).

• Proactively monitor account performance to identify growth opportunities, declining engagement, churn risk, payment concerns, and other changes in account health.

• Develop and execute retention strategies for at-risk customers while maintaining strong, long-term customer relationships.

• Use customer and account data to prioritize outreach, quantify value delivered, and drive Contribution Margin growth across the book.

• Partner cross-functionally with Credit, Risk, Support, Operations, and Product to resolve customer issues and enable responsible account growth.

• Maintain accurate CRM records, account health assessments, opportunities, and follow-up activities.

• Consistently achieve or exceed assigned retention, growth, and Contribution Margin targets.

Qualifications:

• 5+ years of Account Management, Customer Success, or relationship-based sales experience supporting US or UK customers.

• Proven experience managing and growing an existing portfolio of customers.

• Strong ability to identify upsell, cross-sell, retention, and customer-growth opportunities.

• Comfortable using customer and performance data to identify risks, prioritize opportunities, and make decisions.

• Excellent communication, relationship-building, negotiation, and problem-solving skills.

• Commercially minded with the ability to balance customer outcomes with revenue growth.

• Self-motivated and results-driven, with the ability to manage multiple customer relationships in a fast-paced environment.

• Experience with CRM, customer engagement, and sales tools such as Salesforce or Salesloft is a plus.

Why AtoB? At AtoB, Account Managers play a direct role in helping fleets save money, operate more efficiently, and get greater value from their financial tools. You'll own meaningful customer relationships while driving retention, adoption, and growth across your book. You'll work cross-functionally in a fast-growing environment where your impact on both our customers and AtoB's growth is measurable.