Account Manager III

RELX Group; Cape Town; On-site; ZAR 600,000 - 900,000; Full time

Benefits offered by this job

Medical Aid

Retirement Plan including risk cover

Study Leave

Sabbaticals

Country-specific benefits

Shared parental leave

Job summary

RELX Group, via LexisNexis Legal & Professional, seeks an experienced Account Manager to own a portfolio of law firm and advocate customers in a post-sale capacity. You will drive renewals, retention, and expansion across adoption cycles, coordinating with a dedicated new-business team to turn first-year customers into long-term partners.

You will engage senior professionals, forecast renewals, and lead value-based conversations while maintaining strong relationships and accurate CRM records.

Qualifications

• 3+ years in account management, customer success or renewals, ideally in SaaS or information services.
• Experience retaining and growing recurring revenue.
• Ability to lead value-based conversations with senior professionals.

Responsibilities

• Manage renewals and retention end to end; forecast accurately and protect gross revenue.
• Identify and close upsell/cross-sell opportunities to expand usage and modules.
• Drive adoption via onboarding and reinforcement sessions; flag churn risks early.
• Build trust with decision-makers and champions; understand influences on buying decisions.
• Lead renewal negotiations within pricing authority and coordinate handovers from the new-business team.
• Maintain clean Salesforce data, opportunities, close dates and forecasts.

Skills

Account management

Renewals

Churn risk mitigation

Value-based selling

Forecasting & pipeline

CRM proficiency (Salesforce)

Stakeholder management

Negotiation

Tools

Salesforce

Job description

Own and grow a portfolio of law firm and advocate customers using Lexis+ AI with Protégé, an advanced AI-powered legal research platform. You’ll help customers get real value, renew with confidence and expand their use of the platform. If you have experience managing renewals and account growth in a SaaS business and want to work with technology changing how legal work gets done, this could be the role for you.About the RoleYou’ll manage a portfolio of moderately complex legal accounts, from advocates’ chambers to law firms. You’ll own the post-sale relationship across adoption, renewal, retention and expansion, working alongside a dedicated new-business team. They win the customer; you guide the relationship from handover to long-term growth. This is a commercial role with a customer-success mindset, not a support desk.About the teamLexisNexis Legal & Professional, which serves customers in more than 150 countries with 11,800 employees worldwide, is part of RELX, a global provider of information-based analytics and decision tools for professional and business customers. Our company has a long history of deploying AI and advanced technologies in the legal market to improve productivity and transform the practice of law. We develop ethical, powerful generative AI solutions with a flexible, multi-model approach, selecting the best model for each legal use case. More than 2,000 technologists, data scientists and experts develop, test and validate solutions in line with RELX Responsible AI Principles.ResponsibilitiesRenewals and retention: Manage your renewal portfolio end to end. Forecast accurately, start renewal conversations early and protect gross revenue retention.Expansion: Identify and close upsell and cross-sell opportunities, including additional users, AI capabilities, content and practice-area modules.Adoption and customer health: Track usage and engagement, lead onboarding and reinforcement sessions, and act early when an account shows signs of churn risk.Customer relationships: Build trust with decision-makers, champions and everyday users. Understand who influences buying decisions and what matters to them.Commercial conversations: Lead account reviews and renewal negotiations within your pricing authority, escalating when needed.Handovers: Take structured handovers from the new-business team and help turn first-year customers into long-term customers.Customer feedback: Capture feedback, resolve escalations and share product insights with the business.CRM discipline: Keep Salesforce accurate, with clear opportunities, credible close dates and honest forecasts.Peer support: Share effective practices and help onboard and coach newer team members.What success looks likeYou’ll deliver strong gross and net revenue retention across your portfolio, close renewals on time, generate measurable expansion revenue, increase adoption and provide forecasts your manager can rely on.RequirementsAt least 3 years’ experience in account management, customer success or renewals, ideally in SaaS, subscription or information services.A record of retaining and growing recurring revenue.Confidence leading value-based conversations with senior, time-poor professionals.The ability to handle resistance, indifference and customer frustration while maintaining relationships.Strong questioning skills to uncover business needs, not just respond to requests.Commercial judgment and sound negotiation fundamentals.Experience with Salesforce or a similar CRM, and disciplined pipeline habits.Legal market experience is an advantage, but not required. Curiosity about how lawyers work is essential.About the businessLexisNexis Legal & Professional provides legal, regulatory and business information and analytics that help customers increase productivity, improve decision-making, achieve better outcomes and advance the rule of law around the world. As a digital pioneer, the company was the first to bring legal and business information online with its Lexis and Nexis services.Work in a Way That Works for YouWe promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.Working for YouWe know that your well-being and happiness are key to a long and successful career. Benefits include Medical Aid; a Retirement Plan inclusive of Risk Benefits (Disability, Critical Illness, Life Cover and Funeral Cover); modern family benefits, including adoption and surrogacy; and Study Leave.We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120.Criminals may pose as recruiters asking for money or personal information. We never request money or banking details from job applicants. Learn more about spotting and avoiding scams here .Please read our Candidate Privacy Policy .We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.USA Job Seekers:EEO Know Your Rights .