Account Manager | Firstup Jobs
Account Manager
Remote - US
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The Account Manager serves as the primary owner of a book of existing customers, partnering closely with stakeholders to drive customer retention, expansion, and net-new revenue growth across existing accounts. This role is responsible for building executive-level relationships, identifying whitespace opportunities, developing pipeline within assigned accounts, and delivering measurable business value throughout the customer lifecycle. The Account Manager combines strategic sales execution, account management, forecasting, and customer engagement to support long-term customer growth and retention.

Responsibilities

  • Effectively renew, upsell, and cross-sell an assigned book of business while driving net-new ARR growth within existing customer accounts.
  • Identify new business opportunities within existing accounts, generate expansion pipeline, and drive enterprise growth in complex customer environments.
  • Prospect within existing accounts to identify whitespace opportunities, uncover new stakeholders, expand into additional business units, and build qualified pipeline.
  • Develop and maintain strategic account plans aligned to customer business objectives, growth opportunities, and retention goals.
  • Learn assigned accounts deeply to effectively position Firstup’s value proposition and connect platform capabilities to measurable business outcomes.
  • Develop and cultivate executive-level relationships with Director, VP, and SVP stakeholders across customer organizations.
  • Partner closely with Customer Success and cross-functional internal teams to ensure successful customer adoption, satisfaction, retention, and growth.
  • Lead and deliver value-driven Executive Business Reviews that reinforce ROI, customer outcomes, and future growth opportunities.
  • Own and manage an accurate sales forecast using SFDC and Clari, maintaining visibility into pipeline health, renewal status, and expansion opportunities.
  • Participate in internal deal reviews and collaborate cross-functionally to advance strategic opportunities and mitigate business risk.
  • Leverage the MEDDPICC sales methodology to qualify opportunities, manage complex sales cycles, and improve forecast accuracy.
  • Enlist and inspire customers to participate in Firstup programs, events, and advocacy initiatives.
  • Develop expertise in Firstup’s Digital Employee Experience platform, industry trends, and competitive positioning.

    • Qualifications

  • Bachelor’s Degree in Sales, Business Administration, or related field of study, or equivalent experience
  • Four or more years of experience in Enterprise SaaS sales and Account Management
  • Proven experience driving renewals, expansion revenue, and pipeline generation within existing customer accounts
  • Experience preparing renewal proposals, account planning, territory strategy, and sales forecasting
  • Experience managing and maintaining forecasts using CRM and forecasting platforms such as SFDC and Clari preferred
  • Demonstrated success achieving quota attainment in a high-performing sales organization
  • Experience selling complex software solutions to executive stakeholders within enterprise or Fortune 500 organizations
  • Experience leveraging consultative sales methodologies such as MEDDPICC preferred
  • Strong executive presence with exceptional relationship-building, communication, and presentation skills
  • Experience partnering closely with Customer Success and cross-functional teams to support customer retention and growth
  • Ability to use customer data, usage insights, and business outcomes to demonstrate value and justify expansion opportunities
    • Firstup expects the base salary for this role to be between $120,000 - $140,000. The starting rate of pay may vary based on factors including, but not limited to, position offered, location, education, training, and/or experience.

    • To improve the employee experience at every moment that matters, large and small.

    • To make work better for every worker.

      • Every employee is an owner
      • Leadership is in our build
      • We win as a team
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    Working at Firstup

    Overall Culture Score

    4.8/5

    CEO Score

    Bill Schuh
    Top
    5%

    Bill Schuh
    Top 5% of Similar Sized Companies on Comparably

    Awards

    Reviews from current employees

    Our team is full of talented individuals with different backgrounds. I feel like we are all committed to helping each other out, jumping in when someone needs something and they are also funny, easy to work with and great people.
    I think the pay is fair and within market. The variable opportunity is also fair and is incentivizing to drive performance.
    We are a fully-remote organization with a few exceptions. I am used to working from home and comfortable managing my schedule and reaching out when I need something. The people here are really passionate about what we do and building great products and taking care of our customers.

    Diversity at Firstup

    Top 10%

    Gender Score

    As rated by current employees on Comparably

    Top 10%

    Diversity Score

    As rated by current employees on Comparably

    Perks and Benefits

    Health & Wellness
    Dental Insurance
    Vision Insurance
    Health Insurance
    Life Insurance
    Paid Time Off
    PTO / Vacation Policy
    Paid Holidays
    Maternity / Paternity Leave
    Financial Benefits
    401K / Retirement Plan
    Performance Bonus
    Office Perks
    Company Social Outings
    Legal Assistance
    Work From Home Policy
    Unique Office Space

    eNPS

    70
    eNPS Score
    75%Promoters
    20%Passive
    5%Detractors

    Firstup's Employee Net Promoter Score (eNPS) is 70, as rated by 65 employees. This means 75% of Firstup employees would encourage their friends to become coworkers today.

    5 Cool Reasons to Work at Firstup

    1. Join us to create. Be a part of the workforce transforming the employee experience.
    2. We are the communication pipeline for the world! 40 of the Fortune 100 companies use Firstups's platform.
    3. As the experts in workforce comms, Firstup employees are creating change and having fun doing it!
    4. We strive daily to weave DEIB into our culture through our processes, people and decision-making.
    5. We offer world-class benefits, including our "Fruity Umbrella Drink Bonus." You get paid to take a vacation.