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Role Description

We’re hiring a Senior Account Manager (SMB) to own retention and expansion across a portfolio of small- to medium-sized business customers. You will drive measurable revenue outcomes through strategic account planning, disciplined execution, and consultative engagement.

This role balances high-volume execution with selective strategic focus — identifying high-potential accounts, engaging executive stakeholders where needed, and aligning ABBYY solutions to customers’ business objectives.

What You’ll Do

• Commercial & Revenue Leadership
  • Own and exceed retention (GRR) and expansion (New ARR) targets across your SMB portfolio
  • Lead renewal and expansion cycles with a structured, value-based approach, applying MEDDPICC or other qualification frameworks where appropriate
  • Navigate pricing and negotiation dynamics to protect revenue and accelerate growth
  • Maintain forecasting accuracy and clear pipeline visibility in Salesforce
  • Manage a high-volume book of business while prioritizing accounts with the greatest growth potential
• Strategic Customer Engagement
  • Build multi-threaded relationships across business and executive stakeholders on strategic accounts
  • Act as a trusted advisor by aligning ABBYY solutions to measurable operational outcomes
  • Conduct business reviews that highlight value realization and identify targeted expansion opportunities
  • Identify churn risk early and proactively engage customers to mitigate it
• Growth & Expansion Strategy
  • Identify and qualify upsell and cross-sell opportunities based on usage data, adoption trends, and customer goals
  • Drive scalable expansion motions while focusing strategic efforts on accounts with the highest growth potential
  • Collaborate with Technical Success, Product, and Services teams to support execution and adoption
  • Apply structured deal qualification to improve expansion velocity and win rates
• Operational Discipline
  • Maintain high CRM hygiene across activity, contacts, opportunities, and forecasting
  • Deliver reliable weekly and quarterly forecasts with disciplined pipeline management
  • Leverage data and reporting to guide account prioritization and focus

Qualifications

• 5+ years of SaaS account management or quota-carrying sales experience with retention and expansion responsibility
• Proven success managing a high-volume SMB portfolio while delivering consistent commercial outcomes
• Experience with structured deal qualification (MEDDPICC or other frameworks) in renewal and expansion cycles
• Strong strategic account planning and executive communication skills
• Demonstrated proficiency with Salesforce and disciplined forecast execution
• Self-motivated, accountable, and comfortable operating with autonomy

Requirements

• Experience with Intelligent Document Processing (IDP), automation, AI/ML, RPA, or related technologies
• Experience identifying strategic SMB accounts for targeted growth
• Ability to translate technical capabilities into clear business value for non-technical stakeholders
• Experience mentoring peers and contributing to internal best practices

Benefits

• Three weeks paid time off plus 15 paid holidays and floating holidays
• Gym membership subsidy
• Medical and dental insurance
• Pet insurance
• Employee Assistance Program
• College Savings Plan
• Travel assistance
• 401(k) with up to 4% employer match