The Account Manager drives renewals, expansions, and revenue growth within Criteria’s mid-market existing customer base (companies with 100–999 employees). This quota-carrying role is commercially focused and responsible for retaining and growing annual recurring revenue across a defined book of business. The Account Manager partners closely with Customer Success to ensure alignment on customer health and value realization but owns the commercial relationship end-to-end (from renewal strategy through upsell execution and multiyear expansion). Responsibilities The primary responsibilities of this role include: Own renewal and expansion outcomes for a defined portfolio of mid-market customers, achieving quarterly and annual GRR/NRR targets. Identify whitespace opportunities and lead commercial conversations around product expansions such as IIQ, Develop, or multiyear upgrades. Collaborate with Customer Success to align on customer health, usage trends, and risk mitigation plans. Execute renewal playbooks and manage all aspects of pricing, packaging, and negotiation in partnership with Legal and Finance. Maintain accurate pipeline hygiene, renewal forecasts, and opportunity management in Salesforce. Lead value-focused discussions with decision makers and champions to reinforce ROI and justify expansion. Provide customer insights and competitive feedback to help evolve go-to-market strategy and product positioning. Requirements