Enterprise Account Manager
Posted
Description
Location: Hybrid; Detroit, MI based
About Ascent Cloud
Ascent Cloud helps sales teams Plan, Execute, and Grow through a unified Sales Performance Management suite that connects strategy, action, and results. As a leader in our domain, we build solutions designed to elevate team performance, streamline operations, and drive measurable efficiency.
Our sales culture blends a continuous growth mindset with an assertive drive for client success and revenue expansion. We treat client partnerships as life-long relationships where mutual value creation is the standard.
Position Overview
Ascent Cloud is seeking a high-performing, results-driven Enterprise Account Manager to manage and expand a dedicated portfolio of accounts. In this role, you will hold ultimate accountability for both the commercial health and strategic growth of your client base.
You will act as a trusted advisor to our clients, navigating complex commercial landscapes to secure high renewal rate while actively generating new pipeline through upsells, cross-sells, and portfolio expansion. Working in tandem with client Success Managers (CSMs) and Solutions Engineers (SEs), you will ensure our clients realize maximum ROI from our solutions.
Key Responsibilities
1. Relationship & Portfolio Strategy
About Ascent Cloud
Ascent Cloud helps sales teams Plan, Execute, and Grow through a unified Sales Performance Management suite that connects strategy, action, and results. As a leader in our domain, we build solutions designed to elevate team performance, streamline operations, and drive measurable efficiency.
Our sales culture blends a continuous growth mindset with an assertive drive for client success and revenue expansion. We treat client partnerships as life-long relationships where mutual value creation is the standard.
Position Overview
Ascent Cloud is seeking a high-performing, results-driven Enterprise Account Manager to manage and expand a dedicated portfolio of accounts. In this role, you will hold ultimate accountability for both the commercial health and strategic growth of your client base.
You will act as a trusted advisor to our clients, navigating complex commercial landscapes to secure high renewal rate while actively generating new pipeline through upsells, cross-sells, and portfolio expansion. Working in tandem with client Success Managers (CSMs) and Solutions Engineers (SEs), you will ensure our clients realize maximum ROI from our solutions.
Key Responsibilities
1. Relationship & Portfolio Strategy
- Conduct deep research and strategic account mapping across your assigned portfolio to uncover organizational initiatives and growth opportunities.
- Multi-thread client relationships by establishing high-trust connections across Sales, Revenue Operations, IT, Finance, and C-suite leadership.
- Act as an industry subject matter expert and consultative advisor, aligning Ascent Cloud’s solution capabilities with the clients business objectives.
2. Retention & Critical Path Renewal Management
- Own end-to-end renewal forecasting and execution, establishing critical-path lifecycle plans to consistently hit renewal targets.
- Analyze economic factors, competitor positioning, and client utilization patterns to structure multi-year contracts, pricing proposals, and favorable commercial terms.
- Partner with internal stakeholders to maintain early visibility into account health, proactively mitigating churn or contraction risks before renewal windows open.
3. Account Expansion & Pipeline Generation (Upsell & Cross-Sell)
- Deploy a focused account plan strategy within existing accounts, discovering new use cases, buying centers, and license requirements.
- Drive top-line revenue by upselling additional tiers, expanding seat counts, and cross-selling complementary products from across the Ascent Cloud suite.
- Build, qualify, and advance your own add-on pipeline through proactive stakeholder outreach and structured business reviews.
4. Cross-Functional Leadership & Operational Rigor
- Orchestrate internal resources (CSMs, SEs, Product Development, Finance, and Executive Sponsors) to support account milestones and optimize technical and commercial adoption.
- Achieve baseline technical self-sufficiency to conduct standard Ascent Cloud solution overviews and product demonstrations independently, strategically escalating to SEs for complex architecture discussions.
- Maintain healthy account financials by actively partnering with Finance to meet monthly Accounts Receivable (A/R) aging targets.
Key Metrics of Success
- Renewal Rate: Exceed targeted portfolio renewal benchmark.
- Net New Revenue & Quota Attainment: Exceed upsell, and cross-sell revenue.
- Live Connects: Achieve monthly/quarterly targets for qualified live engagements with key influencers and decision-makers.
- Client Partnership: Drive client participation in G2/Salesforce AppExchange reviews, formal reference calls, case studies, and qualified peer referrals.
Preferred Experience
- B2B Sales Experience: 3–5+ years of closing or enterprise account management experience ideally in B2B SaaS, managing complex multi-stakeholder enterprise accounts.
- Consultative Selling Acumen: Demonstrated mastery of consultative, value-based sales frameworks (e.g., SPICED, MEDDPICC, Challenger, or Solution Selling) with a track record of meeting or exceeding quotas.
- Deal & Contract Navigation: Proven skill in leading complex contract negotiations, structuring multi-year master services agreements, and maneuvering through procurement/legal workflows.
- Sales Tech Ecosystem: Hands-on proficiency with Salesforce CRM; working knowledge of modern pipeline and sales intelligence tools (e.g., ZoomInfo, LinkedIn Sales Navigator, Outreach, Google Workspace).
- Communication & Presence: Superior verbal, written, and executive presentation skills with the presence to challenge and persuade senior stakeholders.
- Travel Flexibility: Ability to travel as needed (assume 20 - 40%) for client meetings, client strategy workshops, and industry events.
What We Offer
- Competitive salary with an uncapped, performance-driven incentive structure designed to reward top-tier renewal and expansion success.
- Comprehensive health, dental, and vision benefits.
- 401(k) / Retirement plan with company match.
- Growth-oriented, transparent sales culture offering clear paths for professional advancement.