Note: The job is a remote job and is open to candidates in USA. Digital.ai is the only AI-powered software delivery platform purpose-built for the enterprise, enabling the world’s largest organizations to build, test, secure, and deliver high-quality software. As an Enterprise Account Manager, you will own the commercial relationship with strategic customers, focusing on account growth through renewals and expansions while leading a cross-functional team to ensure customer success.
Responsibilities
- Own the commercial relationship with a named portfolio of Digital.ai’s largest strategic customers
- Accountable for the growth of these accounts: leading renewals, driving expansion and cross-sell across the full Digital.ai portfolio, and building the executive relationships that sustain multi-year partnerships
- Develop the account plan for each customer, map the whitespace, and orchestrate the extended team around the account, including sales engineering, customer success, product, deal desk, and legal
- Complete onboarding on the full Digital.ai portfolio and the platform story we take to market
- Meet the extended team supporting your accounts across sales engineering, customer success, renewals, product, and deal desk
- Begin account transitions, joining live customer calls alongside current owners
- Baseline each account: contract dates, entitlements, install base, open risks, and whitespace
- Full ownership of your named accounts as the single commercial point of contact
- Account plans in place covering stakeholder maps, renewal timelines, and qualified expansion opportunities
- An established executive cadence with key customers
- An accurate renewal and expansion forecast in Salesforce, maintained weekly
- Renewal and expansion targets delivered on your book
- Cross-sell progress in accounts that own a single product today
- Multi-threaded relationships in every top account, including the economic buyer
- A 12-month growth plan for each account, reviewed with sales leadership
Skills
- 8+ years of enterprise software sales or strategic account management, carrying a quota that covers renewals and expansion
- A track record of growing large, complex accounts, including seven-figure, multi-year agreements
- Disciplined qualification. You run MEDDPICC or a comparable framework and apply it to expansion opportunities as rigorously as new business
- Executive presence and the ability to build durable relationships from practitioner to C-level
- Cross-functional orchestration. You lead the account team, coordinating sales engineering, customer success, product, services, deal desk, and legal against a shared plan
- Strong negotiation skills across procurement and legal cycles on large renewals
- Forecast discipline in Salesforce
- Willingness to travel to customer sites as needed
- Domain experience in DevOps, application security, continuous testing, or agile planning is a plus
Benefits
- Comprehensive health benefits options
- Unlimited access to continuous learning and professional development with TalentLMS
- Flexible working arrangements
- Opportunity to work with a diverse, globally distributed team
Company Overview
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