Note: The job is a remote job and is open to candidates in USA. BenefitFlow is a market intelligence platform for the employee benefits ecosystem. The Senior Account Manager will own expansion and renewal revenue across existing customers and build the account management function, including its playbook, processes, and forecasting. The role partners with Customer Success and shares customer feedback with Product and leadership.
Responsibilities
- Own expansion and renewal-based targets, with a focus on upsells and cross-sells
- Run expansion deals end to end: discovery, demo, pricing, negotiation, and close
- Work leads from CSMs and build your own pipeline from usage data, account signals, and renewal timing
- Build relationships from day-to-day users up to VP and C-level buyers at carriers, brokers, and benefits vendors
- Partner with CSMs on account plans for our largest customers, so expansion fits the relationship and the renewal
- Write the first expansion playbook: target segments, qualification criteria, talk tracks, pricing guidance, and objection handling
- Define how CS and AM work together, including what counts as a qualified lead and how credit is split
- Set up the expansion pipeline in HubSpot so it is clean, reportable, and forecastable
- Report weekly on pipeline, win rate, and forecast
- Bring customer feedback on pricing and packaging to Product and leadership
- Help shape the team's next hires and build the case, with data, for growing it
Skills
- 5+ years in B2B sales, with at least 2 years in account management, customer success, expansion, or other closing roles
- A record of hitting a sales number, with the figures to back it up
- Sales instincts: you build your own pipeline, ask for the business, and close
- Without it, experience selling SaaS, ideally sales intelligence, data, or prospecting tools
- Comfort demoing software and leading commercial conversations with senior buyers
- Experience working alongside CSMs without stepping on the relationship
- You've built a function or process from scratch before, or you want to. You'd rather write the playbook than follow one
- Experience in employee benefits or insurance (carrier, broker, or vendor side) strongly preferred
- Disciplined CRM habits. HubSpot preferred
Benefits
- Equity upside in a high-growth startup
- 100% remote
- Competitive healthcare and 401(k) match
- Unlimited time off
- High level of autonomy
- Take ownership of high impact projects
- Opportunity to expand role as we grow
Company Overview