Why This Job is Featured on The SaaS Jobs
This Account Manager role sits squarely in a core SaaS motion: expanding revenue within an existing customer base by tying product usage to measurable business outcomes. The focus on commercial organisations (250–5,000 employees) signals a segment where SaaS vendors must balance repeatable playbooks with genuine complexity—multiple stakeholders, varied adoption patterns, and procurement processes that resemble enterprise buying in miniature.
For a SaaS career path, the standout value is the breadth across the post-sale revenue engine. The remit spans multi-year account planning, executive discovery, ROI framing, negotiation, and renewal—work that builds durable skills for roles in expansion sales, customer success leadership, or revenue operations. The emphasis on usage trends, adoption metrics, and disciplined CRM hygiene also reinforces a data-led approach that translates well across SaaS categories and go-to-market models.
This position is best suited to professionals who prefer structured, methodical selling over one-off transactions, and who enjoy coordinating across functions to progress accounts. It will appeal to someone comfortable operating at senior stakeholder level, running rigorous discovery, and staying close to operational details like forecasting and procurement workflows in a remote setting.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
About the Role:
We are seeking an accomplished and consultative Account Manager to join a high-performing Expand Sales team! In this role, you’ll serve as a partner to a portfolio of commercial customers (250-5,000 employees). You’ll leverage your expertise in complex account management, executive stakeholder alignment, procurement to drive meaningful business impact, and help our clients achieve their most critical objectives. If you’re a collaborative professional who thrives in a fast-paced environment and enjoys connecting technology solutions to real business challenges, we want to hear from you!
Your Impact:
- Developing and executing comprehensive, multi-year commercial account plans that drive expansion across a portfolio of high-value customers (250-5,000 employees).
- Managing complex sales cycles end to end; from proactive opportunity identification, executive-level discovery, and value-driven solution design, through negotiation, procurement processes, renewal, and close.
- Proactively engaging and building relationships with senior stakeholders through targeted, data-informed outreach initiatives to uncover and influence new expansion opportunities within assigned accounts.
- Facilitating deep consultative discovery sessions to understand evolving customer pain points, business imperatives, and organizational change drivers across multiple teams and regions.
- Designing and implementing solutions-based, value-driven sales strategies that clearly articulate the ROI, align our platform to customers' business outcomes, and differentiate the product from competitors.
- Delivering impactful, tailored demonstrations and high-stakes presentations to executive and operational audiences, illustrating direct impact of the product on their critical initiatives.
- Creating sophisticated, data-driven strategies for identifying, prioritizing, and capturing expansion opportunities within each account by analyzing usage trends, adoption metrics, business goals, and industry developments.
- Navigating complex enterprise procurement cycles; including RFPs, contract negotiation, and legal review to ensure successful account expansion, mitigating risk and accelerating time to close.
- Leveraging sales tools (Salesforce, SalesNavigator, ZoomInfo) and CRM best practices to rigorously map stakeholder landscapes, track pipeline health, and enable accurate forecasting.
- Collaborating cross-functionally with Customer Success, Solutions, Marketing, and Product teams to ensure seamless post-sale transitions, maximize satisfaction, and deliver sustained value for clients.
- Consistently exceeding quarterly and annual revenue targets through disciplined account management, strategic expansion, and superior customer partnerships.
Your Qualifications:
- 5+ years of successful B2B SaaS sales/account management experience, managing commercial accounts and consistently meeting quota
- Minimum 3 years experience as an Account Manager responsible for an install account base
- Demonstrated hunter mentality with a proven track record of proactive pipeline generation, cross-sell, upsell, and driving account expansion initiatives
- Demonstrated ability to manage the full sales cycle from discovery to close
- Experience growing accounts through consultative, solution-based selling and outbound prospecting
- Advanced discovery, customer engagement, and virtual presentation skills
- Proficiency navigating enterprise procurement processes, contract negotiation
- Proficiency managing a book of business with Salesforce or a similar CRM
- Experience conducting engaging remote product demonstrations via video conferencing
- Track record of success in high-growth, metrics-driven sales environments
- Strong communication and influencing skills with executive stakeholders
- Familiarity with sales methodologies such as Challenger, MEDDIC, and/or Solution Selling
- Bachelor's degree or equivalent practical experience
Why Join Wrike?
- Life Insurance
- EAP
- Health Insurance
- Income Protection / Salary Continuation Insurance
- Parental Leave
- Volunteer Days
- Workers Compensation
- Commuter Allowance
- Superannuation
Your recruitment buddy will be Tripti Sachan, Senior Recruiter.
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