Account Manager, Customs Compliance

Magaya Corporation•Durham, NC

1d•$65,000 - $75,000•Remote

About The Position

The Account Manager is responsible for driving revenue growth and retention across an assigned portfolio of existing customers. This is a quota-carrying, customer-facing sales role with direct responsibility for identifying, developing, and closing cross-sell, upsell, and renewal opportunities. The Account Manager is expected to proactively engage customers, understand their business operations and strategic priorities, identify opportunities to expand the relationship, and position relevant products and services that deliver measurable value. Success in this role is measured primarily through achievement of revenue targets, expansion of recurring revenue, renewal performance, pipeline development, and effective management of the customer relationship. In addition to commercial responsibilities, the Account Manager serves as a key point of contact for assigned customers and helps set appropriate expectations regarding Support, Professional Services, Implementation, Accounting, and other internal processes. The Account Manager coordinates internal resources when escalations arise while maintaining ownership of the overall customer relationship.

Requirements

Bachelor's degree from an accredited college or university, or an equivalent combination of education and relevant professional experience.
Minimum of 2–3 years of B2B sales, account management, or customer expansion experience.
Demonstrated experience carrying and achieving an individual sales or revenue quota.
Proven ability to identify, develop, negotiate, and close cross-sell and upsell opportunities within an existing customer base.
Strong ability to effectively demonstrate software or product features, connecting technical capabilities to business outcomes and customer needs.
Demonstrated knowledge of both import and export regulations.
Experience managing a sales pipeline, forecasting revenue, and maintaining accurate opportunity and account information within a CRM.
Excellent verbal, written, presentation, and interpersonal communication skills.
Requires the ability to travel domestically and internationally to visit customers and attend conferences and events (35% travel).
Must have personal vehicle to visit customers, have a valid driver’s license with a clean record.

Nice To Haves

Licensed Customs Broker (LCB) preferred; equivalent experience or alternative qualifications will be considered.
Experience within freight forwarding, logistics, supply chain, transportation technology, customs brokerage, or customs compliance strongly preferred.
Working knowledge of customs brokerage and compliance processes, including concepts such as ACE, ABI, ISF, AES, bonded operations, FTZ, or related customs workflows.
SaaS or technology sales experience preferred.
Proficiency with CRM and sales productivity tools; Salesforce experience preferred.

Responsibilities

Own an assigned portfolio of existing customers and develop account strategies designed to increase recurring revenue, strengthen customer relationships, and support retention.
Meet or exceed an individual sales quota through contract renewals, cross-sell, upsell, license expansion, product adoption, transaction growth, and other expansion opportunities.
Proactively identify whitespace and expansion opportunities by conducting discovery and understanding each customer's business operations, challenges, growth plans, and technology needs.
Develop and maintain a healthy sales pipeline and provide accurate and timely revenue forecasts.
Conduct regular customer meetings, business reviews, product discussions, demonstrations, and onsite visits.
Build and maintain relationships with operational users, managers, economic buyers, and executive stakeholders within customer organizations.
Lead commercial conversations, including pricing discussions, contract negotiations, objection handling, and closing.
Communicate with key customers to monitor expectations, satisfaction, business needs, and potential risks or opportunities.
Serve as the primary relationship owner for assigned customers and coordinate internal resources when escalations involve Support, Professional Services, Implementation, Product, Finance, or Accounting.
Set clear customer expectations regarding internal processes, service responsibilities, project scope, support interactions, and commercial commitments.
Act as a customer advocate internally while balancing customer needs with company policies, contractual obligations, and commercial objectives.
Handle customer inquiries and work cross-functionally to identify appropriate solutions for complex business or operational challenges.
Maintain accurate and timely account, activity, opportunity, forecast, renewal, and customer information in the company's CRM and other assigned sales tools.
Represent the company at customer meetings, industry conferences, and events as required.