Account Manager, Growth

C1•San Francisco, CA

3d•Hybrid

About The Position

ConductorOne is the first AI-native identity security platform that protects every identity: human, non-human, and AI. With powerful automation, platform-level AI, and out-of-the-box connectors, it centralizes access visibility, enforces fine-grained controls, enables just-in-time access, and automates user access reviews across all apps. It’s easy to use, quick to deploy, and trusted by enterprises like DigitalOcean, Instacart, Ramp, and Zscaler. We are thrilled to be building out our Customer Success Growth team! We're looking for a dynamic, commercially minded Account Manager who sits at the intersection of Customer Success and Sales. This role is purpose-built for someone who loves owning revenue outcomes: driving renewals, uncovering expansion opportunities, and closing upsells across our existing customer base. You'll partner closely with our CS and Sales teams to maximize the lifetime value of our customers while ensuring they continue to see meaningful ROI from our platform. If you're energized by building relationships, navigating commercial conversations, leveraging AI to be smart, and winning business from customers who already love the product, this role is for you.

Requirements

Location: Based in San Francisco (required); Hybrid, in office 2–3 days per week
Experience: 3–5 years in Account Management, Sales, or a commercial Customer Success role at a SaaS company
Revenue Track Record: Demonstrated history of owning and exceeding renewal and expansion revenue targets
Quota Carrier: Experience carrying a quota and navigating multi-stakeholder commercial negotiations
SaaS Acumen: Strong understanding of SaaS commercial models, ARR metrics, and contract structures
Communication: Excellent communication and executive presence, confident with both champions and economic buyers
Organized: Highly organized with strong CRM hygiene and pipeline management skills
Startup Ready: Self-starter who thrives in a fast-paced, high-growth startup environment
Collaborative: Works well across CS, Sales, and Finance to get deals across the finish line
Customer-First: Genuinely passionate about customer outcomes and motivated by delivering long-term value

Nice To Haves

Domain (Preferred): Background in IAM, IT, Security, or adjacent spaces is a plus

Responsibilities

Own the Renewal Cycle: Manage end-to-end renewal motions across a portfolio of accounts. Forecast accurately, identify risk early, and execute on-time renewals that protect and grow ARR.
Drive Upsells & Expansions: Proactively identify and close upsell and expansion opportunities, additional seats, new product modules, or expanded use cases. Build and execute account plans that grow revenue.
Straddle CS & Sales: Act as the commercial bridge between Customer Success and Sales. Leverage CS-built relationships and health signals to create pipeline, run deal cycles, and close growth opportunities with existing customers.
Account Planning: Develop and maintain strategic account plans. Understand each customer's business objectives, org structure, and decision-making process to position growth conversations effectively.
Commercial Negotiations: Lead pricing discussions, contract negotiations, and multi-stakeholder deal cycles for renewals and expansions. Work with leadership to structure creative commercial arrangements.
Customer Health & Risk: Partner with CSMs to monitor account health, flag churn risk, and develop mitigation strategies. Ensure at-risk accounts are prioritized and actioned before it's too late.
Cross-functional Collaboration: Work hand-in-hand with Customer Success, Sales, Finance, and Legal to align on deal terms, ensure smooth handoffs, and represent the voice of the customer internally.
Pipeline & Forecasting: Maintain a clean, accurate pipeline in CRM. Provide reliable forecasts for renewal and expansion revenue on a weekly and monthly basis.
Process & Playbook Building: Help build and refine the playbooks, templates, and workflows that make our commercial CS motion scalable and repeatable as the company grows.
You'll own a dedicated book of commercial accounts with clear revenue targets spanning renewals, upsells, and expansions. You'll be accountable to net revenue retention (NRR) and gross revenue retention (GRR) metrics, with a compensation structure that reflects your direct impact on ARR growth. This is a quota-carrying role, your base salary is paired with an uncapped commission plan tied to renewal and expansion performance. You'll have real ownership of commercial outcomes and a direct line to top-line impact.
You’ll own your own book of business, including customer onboardings, upsells & renewals. The additional elements are pre-sales onboarding calls, sales hand-off, on-going client success, and EBR’s.
You’ll improve our product strategy and process with your insights from our customers’ experience, our time to value ratio through clean execution, and customer satisfaction by genuinely investing in the success of our customers.
You’ll learn the ins and outs of the identity security landscape, an industry that is modernizing rapidly.
You’ll teach internal teams and other customers on best business practices to implement identity security solutions from your experience in the field.