Account Manager (SMB)

ABBYY

4d•Hybrid

About The Position

Join ABBYY and be part of a team that celebrates your unique work style. With flexible work options, a supportive team, and rewards that reflect your value, you can focus on what matters most – driving your growth, while fueling ours. Our commitment to respect, transparency, and simplicity means you can trust us to always choose to do the right thing. As a trusted partner for purpose-built AI and intelligent automation, we solve highly complex problems for our enterprise customers and put their information to work to transform the way they do business. Over 10,000 customers trust ABBYY, including many Fortune 500 ones. You will work on further developing a portfolio already containing client names such as DHL, Johnson & Johnson, FDA, DMV, PwC, KeyBank, Spotify, and H&R BLOCK. We are looking for an Account Manager (SMB) to own and grow a portfolio of existing customers. Your mission is to help customers realize the full value of ABBYY’s IDP solutions, nurture strong relationships, and drive both retention (GRR) and growth (New ARR) through renewals and thoughtful expansion. You’ll work closely with cross‑functional partners, manage multiple accounts and initiatives, and ensure disciplined planning and execution. Success in this role comes from understanding customer needs, strategically aligning solutions to business outcomes, and embodying a customer‑first mindset that balances value delivery with commercial growth.

Requirements

3+ years of experience in SaaS account management or sales with a recurring revenue model
Proven track record of managing retention and expansion targets
Strong relationship building and consultative selling skills
Comfortable managing multiple accounts, priorities, and processes simultaneously
Salesforce proficiency with commitment to disciplined CRM usage
Self-motivated and proactive, with a strong sense of ownership and a collaborative team mindset

Nice To Haves

Experience with Intelligent Document Processing (IDP), automation, AI/ML, RPA, or related enterprise technologies
Experience working with SMB customers and understanding their distinct needs
Ability to communicate technical value to non‑technical stakeholders

Responsibilities

Deliver against retention (GRR) and expansion (New ARR) goals for your book of SMB accounts
Lead renewals and expansions with a consultative, value‑based sales approach
Maintain accurate forecasts and account health status in Salesforce
Manage multiple concurrent opportunities and accounts with consistent discipline
Build strong, trust‑based relationships with customer stakeholders
Ensure customers achieve measurable ROI and success outcomes with ABBYY solutions
Identify and mitigate churn risk early through proactive engagement
Position relevant use cases that address real customer challenges
Identify qualified expansion opportunities that align with customer roadmaps and business priorities
Execute strategic, multi‑threaded sales motions across functional stakeholders
Collaborate with internal teams to support upsell motions that are grounded in customer success
Maintain up‑to‑date and accurate activity, contacts, opportunities, and forecasting in Salesforce
Provide reliable sales pipeline visibility and forecast updates
Follow defined sales processes and cadences to ensure consistency and predictability
Prioritize documentation and record‑keeping that supports internal alignment and execution
Partner effectively with Technical Success, Support, Product, and Professional Services teams
Coordinate internal resources to ensure customer success at renewal and expansion points
Share customer insights to inform product direction and go-to-market improvements

Benefits

We provide remote and hybrid working options to fit all lifestyles.
We use flexible hours across most of our teams to allow you to find your own definition of balance.
Encouraging a culture of giving, we provide two paid volunteering days off every year so you can take time to contribute to the causes you care about.
To ensure your family is cared for, we offer paid parental leave in all our locations.
We are a global team of 600+ colleagues, spread across 15 countries on four continents.
With colleagues representing 30+ nationalities, our workforce reflects the world.
Innovation and excellence run through our veins. Our teams gather the expertise which has garnered ABBYY more than 140 technology patents.
We are guided by the values of respect, transparency, and simplicity.
"Team Environment" is in the top three highest-scoring drivers of engagement across all of our departments.
We are a company with more than 35 years of experience in the technology market