Account Manager (SMB) (Hybrid)

KnowBe4•Clearwater, FL

40d•Hybrid

About The Position

Join the cybersecurity company that puts security first; literally and without compromise. At KnowBe4, our AI-driven Human Risk Management platform empowers over 70,000 organizations worldwide to strengthen their security culture and transform their workforce from their biggest vulnerability into their strongest security asset. As the undisputed industry standard with unusually high customer retention rates and recognition as a Leader by G2 and TrustRadius, we're not just providing security awareness training - we're redefining what it means to be a trusted security partner in an increasingly complex threat landscape. Our team values radical transparency, extreme ownership, and continuous professional development in a welcoming workplace that encourages all employees to be themselves. Whether working remotely or in-person, we strive to make every day fun and engaging; from team lunches to trivia competitions to local outings, there is always something exciting happening at KnowBe4. Clearwater positions open to candidates located in greater Tampa Bay area. The Opportunity Join our growing Sales team as the trusted advisor who helps small and medium businesses strengthen their security posture through expanded KnowBe4 solutions. As Account Manager (SMB), you'll own a book of business where you've already proven value-now it's your job to deepen those relationships and unlock the full potential of our product suite. You'll drive expansion with customers of 25-500 employees, identifying opportunities to add seats, upgrade subscriptions, and introduce complementary products that genuinely make their organizations more secure. The successful candidate is a determined relationship-builder who thrives on the hunt for expansion opportunities, takes ownership of their numbers, and finds real satisfaction in helping customers get more value while growing annual recurring revenue.

Requirements

You're the kind of seller who doesn't wait for opportunities to come to you-you dig into your accounts, find the openings, and have the grit to see deals through to close.
3+ years selling software to small and medium businesses, ideally in a role where you've owned account expansion, managed a book of business, and consistently hit quota through your own hustle.
Proven sales track record with the determination and resilience to push through rejection, navigate complex buying processes, and close business even when it takes persistence and creative problem-solving.
Relationship-building instincts-you know how to stay top-of-mind with customers, identify who really makes decisions, and build trust that leads to expanded commitments over time.
Familiarity with IT security concepts and challenges so you can speak credibly about the problems our solutions solve and position products in ways that resonate with technical and business buyers alike.
Numbers-focused mindset for managing your pipeline and forecasting accurately-you track your metrics, know your conversion rates, and use insights to focus your energy where it matters most.
Self-starter mentality with the motivation to work independently, prioritize your own day, and take ownership of your results without needing constant direction.
Strong communication skills-both written and verbal-that let you run effective discovery calls, craft compelling emails, and deliver demos that connect product capabilities to customer needs.
Salesforce and Gmail proficiency so you can manage your workflow efficiently and keep leadership informed without administrative tasks slowing you down.

Nice To Haves

Bachelor's degree in business, technology, or related field
Network+ or Security+ certification that deepens your technical credibility
Experience attending trade shows and converting face-to-face interactions into pipeline
Background negotiating pricing within established guidelines to close deals that work for both sides

Responsibilities

Account Ownership: Manage your assigned book of business with a focus on maximizing revenue-identifying cross-sell opportunities, capturing growth through seat expansion, and upgrading customers to higher subscription tiers that match their evolving needs.
Pipeline Development: Build and maintain a healthy pipeline of expansion opportunities by staying close to your accounts, understanding their business challenges, and positioning the right KnowBe4 solutions at the right time.
Strategic Selling: Identify key decision makers, qualify opportunities, and articulate the value proposition of our full product suite-helping customers understand how additional solutions strengthen their security posture and improve outcomes.
Quota Achievement: Hit or exceed your monthly sales targets through disciplined prospecting, strategic account prioritization, and deal execution that balances customer value with company growth.
Cross-Functional Collaboration: Partner closely with Customer Success Managers and Renewal Specialists to create a coordinated approach that drives product adoption, captures expansion opportunities, and supports the renewal process when growth is on the table.
Lead Conversion: Follow up on marketing-generated leads within your accounts, turning interest into qualified pipeline and closed business that contributes to your monthly goals.
Customer Intelligence: Maintain meticulous records in Salesforce-tracking calls, emails, demos, notes, and next steps so you always know where opportunities stand and can act quickly when the timing is right.

Benefits

We offer company-wide bonuses based on monthly sales targets, employee referral bonuses, adoption assistance, tuition reimbursement, certification reimbursement, and certification completion bonuses - all in a modern, high-tech, and fun work environment. For more details about our benefits in each office location, please visit www.knowbe4.com/careers/benefits.

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