Account Manager - Expansion

Brightidea New Job Board • San Francisco, CA

2h

About The Position

Brightidea is hiring an Account Manager focused on expanding adoption and revenue within a portfolio of large, under-penetrated Fortune 1000 accounts. The role owns a book of approximately 25 accounts where Brightidea has an initial foothold and is accountable for expanding from a department or program toward enterprise-wide adoption while protecting existing business. This is a hunter-builder role with a quota and direct accountability for blended retention and growth, reviewed monthly with the manager and quarterly with the executive team.

The Account Manager develops account penetration plans, builds executive sponsorship, identifies new buyers and use cases inside existing customers, and negotiates renewals, price increases, and multi-year agreements. The position requires translating platform adoption and usage data into commercial cases and credibly addressing customer questions about building alternatives themselves, including AI-enabled tools. The role operates amid change in how Brightidea engages large enterprises, so comfort with ambiguity and evolving responsibilities is important.

AI fluency is a non-negotiable qualification. Candidates should have built something beyond chatbot prompts, such as automations, agents, scripts, internal tools, or integrations; use AI in their daily work; be able to produce a useful working artifact during a customer meeting; and understand AI’s capabilities and limitations. Brightidea is a profitable enterprise innovation management platform serving organizations including Merck, J&J, AWS, and Cytiva.

Requirements

• Experience navigating enterprise procurement, renewal negotiations, price increases, and multi-year terms.
• Experience multi-threading in complex organizations and building sponsorship from an initial contact without an existing budget.
• A territory-development mindset and a concrete approach to identifying whitespace.
• Genuine AI fluency: has built automations, agents, scripts, internal tools, integrations, or other tools beyond prompting a chatbot and can explain what was built, why, and what failed.
• Uses AI regularly in day-to-day work and can produce a working artifact quickly in a customer setting.
• Can reason credibly and honestly about where AI is useful and where its limitations make it unsuitable.
• Commercial instinct and technical fluency suited to enterprise expansion, consulting or solution architecture with commercial exposure, or founder/operator experience.

Responsibilities

• Treat each account as a mini-territory by building and executing a penetration plan to grow from an initial foothold toward enterprise-wide adoption.
• Build executive sponsorship beyond an initial champion or department, and multi-thread across large, complex organizations.
• Own renewal negotiations and close, including price increases and multi-year terms with enterprise procurement.
• Source new buyers within existing customer organizations, including new business units, adjacent use cases, and previously unengaged executives.
• Convert platform adoption and usage data into commercial cases, pulling and shaping the data independently.
• Position Brightidea credibly against build-it-yourself alternatives, including customer prototypes built with AI.
• Forecast accurately and maintain a consistent cadence across approximately 25 accounts, focusing effort where growth potential is greatest.
• Use AI in daily account research, organizational mapping, territory planning, outreach drafting, and data analysis; produce useful prototypes, mockups, data cuts, or solution sketches for customers.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed