Account Manager - Expansion

Brightidea New • San Francisco, CA

3d

About The Position

Brightidea is hiring an Account Manager to expand adoption and revenue within a portfolio of large, under-penetrated Fortune 1000 accounts. The role focuses on moving customers from an initial department or program foothold toward enterprise-wide adoption, while protecting existing business. It is a hunter-builder position with a revenue target and direct accountability for blended retention and growth, reviewed monthly with the manager and quarterly with the executive team.

The role requires building executive sponsorship, finding new buyers and use cases within existing customers, and navigating complex organizations and enterprise procurement. The Account Manager owns renewal negotiations and closes, including price increases and multi-year terms. They will use platform adoption and usage data to develop commercial cases, maintain an accurate forecast and account cadence across approximately 25 accounts, and position Brightidea against customer-built alternatives.

AI fluency is a non-negotiable requirement. The successful candidate has built practical tools such as automations, agents, scripts, internal tools, or integrations; uses AI in daily work; can create a useful prototype or other working artifact during a customer meeting; and can assess AI's capabilities and limitations. Brightidea describes itself as a profitable enterprise innovation management platform company that has been operating for 26 years. The business and the role are evolving, so candidates should be comfortable with ambiguity.

Requirements

• Demonstrated commercial instinct and technical fluency; the job may suit enterprise expansion professionals, commercially experienced consultants or solution architects, or founders/operators with revenue responsibility.
• Experience navigating enterprise procurement, renewal negotiations, price increases, and multi-year terms.
• Experience building sponsorship from an initial contact in a complex organization, including situations with no existing budget.
• A territory-development mindset and a concrete approach to identifying and pursuing whitespace.
• Genuine AI fluency: practical experience building something beyond chatbot prompts, such as automations, agents, scripts, internal tools, or integrations, and the ability to explain what was built, why, and what broke.
• Use of AI in daily workflows such as account research, organizational mapping, territory planning, outreach drafting, or data analysis.
• Ability to produce a useful working artifact quickly during a customer meeting.
• Ability to reason accurately about where AI is useful and where it is limited, and to discuss the relative difficulty of building alternatives.
• Enterprise expansion candidates should have carried a number in large, complex accounts and grown a logo across business units or materially grown ARR in a named account.
• Consultant or solution architect candidates should have delivered work into large enterprises and have commercial exposure such as scoping, pricing, or expanding engagements.
• Founder or operator candidates should have built and sold something, carried end-to-end revenue responsibility, built their own tooling, and be comfortable with ambiguity.

Responsibilities

• Build and execute a penetration plan for each account, moving from an initial foothold toward enterprise-wide adoption.
• Develop executive sponsorship from an initial champion or department and build relationships across complex, political organizations.
• Own renewal negotiations and closes, including price increases and multi-year terms, while protecting existing business.
• Source new buyers within existing customer organizations, including new business units, adjacent use cases, and previously unengaged executives.
• Turn platform adoption and usage data into commercial cases, pulling and shaping the data independently.
• Position Brightidea credibly against build-it-yourself alternatives, including solutions customers are prototyping with AI.
• Accurately forecast and maintain a consistent account-management cadence across approximately 25 accounts, prioritizing those with the greatest expansion potential.
• Use AI in day-to-day account work and produce useful prototypes, mockups, data cuts, or solution sketches in customer meetings.

What This Job Offers

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