Account Manager

Edulog (Education Logistics, LLC)•Missoula, MT

3d•$60,000 - $70,000

About The Position

The Account Manager is the commercial owner for Edulog’s existing customer base, accountable for renewals, upsells, down-sells, cross-sells, and contract accuracy across an assigned territory of school district accounts. The role protects and grows recurring revenue by managing the customer relationship after the initial sale, including renewal strategy and negotiation, expansion into new bundles and modules, migration of legacy contracts to current terms, and resolution of pricing or billing issues before they create churn risk. This role carries direct commercial accountability for a defined book of business, including renewal and expansion targets and the accuracy of contract and pricing data. The Account Manager works closely with Customer Success, Sales, RevOps, and Finance. Customer Success owns product adoption and day-to-day service, while the Account Manager owns commercial outcomes and the terms, price, and duration of district contracts. The Account Manager serves as the primary commercial contact for an assigned portfolio of school districts. They develop renewal and account strategies, manage contract terms and pricing, identify and close expansion opportunities, maintain accurate forecasts and account data, and collaborate across teams to support customer retention and growth. Occasional travel for tradeshows and/or in-person district meetings is required.

Requirements

2–5 years of experience in Account Management, Renewals, Customer Success, or a customer-facing commercial role.
Experience owning a book of business against a renewal, retention, or expansion quota.
Comfort negotiating pricing and contract terms directly with customers.
Strong organizational skills managing a portfolio of 80 or more accounts simultaneously.
Ability to read and act on contract terms, including termination-for-convenience windows, auto-renewal, co-term dates, and price escalators.
Working knowledge of Salesforce or a comparable CRM.
Ability to travel occasionally for tradeshows and/or in-person district meetings.

Nice To Haves

EdTech or K-12 experience.
Experience with Salesforce, CPQ or quoting tools, or contract management platforms such as Concord or DocuSign.
Experience with multi-year, consumption-based, or per-vehicle pricing structures.
Familiarity with SaaS retention metrics, including NRR, gross retention, and expansion ARR.
Experience partnering with Finance or RevOps on billing or contract reconciliation.
Background supporting or transitioning accounts through system migrations.

Responsibilities

Own the end-to-end renewal cycle for an assigned territory, from renewal readiness and pricing through negotiation and contract execution.
Build account-by-account renewal strategies that account for contract terms, termination-for-convenience windows, board budget cycles, and prior pricing commitments.
Maintain accurate renewal forecasts, including timing, dollar amount, and risk, in Salesforce.
Identify at-risk accounts early and drive save plans in partnership with Customer Success and Support.
Own upsell and cross-sell targets across Edulog’s bundle framework, including Routing & Planning, Route Intelligence, Driver Experience, and Student Visibility.
Identify white space in the assigned book, including unadopted modules, unlicensed vehicles, and districts priced below target, and build account plans to address it.
Lead migration conversations with districts moving from legacy contract structures or pricing to current bundles and multi-year terms.
Partner with Customer Success and Solutions Engineers on scoping and positioning expansion opportunities that require a technical demo or new-module evaluation.
Work with third-party partners to uncover margin on pass-through revenue and use it to support retention and account stickiness.
Own pricing, discounting, and contract terms for renewals and expansions within approved pricing guardrails.
Partner with RevOps and Legal on contract construction, amendments, and non-standard terms.
Manage billing and invoice questions or escalations tied to owned accounts, including co-term and consolidation scenarios.
Serve as the primary commercial point of contact for an assigned portfolio of school district accounts.
Build and maintain account plans covering contract status, stakeholder maps, adoption signals, and expansion opportunities.
Partner with Customer Success on overall account health while maintaining a clear distinction between commercial ownership and day-to-day product support and training.
Represent the voice of the customer internally on pricing, packaging, and product feedback.
Partner with RevOps on territory assignment, quota tracking, and reporting accuracy for the AM book of business.
Work with Finance and RevOps on ARR reconciliation and invoice consolidation for co-terming and renewal opportunities.
Escalate systemic gaps in pricing, packaging, or product to leadership using account-level data.
Learn the assigned territory’s book of business, including contract status, renewal dates, ARR, and expansion opportunities.
Meet or exceed territory renewal retention targets and close upsell and cross-sell opportunities identified through account planning.
Resolve contract and ARR data discrepancies between Salesforce and Rillet for the territory.
Develop a strong understanding of Edulog products and bundles and deliver product elevator pitches and live demos.