About The Position
Flosum is hiring an Enterprise Account Manager to own a book of enterprise accounts and retained revenue. The role focuses on customer renewals, protecting recurring revenue, building executive relationships, identifying renewal risks, and helping customers transition from Flosum’s Salesforce-native products to its cloud-native platform. This is a commercial, customer-facing role centered on executive engagement rather than support-ticket management. The Account Manager will coordinate with product, support, engineering, and customer success teams to address customer needs, defend accounts against competitors and alternative solutions, and identify expansion opportunities for the sales team. The role also requires disciplined account management, including accurate forecasts and a clean renewal pipeline in Salesforce. Compensation includes a competitive base plus variable compensation tied to retention.
Requirements
- At least 7 years of experience in enterprise account management, renewals, or customer-facing sales at a B2B software company.
- Experience managing a significant book of business, ideally at least $5 million in annual recurring revenue, with individual accounts above $250,000.
- Experience selling or renewing complex IT solutions such as DevOps, data protection, security, infrastructure, or developer platforms.
- Ability to earn the trust of technical buyers.
- Demonstrated success saving at-risk renewals through executive-level engagement, with results to substantiate the track record.
- Strong commercial and negotiation skills, including the ability to pursue multi-year terms and handle difficult discussions about price and value.
- Knowledge of how net revenue retention (NRR) and gross revenue retention (GRR) are calculated and how account management affects them.
- Clear, concise written and verbal communication, including the ability to brief a CIO in five minutes.
Nice To Haves
- Experience in the Salesforce ecosystem.
Responsibilities
- Own renewals across an enterprise account book and protect recurring revenue.
- Build relationships with executives, including CIOs, CTOs, VPs of Engineering, and heads of Salesforce platforms.
- Engage beyond the customer champion when an account requires executive involvement.
- Identify renewal risks, create save plans, and execute them with urgency.
- Move customers from Salesforce-native products to Flosum’s cloud-native platform and make the business case for the transition.
- Defend accounts against competitors, in-house builds, and new enterprise architectures.
- Coordinate with product, support, engineering, and customer success, and hold those teams accountable for customer needs.
- Identify expansion opportunities and pass them to the sales team with a clear plan.
- Maintain accurate forecasts and a clean renewal pipeline in Salesforce, avoiding surprises.
Benefits
- Competitive base compensation plus variable compensation tied to retention.
- Real ownership, direct access to leadership, and the opportunity to help build the account management function.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
