Sales Account Manager

Pathify•Greenwood Village, CO

About The Position

Pathify is seeking a commercially minded Account Manager to drive customer retention, strategic growth, and account expansion across a portfolio of higher education partners. The role owns post-contract revenue strategy and executive relationships with institutional stakeholders, including CIOs, Vice Presidents, and Deans. The Account Manager champions platform value, expands Pathify’s multi-product footprint, and safeguards net revenue retention. The position manages multi-year account plans for a portfolio of 30 or more higher education institutions, identifies opportunities to grow recurring revenue, leads renewals and commercial negotiations, and delivers tailored presentations and platform demonstrations. It also coordinates with Customer Success, Product, Solutions Architecture, Leadership, and IT to support customer outcomes, resolve technical support issues, and maintain accurate pipeline and forecast information in Salesforce. The Greater Denver, Colorado area is preferred; the role may be hybrid or remote. Occasional travel is expected for client business reviews, executive briefings, and industry conferences. Compensation is listed as an $80,000–$105,000 base salary plus $71,500 variable compensation at plan.

Requirements

At least 5 years of Enterprise SaaS Sales or Account Management experience.
Proven track record managing complex B2B or EdTech accounts.
Documented history of exceeding quota targets in retention and revenue expansion roles.
Experience managing a book of business of 30 or more higher education institutions.
Mastery of value-based or consultative sales methodologies, such as MEDDPICC, Challenger, Consultative, GAP, or Solution Selling.
Strong contract negotiation, account planning, risk mitigation, and ability to navigate complex higher education procurement and budget cycles.
Proficiency with Salesforce, AI tools, and advanced sales engagement platforms.
Numbers-driven approach, with commitment to measurable accountability, activity, and time management.
Prospecting-first mindset and ability to build and close cross-sell pipeline.
Willingness to travel occasionally for client meetings, executive briefings, and conferences.

Nice To Haves

Higher education technology experience, particularly selling to C-suite stakeholders.
Experience in a high-growth, venture-backed startup environment.
Startup experience.
Residence in the Greater Denver, Colorado area.

Responsibilities

Create and execute multi-year account plans for a dedicated portfolio of 30 or more higher education institutions.
Identify upsell, cross-sell, and platform adoption opportunities to grow Annual Recurring Revenue and pipeline.
Build trusted relationships with executive and cross-departmental stakeholders, including CIOs and Vice Presidents of IT or Student Affairs.
Lead contract renegotiations, renewals, and expansion agreements; own the commercial lifecycle and proactively mitigate churn risk.
Deliver value-based presentations and tailored platform demonstrations aligned with institutional priorities and return-on-investment metrics.
Coordinate Customer Success, Product, Solutions Architecture, and Leadership for executive engagements, solution delivery, and business reviews.
Maintain accurate pipeline management and quarterly sales plans in Salesforce, using structured sales frameworks to support predictable execution.
Build and close cross-sell pipeline, and partner with Customer Success, Product, and IT to identify, prioritize, and resolve technical support issues.
Travel occasionally for key client business reviews, executive briefings, and industry conferences.