Senior Account Manager

ServiceRocket • Palo Alto, CA

6d • Hybrid

About The Position

ServiceRocket's Sales & Success team is the commercial engine of the business as they are focused on finding, growing, and retaining customer relationships. Account Managers own the full customer relationship, from strategic account planning and executive engagement through to renewals, expansions, and partner co-selling, primarily within the Atlassian ecosystem. They work as the commercial lead in a cross-functional "trio" alongside Solution Architects and delivery teams, translating customer needs into profitable software and services solutions. We look for self-starters with commercial curiosity, MEDPICC discipline, and a hunger to grow a book of business.

Requirements

• 3–5 years of experience in an account management or sales role
• Proven track record of meeting or exceeding targets
• MEDPICC discipline and ability to qualify, progress, and forecast opportunities with clear evidence
• Experience managing commercial conversations with multiple stakeholders — champions, economic buyers, procurement, and executive sponsors
• Deep knowledge of Atlassian's product suite and strong understanding of the enterprise software landscape
• Advanced skills in full-cycle sales, strategic planning, negotiation, and stakeholder management
• Proven ability to work autonomously and grow a book of business
• Strong communication skills and executive presence — you Talk Straight and build trust quickly
• Experience with CRM discipline and deal documentation; HubSpot and NetSuite experience preferred
• Bachelor's degree in a relevant field

Nice To Haves

• Experience in solution selling, using products such as Atlassian to drive transformational services solutions to customers.
• Software sales interest or experience — SaaS, enterprise software, or Atlassian ecosystem experience is highly preferred but not mandatory when strong sales fundamentals are present.

Responsibilities

• Build and maintain lasting relationships with customers and partners by understanding their focus, anticipating their needs, and solving their problems
• Lead XBRs (real-time QBRs) for high-value, high-touch accounts, focusing on strategic alignment and value demonstration
• Develop strategic problem/solution roadmaps that address current and long-term customer needs
• Generate leads, manage pipeline, update forecasts, and develop and execute account plans
• Perform prospecting activities such as cold calling and networking
• Close opportunities to achieve sales targets
• Deliver partner software quotes and orders, ensuring eligible deals are registered with the appropriate partner program incentives
• Co-sell with partners by jointly creating services and software solutions that address customer needs
• Follow up with customers regularly to ensure needs are being met and to identify opportunities
• Maintain CRM and account plans for customers and prospects (HubSpot and NetSuite)
• Coordinate internal and external resources — including Licensing, Services, Solution Architecture, RevOps, Marketing, Finance, and Legal — to improve customers' experience
• Host product demonstrations, webinars, and other online events to educate customers and prospects
• Illustrate the value of ServiceRocket's products and services to create growth opportunities
• Stay current with ServiceRocket's offerings and industry trends

Benefits

• Share the fruit program: when we grow the tree, we share the fruit–when the company grows, we share the profit.
• Stock options: you have the opportunity to participate in the ownership of the company.
• Health insurance: we support you and your family–your well-being matters.
• Retirement plan/funds saving: we care about your future–we have diverse plans depending on your location.
• Career pathways program: you can grow horizontally, vertically, or any way you want.
• Generous monthly fixed allowances including Rockettoria, Scholarship & Learning, Tech Choice, Wellness.
• Generous PTO plus one cultural heritage and community day to celebrate your story, family, and culture.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior