Senior Account Manager
About The Position
Wistia is seeking a Senior Account Manager to join their Post-Sales organization. This role is crucial for the company's growth and deepening relationships with enterprise customers. The Account Manager will serve as the commercial engine for the expansion function, carrying a revenue quota and owning commercial conversations end-to-end. The position involves identifying and closing expansion opportunities within a book of high-value strategic accounts. The role requires close collaboration with the Customer Success team, Sales, Revenue Operations, Finance, and Product. The Post-Sales team is described as a tight-knit group where collaboration is highly valued.
Requirements
- Demonstrated success generating and closing expansion revenue from an existing book of business, having carried a quota in a post-sales or account management role, not just managed renewals.
- Experience navigating enterprise deal cycles: procurement involvement, multi-stakeholder buying groups, and close timelines of 3-6 months with accounts in the 200+ employee range.
- Strong commercial instincts and negotiation skills; comfortable owning upgrade and contract conversations end-to-end.
- Genuine ability to partner with Customer Success; seeing CSMs as partners, not gatekeepers.
- Some experience with cold outbound or self-sourced prospecting.
- Comfort with AI tools in your workflow, bringing curiosity and openness to how tooling can make you faster and more effective.
- Salesforce proficiency for opportunity management, forecasting, and account documentation.
- No specific number of years of experience required; focus is on demonstrated experience and how it was achieved.
Responsibilities
- Own and execute the expansion motion for a defined book of strategic accounts, identifying and closing upgrade and consolidation opportunities across 3-6 month deal cycles
- Lead commercial conversations related to upgrades, plan expansions, and contract changes from identification through signed agreement
- Partner closely with Customer Success Managers on jointly owned accounts, bringing commercial expertise to relationships the CSM has built
- Prospect proactively into unmanaged and lightly managed accounts using usage data, intent signals, and your own outbound motion to create net-new pipeline
- Maintain accurate opportunity tracking, pipeline forecasting, and account documentation in Salesforce so the whole team has real visibility into the business
Benefits
- Competitive compensation package
- Employee stock options
- 401k with 3% company contribution
- Fully paid healthcare, dental, and vision insurance premiums, including family plans
- Pre-tax FSA and Dependent Care Account
- 16 weeks of paid parental leave
- Flexible Time Off
- Remote-first culture: work from anywhere in the continental U.S.
- Annual professional development stipend for courses, conferences, and more
- New hire bonus to enhance your home office setup
- Pet insurance discount
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
