Senior Account Manager North America M/F/Mx

Trustpair • New York, NY

12d • Hybrid

About The Position

Trustpair is seeking a Senior Account Manager to drive growth and retention across a portfolio of approximately 45 strategic enterprise customers in North America. Customers typically include large multinational organizations generating more than $1 billion in annual revenue. This senior individual contributor role owns account strategy, expansion opportunities, and commercial performance, working with CFOs and senior Finance leaders to understand their priorities, expand Trustpair’s presence, and build lasting commercial relationships.

The role reports to the Head of Sales US and is based in New York City with a hybrid working model requiring at least two days in the office. The Senior Account Manager partners with Customer Success on adoption, customer value, and retention, and collaborates with Sales, Partnerships, Marketing, and Product to develop account opportunities.

Trustpair provides an automated vendor validation platform used by more than 600 enterprise companies. The company describes AI as embedded in its work and offers dedicated training and peer support to help employees use AI tools. The role offers ownership of an established enterprise portfolio and the opportunity to contribute directly to Trustpair’s North American growth.

Requirements

• At least 5 years of Account Management experience, including significant B2B SaaS experience and complex enterprise sales cycles.
• Proven record of growing strategic accounts through upselling and expansion, with measurable commercial results.
• Experience navigating multinational organizations and negotiating complex agreements at group or global level.
• Ability to build credibility with senior Finance stakeholders and translate their priorities into compelling business cases.
• Familiarity with structured sales methodologies such as MEDDIC/MEDDPICC, Challenger Sale, or SPIN Selling.
• Strong analytical and organizational skills, including disciplined account planning, forecasting, and CRM management.
• Clear communication and negotiation skills, with the ability to work independently and collaborate effectively across teams.
• Must be authorized to work in the United States; employment eligibility will be verified as part of the hiring process.

Nice To Haves

• Experience with software serving Finance teams, including fraud prevention, treasury, procurement, or financial operations.
• Background in Customer Success or consulting, or experience supporting enterprise deployments, onboarding, or change management.
• Experience working in a growing technology company or international scale-up.

Responsibilities

• Develop and execute strategic account plans that connect customer priorities to growth opportunities.
• Map complex organizations to identify economic buyers, executive sponsors, decision-makers, and opportunities across subsidiaries, business units, and regions.
• Use MEDDIC/MEDDPICC to qualify expansion opportunities, assess buying processes, and plan actions to progress deals.
• Build relationships with CFOs, Finance Directors, executive sponsors, and teams using Trustpair.
• Lead business reviews and steering committees with Customer Success to demonstrate value, understand evolving needs, and agree on next steps.
• Represent customers internally and share their priorities with Product and other teams to strengthen adoption and long-term satisfaction.
• Manage the expansion pipeline from opportunity identification through negotiation and close, including upsells and deployments across additional entities or regions.
• Build business cases connecting Trustpair’s capabilities with customers’ financial priorities, fraud-prevention needs, and operational goals.
• Negotiate complex enterprise contracts and Master Framework Agreements, coordinating internal stakeholders to reach agreements that support sustainable growth.
• Own portfolio Net Revenue Retention (NRR) and work with Customer Success to identify risks early and support customer retention.
• Monitor expansion revenue, pipeline conversion, customer usage, satisfaction, and churn risk to prioritize account activity.
• Maintain accurate CRM records, account plans, and forecasts, including clear visibility into opportunities, risks, and next steps.
• Coordinate with Customer Success, Sales, Partnerships, Marketing, and Product to advance opportunities and deliver a consistent customer experience.

Benefits

• Product onboarding, enterprise sales methodology support, and collaboration with experienced commercial and product teams.
• Hybrid flexibility.
• Dedicated training and peer support to develop practical AI skills.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed