SMB Account Manager US

Aikido Security•Chicago, IL

About The Position

Aikido is hiring an SMB Account Manager to own and grow a large book of small and growing customers, typically fast-moving software teams without a dedicated security professional. The role focuses on helping customers realize value quickly, retain them, and expand their use of Aikido as their businesses grow. SMB account management is high-volume and high-velocity, involving many short, focused conversations, early identification of expansion opportunities, and prompt upsell execution. The Account Manager works across sales, customer success, and product. Customer feedback gathered in the role will help shape and improve Aikido's products. The company describes its work as building developer-first security products that reduce real risk without disrupting software development. Aikido was founded in 2022 and states that it has $85 million in the bank and unicorn status. Aikido offers significant ownership, flexibility in working hours, opportunities to grow and shape projects, top-tier technology compensation and equity, and an open, informal atmosphere grounded in strong values and high trust.

Requirements

At least 2 years of experience in account management, SMB sales, or as an exceptional SDR at a technical SaaS company seeking a quota-carrying role.
A track record of meeting expansion, upsell, or retention targets across a large book of accounts.
Ability to handle a high volume of short sales conversations each week without losing quality.
Strong discovery skills, including asking effective questions, listening, recapping clearly, and leading calls without over-talking.
Technical curiosity and ability to learn a developer security product and explain its value in plain language.
Organization and CRM discipline, using HubSpot, Salesforce, or a similar system, and reliable follow-through on customer follow-ups.
Clear, confident written and verbal communication in English.
Self-starter mindset, ownership, ability to move quickly, and interest in building processes at a scaling company.

Responsibilities

Own a high-volume book of SMB customers and be accountable for net revenue retention, expansion, renewals, and customer satisfaction.
Run efficient customer calls, including check-ins, renewal conversations, and short, value-focused demonstrations of features customers are not using.
Use product usage data to identify expansion signals and churn risk early, and act on them.
Build scalable one-to-many customer engagement plays, including email sequences, webinars, in-app nudges, and renewal campaigns.
Manage renewals end to end, including pricing discussions and negotiation of multi-year or annual upgrades.
Maintain accurate CRM records so forecasts, pipeline, and account health are up to date.
Gather customer feedback and relay it across sales, customer success, and product to help optimize the product.