Sr. Account Manager - Renewals/Expansion

Doppler

11d•$140,000 - $175,000

About The Position

Doppler is seeking a Senior Account Manager to own renewals and expansion across existing managed-sales customers. This is a sales role focused on retaining and growing accounts through multi-threaded selling, executive relationships, and long-term account plans. The role partners with new-business Account Executives, who land accounts, and a Customer Success Manager, who manages day-to-day relationships and adoption. The Account Manager owns the commercial relationship, renewals, expansion, and revenue targets. The role combines customer-facing work with internal collaboration to improve Doppler’s product and sales processes and help develop the team’s playbook. You will primarily engage with engineers, DevOps leads, platform teams, and engineering leaders, building an understanding of their needs and demonstrating Doppler’s value. The Managed Sales team is small and process-oriented, using MEDDPICC in deal reviews and expecting strong CRM hygiene and close performance tracking. Doppler describes its culture as entrepreneurial, low-ego, action-oriented, open to spirited debate and continuous improvement, with flexible hours and a default of zero meetings. Doppler is a developer-first secrets management platform that helps engineering and security teams securely store secrets across cloud infrastructure and deployment environments. The company’s mission is to make application configuration and secrets management easy and secure for developers and teams of any size.

Requirements

At least 3 years of account management or software sales experience at a B2B software company, ideally with a renewal or expansion quota and a track record of meeting or exceeding targets.
Experience selling to technical buyers and familiarity with developer tools, DevOps, infrastructure, or security products; an engineering background is not required.
Strong discovery skills and the ability to understand engineering environments before positioning a solution.
Ability to map stakeholders, manage relationships, communicate at the executive level, and grow accounts over multi-year cycles.
Ability to describe an example of turning a hesitant customer into a successful product sale.
Working knowledge of MEDDPICC and the discipline to apply it consistently.
Strong attention to detail in tracking account health, renewal timelines, and follow-ups, with reliable organizational habits.
Ownership of the full sales cycle, including identifying blockers and advancing deals independently.
Comfort with a mid-market ACV sales motion in which both velocity and deal size matter.
Comfort using CRMs, email automation, and prospecting tools.
Willingness to travel for strategic customer visits.
Competitive, resilient, and positive in the face of setbacks.
Coachability, curiosity, and commitment to continuous improvement.

Nice To Haves

Familiarity with Apollo, Salesforce, Sales Navigator, or similar tools.
Formal MEDDPICC training.
Experience selling developer tools, security, or cloud infrastructure.
Experience working remotely.
Startup or high-growth company experience.

Responsibilities

Own renewal and expansion revenue across a portfolio of existing customers and achieve quarterly and annual targets.
Develop and execute multi-year account plans that map stakeholders, identify expansion opportunities, and quantify potential across business units, geographies, and product areas.
Make renewals predictable by reinforcing value, outcomes, and ROI ahead of contract milestones.
Monitor account health and usage data to identify churn or contraction risk early, and coordinate or escalate actions with Customer Success, Support, and Product.
Build trusted relationships with CTOs, VPs of Engineering, Heads of DevOps, and other executive stakeholders through onsite and virtual check-ins, QBRs, and executive business reviews.
Coordinate internally to deliver a continuous, high-touch, multi-year customer growth strategy; partner with Engineering on technical conversations and Product and Marketing on go-to-market work and customer feedback.
Apply MEDDPICC across the pipeline and maintain accurate Salesforce records, clear next steps, and honest forecasts.
Use AI and sales tools to research accounts and improve productivity.
Build expansion pipeline through outbound activity and manage the full sales cycle.