Upsell Account Manager

Practice By Numbers • Remote US,

10d • $63,000 - $85,000 • Remote

About The Position

The Upsell Account Manager owns the commercial lifecycle of existing customers, including renewals, cross-sells, and upsells. The role partners closely with Customer Success and Retention teams to execute commercial opportunities aligned with customer outcomes, supporting expansion revenue and Net Revenue Retention above 100%. The role owns commercial execution, not customer health plans or churn saves.

The position leads value-based renewal and upgrade conversations using product usage and adoption data, customer outcomes, maturity, and commercial value. It manages renewal timelines, pricing discussions, contract execution, objections, and negotiations, while coordinating with Customer Success and Retention to ensure appropriate alignment and smooth handoffs.

The role maintains an accurate pipeline and forecasts renewal and expansion ARR, tracks close plans, risks, and blockers, and provides visibility into NRR drivers and gaps. It also identifies patterns that can inform packaging, pricing, expansion triggers, renewal timing, and repeatable processes as the business scales. Success is measured by expansion ARR, upsell contribution, renewal rate, NRR, forecast accuracy, and customer satisfaction after renewals and upsells.

Requirements

• Comfort owning both expansion and renewal revenue.
• Respect Customer Success ownership of customer relationships and health.
• Confidence leading commercial conversations without being transactional.
• Ability to use data to drive urgency and decision-making.
• Accountability, discipline, and an outcome-oriented approach.
• Ability to think in terms of Net Revenue Retention, not only individual deals.

Responsibilities

• Own upsell, cross-sell, and renewal execution across an assigned customer book.
• Drive expansion motions targeted to contribute approximately 30% of overall sales revenue.
• Manage renewal timelines, pricing discussions, and contract execution.
• Partner with Customer Success and Retention Managers to align renewals with customer health.
• Lead consultative upsell and renewal conversations grounded in product usage, adoption, customer outcomes, maturity, commercial value, and ROI.
• Position renewals and upgrades as continuations of value and manage objections and negotiations professionally and transparently.
• Coordinate with Customer Success Managers on health, adoption, and value realization, and with Retention Managers on risk mitigation and save plays.
• Avoid selling into unhealthy or high-risk accounts without Customer Success alignment, and ensure smooth post-upsell and post-renewal handoffs.
• Maintain an accurate pipeline covering expansion opportunities and upcoming renewals.
• Forecast renewal and expansion ARR, track close plans, renewal risks, and commercial blockers, and provide visibility into NRR drivers and gaps.
• Identify patterns in renewals and upsells to inform packaging and pricing strategy, expansion triggers, renewal timing, and playbooks.
• Help build repeatable renewal and upsell processes as the business scales.

Benefits

• Competitive base salary.
• Quarterly bonus tied to upsell and renewal performance, based on percentage of revenue generated.
• Medical coverage.
• Dental coverage.
• Vision coverage.
• 401(k) with company match.
• Direct exposure to leadership on pricing, packaging, and growth strategy.

What This Job Offers

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