Senior Account Manager – Renewals/Expansion

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $140k - $175k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

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Doppler

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2019

🔒 Cybersecurity

☁️ SaaS

🔌 API

💰 $20M Series A on 2022-04

Cybersecurity • SaaS • API

Doppler is a cloud platform that offers centralized secrets management, allowing organizations to securely manage, orchestrate, and govern secrets and non-human identities at scale. It integrates with popular DevOps tools and CI/CD frameworks to automate secrets management within the development workflow. Doppler provides a unified interface that minimizes the need for direct cloud provider access and enhances security. The platform also features user-based pricing and SOC 2 verified compliance, making it ideal for teams of any size to manage their DevOps infrastructure securely and efficiently.

📋 Description

• Own renewal and expansion revenue across a portfolio of existing customers, meeting quarterly and annual targets. • Develop and execute multi-year account plans mapping stakeholders, white space, and expansion potential across business units, geographies, and product areas. • Reinforce customer value, outcomes, and ROI before contract milestones to make renewals predictable. • Monitor account health and usage data to identify churn or contraction risk and coordinate corrective action with Customer Success, Support, and Product. • Build trusted relationships with CTOs, VPs of Engineering, Heads of DevOps, and other executive stakeholders. • Conduct onsite and virtual check-ins, QBRs, and executive business reviews. • Coordinate cross-functionally to deliver continuous, high-touch, multi-year customer growth strategies. • Partner with Engineering on technical conversations and with Product and Marketing on go-to-market work and customer feedback. • Apply MEDDPICC across the pipeline and participate in deal reviews. • Maintain accurate Salesforce records, next steps, and forecasts. • Use AI and sales tools to improve account intelligence and work efficiency. • Improve Doppler’s product and processes and help create the sales playbook for future team members.

🎯 Requirements

• 3+ years in account management or software sales at a B2B software company, ideally carrying a renewal or expansion quota, with a track record of meeting or beating targets. • Experience selling to technical buyers, including developer tools, DevOps, infrastructure, or security products. • Strong discovery skills and ability to understand engineering environments before positioning a solution. • Ability to map stakeholders, manage relationships, communicate at the executive level, and grow accounts over a multi-year cycle. • Ability to provide an example of turning a hesitant customer into a win. • Working knowledge of MEDDPICC and discipline to apply it consistently. • Strong attention to detail and organization while managing account health, renewal timelines, and follow-ups. • Ownership of the full sales cycle and ability to identify blockers and push deals forward. • Comfort with a mid-market ACV motion and building expansion pipeline through outbound. • Comfortable with CRMs, email automation, and prospecting tools. • Willingness to travel for strategic customer visits. • Competitive, resilient, positive, coachable, curious, and willing to improve. • Startup or high-growth experience helps. • Preferred: familiarity with Apollo, Salesforce, Sales Navigator, or similar. • Preferred: formal MEDDPICC training. • Preferred: experience selling devtools, security, or cloud infrastructure. • Preferred: experience working remotely.

🏖️ Benefits

• Premium health insurance (medical, dental, vision) • Guilt-free Unlimited PTO - 3-week minimum strongly encouraged! • Upward Mobility • Learning and Development Stipend • Wealth Advisor • 401k • Pregnancy & Family Leave • Fertility & Adoption Benefits • Equal Compensation (regardless of gender or race)