Account Partner

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Tray.ai

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2012

🤖 Artificial Intelligence

☁️ SaaS

🏢 Enterprise

💰 $40M Series C on 2022-10

Artificial Intelligence • SaaS • Enterprise

Tray. ai is the enterprise orchestration platform for data and AI. It provides a unified SaaS platform to build AI agents, govern Model Context Protocol (MCP) tool calls, integrate 700+ applications, and automate business processes with low-code/no-code tooling and developer options. Key capabilities include the Merlin Agent Builder (no-code agent creation), an Agent Gateway for secure MCP governance, intelligent iPaaS for data integration and automation, and built-in AI governance, auditability, and compliance (SOC 2 Type II, HIPAA, GDPR). Tray. ai targets enterprise customers looking to consolidate legacy iPaaS tooling, accelerate data delivery to AI models, and safely operationalize agentic AI across systems.

📋 Description

• Own the end-to-end renewal process for your assigned accounts: prepare renewal packs, contact customers 90+ days before expiry, and drive renewals to on-time close. • Manage quoting, order forms, and document execution for renewals, expansions, and contract modifications. • Highlight expansion, churn, and contraction risks early, maintaining accurate forecasts. • Combine automated renewal messaging with personalised outreach to understand customer renewal intentions. • Act as a primary point of contact for non-sales customer queries, including billing, contract, and product questions, directing customers to the right resources. • Meet directly with customers on routine renewal conversations, keeping Account Executives focused on strategic selling. • Include your paired Account Executive on all relevant customer communications and meetings. • Build and maintain pricing illustration sheets to support deal strategy. • Ensure CRM data accuracy: correct churn, run-rate upsell, customer health scores, and opportunity data based on your customer interactions. • Review and manage the Tray organisation lifecycle for your accounts, including provisioning, deprovisioning, and add-on management. • Provide pricing strategy and operational support for in-flight deals alongside the AE team. • Serve as the liaison between sales and finance, exercising discretion on concessions within agreed parameters (e.g. payment terms, invoice frequency, renewal uplift adjustments). • Coordinate with Tray legal counsel to manage redlines and ensure alignment on contract terms. • Maintain transparency by communicating in our internal Slack channel.

🎯 Requirements

• 2+ years of experience in account management, deal operations, renewals management, or a similar customer-facing operational role within a SaaS environment. • Strong contract negotiation skills and a solid understanding of SaaS pricing models, entitlements, and renewal mechanics. • Proficient with CRM systems (Salesforce preferred), CPQ tools, and contract management platforms (e.g. DocuSign). • Proven proficiency in spreadsheet modelling and data analysis; comfortable manipulating complex data sets to support pricing and forecasting. • Exceptional attention to detail, particularly in deal structuring, data accuracy, and financial calculations (e.g. pro-rata pricing, co-termed agreements). • Excellent verbal and written communication skills with the ability to engage directly with customers and collaborate across internal teams. • An out-of-the-box thinker with a builder mindset. Experience with iPaaS platforms like Tray.ai, or knowledge of coding and automation tools to streamline operations, is a strong plus. • Fluent and proactive in the use of AI tooling (e.g. Claude suite) to accelerate workflows, improve accuracy, and maximise time spent on high-value activities.

🏖️ Benefits

• stock options