• Own and exceed retention (GRR) and expansion (New ARR) targets across your SMB portfolio • Lead renewal and expansion cycles with a structured, value-based approach, applying MEDDPICC or other qualification frameworks where appropriate • Navigate pricing and negotiation dynamics to protect revenue and accelerate growth • Maintain forecasting accuracy and clear pipeline visibility in Salesforce • Manage a high-volume book of business while prioritizing accounts with the greatest growth potential • Build multi-threaded relationships across business and executive stakeholders on strategic accounts • Act as a trusted advisor by aligning ABBYY solutions to measurable operational outcomes • Conduct business reviews that highlight value realization and identify targeted expansion opportunities • Identify churn risk early and proactively engage customers to mitigate it • Identify and qualify upsell and cross-sell opportunities based on usage data, adoption trends, and customer goals • Drive scalable expansion motions while focusing strategic efforts on accounts with the highest growth potential • Collaborate with Technical Success, Product, and Services teams to support execution and adoption • Apply structured deal qualification to improve expansion velocity and win rates • Maintain high CRM hygiene across activity, contacts, opportunities, and forecasting • Deliver reliable weekly and quarterly forecasts with disciplined pipeline management • Leverage data and reporting to guide account prioritization and focus