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Role Description

The Account Manager operates as the general manager of their book of business. You will own renewal, retention, and expansion outcomes across a defined portfolio of customers. This role requires a strategic and entrepreneurial mindset, identifying customer needs, designing commercial solutions, and driving long-term mutual success between Espresa and our Customers.

• Lead Client Value Plans and Mutual Success Plans to align internal execution with external commitments.
• Build multi-threaded relationships across HR, Benefits, Finance, Procurement, and executive stakeholders.
• Act as a strategic partner during Annual Business Reviews and executive conversations.
• Identify risks early and implement mitigation strategies ahead of renewal cycles.
• Treat your book of business as a business within the business.
• Own renewal, retention, and expansion targets within your portfolio.
• Drive proactive renewal strategy, including multiyear structure and pricing negotiations.
• Build and manage expansion pipeline through structured outreach, discovery, and consultative selling across Espresa’s modular solutions.
• Balance hunting for growth opportunities with strengthening long-term partnerships.
• Thrive in ambiguity and move initiatives forward with ownership and accountability.
• Maintain disciplined pipeline management in Salesforce from awareness through close.
• Partner closely with Customer Success Managers to ensure seamless client experience.
• Collaborate with Sales, Product, Finance, Operations to support client's strategy and commercial execution.
• Capture Voice of Customer insights to inform product and roadmap conversations.
• Leverage automation, reporting, and data-insights to inform account strategy.

Qualifications

• 5+ years of Account Management experience in Enterprise SaaS, with demonstrated success in renewal and expansion ownership.
• Experience working with large employer accounts in HR technology, benefits, or related industry preferred.
• Proven ability to carry a revenue target and consistently meet or exceed goals.
• Strong commercial acumen including pricing strategy and contract negotiation.
• Track record of consultative, solution-based selling.
• Proficiency in Salesforce CRM and pipeline management best practices.
• Ability to build executive credibility and present strategic insights effectively.
• Exceptional prioritization and time management skills.
• Growth mindset and comfort operating in a fast-paced, evolving environment.

Nice to Have

• Start-up or high-growth company experience.
• Industry knowledge and experience managing complex global employer accounts.
• MBA or advanced degree (experience in lieu of degree considered).

Benefits

• Comprehensive benefits package competitive with Silicon Valley/Bay Area employers.
• Health insurance.
• Retirement plans.
• Lifestyle Spending Account.
• Generous PTO.

Why This Role Matters

2026 and beyond is about scaling human partnership with automation, protecting renewals, unlocking expansion, and deepening customer advocacy. The Account Manager plays a critical role in ensuring our partnerships deliver measurable business value and long-term growth.

This is an opportunity to be a contributor in building a scalable, high-performing Account Management engine inside a rapidly growing company.