Torchora
Back to Home

Enterprise Account Manager

💰 $110,000 - $250,000+ OTE

SalesAccount ManagementBusiness DevelopmentTechnology

🎯 Role Definition

As an Enterprise Account Manager, you are the CEO of your account portfolio. You will be responsible for nurturing and growing our most valuable and strategic customer relationships. This is a senior-level role that requires a blend of strategic thinking, consultative selling, and exceptional relationship management. You will serve as the primary point of contact for enterprise clients, understanding their business objectives and aligning our solutions to help them achieve their goals. Your success will be measured by your ability to drive revenue expansion, ensure high customer satisfaction and retention, and solidify our position as a long-term strategic partner.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Senior Account Executive
  • Strategic Account Executive
  • Senior Customer Success Manager
  • Business Development Manager

Advancement To:

  • Director of Enterprise Sales
  • Regional Vice President (RVP) of Sales
  • Strategic Accounts Director
  • Global Account Manager

Lateral Moves:

  • Sales Enablement Manager
  • Channel Sales Director
  • Head of Customer Success

Core Responsibilities

Primary Functions

  • Develop and execute comprehensive, long-range strategic account plans for a portfolio of assigned enterprise customers to achieve revenue targets and strategic objectives.
  • Cultivate and maintain strong, multi-threaded relationships with key stakeholders and executive sponsors, from day-to-day contacts to C-level executives.
  • Act as the primary point of contact and trusted advisor for your clients, deeply understanding their business challenges, industry trends, and strategic goals.
  • Drive significant revenue growth within existing accounts by identifying, qualifying, and closing complex upsell and cross-sell opportunities.
  • Consistently meet and exceed quarterly and annual sales quotas and performance-based key performance indicators (KPIs).
  • Lead and orchestrate the entire sales cycle for expansion opportunities, from opportunity identification and solution engineering to proposal generation, negotiation, and closure.
  • Conduct regular, high-impact Quarterly Business Reviews (QBRs) with clients to demonstrate value, review progress against goals, and uncover new opportunities for partnership.
  • Masterfully articulate the company's value proposition, demonstrating a deep understanding of our product suite and its application to specific customer use cases.
  • Develop and manage a robust, accurate sales pipeline and provide reliable forecasting on a weekly, monthly, and quarterly basis using the company CRM.
  • Negotiate complex, multi-year contracts, pricing, and terms with senior procurement, legal, and business stakeholders.
  • Serve as a passionate customer advocate, mobilizing and coordinating internal resources from Customer Success, Product, Support, and Engineering to ensure client success.
  • Proactively identify and mitigate risks to customer retention, ensuring high levels of satisfaction and loyalty to prevent churn.
  • Spearhead account-based marketing (ABM) strategies in collaboration with the marketing team to drive engagement and awareness within your target accounts.
  • Maintain an expert-level understanding of the competitive landscape and be able to effectively differentiate our offerings.
  • Lead solution-oriented discovery sessions to map customer needs to our product capabilities, often involving technical and product specialists.
  • Drive adoption and consumption of our platform within your accounts to ensure customers are realizing the full value of their investment.
  • Prepare and deliver compelling presentations and product demonstrations to a wide range of audiences, including technical teams and executive leadership.
  • Accurately document all customer interactions, sales activities, and account information within Salesforce or other designated CRM systems.
  • Represent the company at industry events, conferences, and trade shows to build brand presence and network with key prospects and customers.
  • Provide insightful feedback from the field to product and marketing teams to inform future roadmap development and go-to-market strategies.

Secondary Functions

  • Mentor and provide guidance to more junior members of the account management or sales team.
  • Contribute to the continuous improvement of the sales process, playbooks, and methodologies.
  • Collaborate with the partner and channel ecosystem to identify co-selling opportunities within your accounts.
  • Participate in sprint planning and agile ceremonies for cross-functional account-focused projects.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Proficiency: Expert-level command of Salesforce (SFDC) or similar enterprise CRM for pipeline management, forecasting, and activity tracking.
  • Strategic Account Planning: Demonstrated ability to create and execute detailed, long-term account plans (e.g., using MEDDIC, Challenger, or similar methodologies).
  • Sales Forecasting: Proven ability to produce accurate and reliable sales forecasts.
  • Complex Contract Negotiation: Experience leading negotiations for six and seven-figure deals, including legal and procurement reviews.
  • SaaS Sales Methodologies: Deep understanding and practical application of value-selling frameworks like MEDDIC, MEDDPICC, Challenger Sale, or Solution Selling.
  • Business Case Development: Ability to build and present compelling ROI and TCO analyses for executive-level buyers.
  • Sales Engagement Tools: Proficiency with tools like Outreach, SalesLoft, LinkedIn Sales Navigator, and other modern sales technologies.

Soft Skills

  • Executive Presence & C-Level Communication: Exceptional ability to build credibility and communicate effectively with senior executives.
  • Consultative Selling & Problem-Solving: A natural curiosity to understand customer problems deeply and architect valuable solutions.
  • Relationship Building: The ability to forge strong, long-lasting partnerships based on trust and mutual success.
  • Strategic Thinking: Capacity to see the bigger picture, identify long-term opportunities, and navigate complex organizational structures.
  • Negotiation & Persuasion: World-class influencing and negotiation skills with a focus on win-win outcomes.
  • Business Acumen: Strong understanding of business fundamentals, financial metrics, and market dynamics.
  • Resilience & Drive: A motivated, self-starting personality with the tenacity to navigate long sales cycles and overcome obstacles.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree or equivalent practical experience in a related field.

Preferred Education:

  • Master of Business Administration (MBA)

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications
  • Economics

Experience Requirements

Typical Experience Range: 7-12+ years

Preferred:

  • 7+ years of experience in an enterprise software/SaaS sales or account management role, with a proven and demonstrable track record of consistently exceeding sales quotas. Experience managing a portfolio of large, complex enterprise accounts is essential.
Explore More Careers