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The Account Manager will drive upsell and cross-sell opportunities, develop customer relationships, and collaborate with various teams to enhance revenue and product adoption.
We’re hiring a growth-focused Account Manager to join our Sales team. This role is entirely dedicated to driving expansion revenue—you will identify, manage, and close upsell and cross-sell opportunities within a defined book of existing customers. This is not a renewal role. You'll act as a strategic partner to customers, helping them uncover additional value from Formstack’s product suite. By understanding their business needs and aligning our tools to new use cases, you'll play a critical role in growing our revenue and product adoption across departments. This is a hybrid position requiring in-office presence in Denver three days per week—Tuesdays, Wednesdays, and Thursdays.
Key Responsibilities
- Drive upsell and cross-sell opportunities within an assigned portfolio of current customers.
- Develop deep relationships with key customer stakeholders to understand evolving needs and expansion potential.
- Partner closely with Customer Success to share account insights and coordinate customer engagement strategies.
- Lead discovery, product positioning, and value-based selling for Formstack’s platform: Forms, Documents, Sign, and Workflows.
- Collaborate with Product, Marketing, and Sales Engineering teams to support your expansion efforts.
- Track pipeline activity, opportunity status, and revenue forecasts in Salesforce and related systems.
Required Qualifications
- 3–5 years of experience in B2B sales, with a strong background in Account Management or Expansion Sales.
- Demonstrated success growing revenue within existing Mid-Market or Enterprise accounts.
- Strong consultative selling and discovery skills; able to map business problems to platform capabilities.
- Proficient in CRM systems such as Salesforce; highly organized and self-motivated.
- Comfortable working in a hybrid environment and engaging face-to-face with colleagues and collaborators three days per week.
Preferred Qualifications
- SaaS experience, especially in workflow automation or form/document management solutions.
- Exposure to selling into highly regulated industries such as Education, Healthcare, or Government.
- Familiarity with complex sales cycles involving multiple stakeholders and technical integrations.
Top Skills
Salesforce
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