Account Manager

Position Overview

The Account Manager is a quota-carrying sales role focused exclusively on generating incremental annual recurring revenue (ARR) through cross-sell and upsell within STACK’s existing customer base. This person proactively hunts for expansion opportunities, builds their own pipeline, and owns the expansion sales process from prospecting through close.

The Account Manager works in concert with the Customer Success (CS) team to understand customer goals, product usage, and business needs, then translates those insights into qualified expansion opportunities. CS provides customer context and coordinates ongoing success activities; the Account Manager owns proactive expansion outreach, commercial discovery, proposals, negotiation, and closing.

This role does not own renewals, customer support, or retention management. Success is measured primarily by self-generated expansion ARR that the Account Manager proactively sources and closes within the customer base.

What You'll Do:

• Consistently meet or exceed quota for self-generated expansion ARR through cross-sell and upsell to existing customers.
• Proactively prospect within assigned accounts through targeted calls, email, and other appropriate channels to uncover unmet needs and expansion opportunities.
• Identify opportunities for additional licenses, higher-tier packages, complementary products, and recurring add-ons that align with customer needs.
• Build and maintain a qualified expansion pipeline through account research, outbound outreach, stakeholder development, and disciplined follow-up.
• Own the end-to-end expansion sales process, including discovery, qualification, value demonstration, business case development, proposals, negotiation, and close.
• Develop account plans for priority customers that identify expansion potential, relevant workflows, stakeholder coverage, buying processes, and next actions.
• Monitor and respond promptly to signals that identify high-value expansion targets within the existing customer base, including product usage patterns, interest in additional capabilities, license needs, and customer growth. Prioritize these accounts for proactive sales engagement, validate the opportunity through discovery, and convert relevant signals into qualified cross-sell and upsell pipeline.
• Work in concert with CS on account priorities, customer context, outreach timing, and stakeholder introductions to deliver coordinated customer engagement.
• Build relationships beyond existing contacts to reach decision-makers, economic buyers, additional teams, and business units with expansion potential.
• Partner with Solutions Consultants and other internal resources to demonstrate solutions and validate expansion use cases.
• Coordinate the handoff of closed expansion business to CS and relevant delivery teams so purchased products and licenses can be adopted successfully.
• Route renewal questions, support requests, and account health concerns to the responsible teams while keeping expansion activity coordinated with CS.
• Maintain accurate Salesforce records, including opportunity source, qualification, expansion ARR, stakeholders, next steps, close dates, and forecast categories.
• Forecast expansion opportunities with discipline and communicate pipeline gaps, deal risks, and actions needed to achieve quota.
• Stay current on construction workflows, STACK capabilities, and competitive alternatives to position expansion solutions effectively.

Success Metrics

The primary measure of success is self-generated expansion ARR closed against quota. Self-generated ARR means incremental recurring revenue from cross-sell or upsell opportunities that the Account Manager proactively identifies, initiates, and advances to close. Renewed baseline ARR, automatic price increases, and one-time services revenue are not included in this measure.

CS collaboration informs and supports the sales motion; opportunity sourcing must be documented accurately so proactive AM hunting can be distinguished from inbound customer requests or opportunities originated by other teams.

• Self-generated expansion ARR closed and attainment against quota.
• Qualified expansion pipeline created through proactive hunting.
• Conversion of self-generated opportunities into closed expansion business.
• Expansion forecast accuracy and timely, complete Salesforce documentation.
• Timely follow-up on high-value account signals, effective account prioritization, stakeholder coverage, and coordination with CS.
  

Renewal rate, GRR, support resolution, and customer adoption are not quota measures for this role. The Account Manager uses customer context to guide expansion activity and partners with the teams accountable for those outcomes.

What You Bring:

• 3+ years of quota-carrying SaaS sales experience in account management, account executive, or existing-business expansion roles.
• Demonstrated success proactively sourcing and closing cross-sell and upsell opportunities within an existing customer base.
• Proven ability to build pipeline independently through outbound prospecting, account research, and stakeholder development.
• Experience owning discovery, qualification, value positioning, pipeline management, forecasting, negotiation, and closing.
• Strong commercial judgment with the ability to identify customer needs, quantify business value, and recommend relevant solutions.
• Excellent communication skills with executives, economic buyers, operational leaders, and end users.
• Ability to partner effectively with CS and coordinate internal resources while maintaining clear ownership of expansion sales.
• Strong organization and Salesforce or CRM discipline across multiple accounts and opportunities.
• A proactive hunting mindset, consistent follow-through, and accountability for measurable revenue results.
• Willingness to embrace feedback and continuously improve sales execution.

Preferred Experience

• Experience in construction technology, estimating, takeoff, project management software, or other vertical SaaS environments.
• Familiarity with Challenger, MEDDIC, MEDDPICC, SPICED, Sandler, or similar sales and qualification frameworks.
• Experience selling additional products, licenses, or packages into SMB or mid-market customer accounts.
• Comfort using product usage data and account signals to target outbound expansion efforts.
• Experience partnering with CS and Solutions Consultants on coordinated account expansion.

Candidate Profile

The ideal Account Manager is a proactive seller who operates like an Account Executive within an existing customer base. They uncover expansion opportunities before a customer asks, build relationships with new stakeholders, and turn customer needs into a clear business case for additional investment in STACK.

They bring urgency and structure to prospecting and pipeline management, take ownership of self-generated revenue, and work closely with CS to align expansion outreach with the customer’s experience and goals.

Why This Role Matters

STACK’s existing customer base is a significant source of expansion opportunity. The Account Manager helps capture that opportunity through a dedicated sales motion that brings additional products, licenses, and capabilities to customers with relevant needs. This role directly contributes incremental ARR through proactive hunting and disciplined closing, supported by a strong partnership with CS.

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