Major Account Manager

Role Description and Mission:

The Major Account Manager serves as the primary executive relationship owner and strategic commercial leader for a concentrated portfolio of 2-4 high-value Major accounts. This role is responsible for retaining and significantly growing revenue within complex client organizations. The Major Account Manager develops bespoke, multi-year strategic plans designed to expand the organization's footprint, deepen product adoption, and advance partnership maturity. This individual holds clear commercial accountability for the entire account lifecycle, leading cross-functional teams to deliver tailored solutions that secure profitable, long-term growth.

Key Outcomes: 

• Portfolio Revenue Ownership: Own and drive total revenue growth (encompassing both Roadside Assistance and Accident Management lines of business) across a defined, high-impact portfolio of 2-4 Major Accounts.
• Executive Partnership: Build and maintain deep, trust-based relationships with senior and executive-level stakeholders to understand their long-term vision and deepen customer engagement.
• Strategic Account Planning: Develop and execute comprehensive, multi-year strategic account plans designed to not only retain business but to actively expand the organization’s footprint and deepen product adoption.
• Growth & Expansion: Proactively identify and capture cross-sell and upsell opportunities across the full product suite; translate complex client needs into opportunities for value expansion.
• Cross-Functional Orchestration: Collaborate closely with Product, Marketing, Client Success, and Solutions Consultants to design and deliver tailored solutions that address specific client challenges.
• Contract Negotiation: Lead complex contract renewals and commercial negotiations, structuring agreements that secure profitable, long-term growth and mitigate risk.
• Strategic Business Reviews: Lead regular Strategic Business Reviews (SBRs) with client leadership to provide data-driven insights, ensure satisfaction, and align on future improvement of delivery.
• Industry Representation: Represent the organization in high-level client meetings and industry forums to strengthen partnerships and market positioning.

Skills, Education and Experience:

EDUCATION:  A Bachelor’s degree in Business, Marketing, or a related field is required. An MBA is considered a plus.

EXPERIENCE: 8-12+ years of experience in Account Management, Enterprise Sales, or Business Development. Demonstrated experience managing multi-product portfolios across enterprise-level accounts. A proven track record of growing accounts through significant expansion and cross-selling initiatives. Experience navigating complex, matrixed client organizations.

ROLE BASED COMPETENCIES (KNOWLEDGE, SKILLS & ABILITIES): 

• Complex Relationship Navigation: Strong relationship-builder with the ability to navigate and influence stakeholders within multiple complex client organizations simultaneously.
• Strategic Business Acumen: Possesses solid business insight; able to identify sophisticated growth levers, understand client P&L pressures, and propose appropriate, high-value solutions.
• Cross-Functional Collaboration: A collaborative operator who works effectively across internal teams (Product, Marketing, Solutions) to deliver client success without needing direct authority.
• Strategic Negotiation & Communication: An effective communicator and skilled negotiator, capable of driving retention and expansion outcomes in high-stakes commercial discussions.
• Results Discipline: Results-oriented and disciplined, demonstrating strong skills in pipeline management and long-term account planning.
• Value Articulation: Ability to move beyond feature selling to articulate the strategic business value and ROI of the partnership to executive audiences.

WORKING RELATIONSHIPS:  This role collaborates deeply with Solutions Consultants, Client Success Managers (Major/Strategic levels), Product Management, and Marketing. External interactions are primarily with Senior Director, VP, and C-level client stakeholders.

ADDITIONAL REQUIREMENTS: Willingness to travel as required for strategic client engagements, QBRs, and industry events.

Hiring In:

• United States: Arizona, California, Florida, Georgia, Illinois, Massachusetts, Michigan, New Hampshire, New York State, New Mexico, North Carolina, Tennessee, Virginia

The anticipated closing date to submit applications for this role is October 18th, 2026. Join our Greenhouse Candidate Portal to track your application status and receive instant alerts for future openings.