Practice by Numbers

Account Manager

• Own upsell, cross-sell, and renewal execution across an assigned book of customers
• Drive expansion motions contributing approximately 30% of overall sales revenue
• Manage renewal timelines, pricing discussions, and contract execution
• Partner with Customer Success and Retention Managers to align renewals with customer health
• Lead consultative upsell and renewal discussions based on product usage, customer outcomes, maturity, commercial value, and ROI
• Position renewals and upgrades as continuations of value
• Manage objections and negotiations
• Maintain a clean pipeline of expansion opportunities and upcoming renewals
• Forecast renewal and expansion ARR
• Track close plans, renewal risks, and commercial blockers
• Provide visibility into NRR drivers and gaps
• Identify renewal and upsell patterns to inform packaging, pricing, expansion triggers, timing, and playbooks
• Help build repeatable renewal and upsell processes

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Upsell Account Manager