Account Manager

WAVE Corporation

. Own the full renewal lifecycle for a defined portfolio, from 90-day-out planning through contract signature .

Posted 10/9/2026full-timeRemote • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in managing the full renewal lifecycle, including contract negotiations, upselling, and customer relationship management. Proven ability to engage with C-suite executives and drive business outcomes through strategic account management and collaboration.

Highest-signal resume keywords

Account ManagementCustomer SuccessContract NegotiationRenewal ForecastingSaaS Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Renewal Lifecycle ManagementPricing NegotiationChurn AnalysisUpsell and Cross-sell ExecutionGRR and NRR MetricsCRM ProficiencyPortfolio ManagementBusiness Case DevelopmentRisk ManagementCommercial Terms Management

Soft Skills

Collaborative ApproachResilienceRelationship BuildingOrganizational SkillsProactive Management

Tools & Technologies

SalesforceCRM Platforms

Industry Keywords

SaaSHealth ITRevenue Cycle ManagementExecutive Business ReviewsC-suite Engagement

About the role

Key responsibilities & impact

Own the full renewal lifecycle for a defined portfolio, from 90-day-out planning through contract signature
Initiate, lead, and close renewal conversations
Lead pricing negotiations, contract term discussions, and multi-year deal structures
Manage discounting decisions and non-standard commercial terms with Finance and Legal
Process and document churn and downsell outcomes; lead churn review meetings with CSM counterparts
Maintain accurate renewal forecasting in CRM with risk flags and confidence levels
Execute upsell and cross-sell motions end-to-end
Act on upsell signals flagged by CSMs in CRM
Own ECI assessments and determinations
Identify and pursue expansion opportunities across Platinum, Voice AI, multi-product, and multi-year structures
Collaborate with Sales leadership on whitespace analysis and expansion prioritization
Own C-suite and economic buyer relationships
Lead executive introductions and Executive Business Reviews
Facilitate EBRs and complete commercial follow-up actions
Lead commercial save conversations when churn risk is real
Own customer escalations to C-suite or CEO level
Lead Platinum and Voice AI rollout steering and escalation with customers
Secure testimonials, case studies, and joint presentations
Identify customers for advisory boards, reference calls, and co-marketing opportunities
Own new customer handoff from Sales to Customer Success
Lead strategic or commercial onsite visits
Provide structured field feedback to Product, Marketing, and Executive leadership
Partner daily with CSMs on account intelligence, customer health, EBR preparation, and churn risk response
Engage Product on commercially significant roadmap input and feature requests
Work with Finance and Legal on approvals, pricing exceptions, and non-standard terms
Provide the VP of Account Management and leadership with portfolio updates, risk flags, and renewal forecasts

Requirements

What you’ll need

3–7 years in Account Management, Customer Success with commercial ownership, or a revenue-carrying customer-facing role
Demonstrated track record of owning renewals and hitting GRR or Net Revenue Retention targets
Experience managing complex contract negotiations with mid-market or enterprise customers
Comfortable engaging at VP and C-suite levels; able to drive business conversations grounded in customer outcomes
Strong commercial instincts: can identify opportunity, build a business case, and close
Ability to travel up to 25%
Background in SaaS, Health IT, or revenue cycle / practice management technology preferred
Familiarity with GRR and NRR as commercial operating metrics preferred
Experience with CRM platforms, Salesforce preferred
Prior experience leading or participating in Executive Business Reviews preferred
Commercial mindset — think in customer value, risk, and revenue impact
Relationship depth — build genuine trust at the executive level
Clear lane discipline between Account Management and Customer Success
Organized and proactive book-of-business management
Collaborative approach
Resilience in difficult renewal and churn conversations

Benefits

Comp & perks

Ability to travel up to 25%
Input into playbooks, processes, and tooling
Collaboration with Customer Success, Sales, Product, Finance, and Marketing teams