Enterprise Account Manager

About the role

Enterprise Account Manager

Algolia is seeking an experienced Enterprise Account Manager to safeguard and grow a demanding portfolio of strategic clients. This position operates at the intersection of strategic partnership, commercial acumen, and operational precision. You will be responsible for a significant book of business, requiring simultaneous focus on protecting existing revenue and driving aggressive, high-volume growth. The role demands independence, sharp commercial instincts, and the ability to transform complex customer challenges into scalable, repeatable success stories within a fast-paced, AI-first environment.

This is a remote position based in the United States. The role involves high-volume engagement, managing a large portfolio of accounts, and navigating complex internal workflows to ensure timely and efficient contract execution. The compensation package includes a base salary of $120,000 USD, reflecting the significant impact and responsibility of this role.

Your Core Mission

Your primary responsibility is to act as the strategic steward for a large portfolio of enterprise clients. This involves a dual mandate: securing the foundation of your book through diligent renewal management while actively pursuing aggressive expansion opportunities. You will operate with a high degree of autonomy, shaping sales motions and playbooks that scale across a diverse and rapidly evolving customer landscape. Success is defined by your ability to balance protection with growth, ensuring every account reaches its full potential.

• Orchestrating Portfolio Health: You will monitor account engagement and usage metrics to identify potential churn risks early, defining and executing proactive next-best actions to ensure stability and longevity.
• Guiding Commercial Strategy: You will lead all commercial conversations, from renewals and contract negotiations to identifying and closing multi-year expansion opportunities within your existing client base.
• Navigating Complex Stakeholders: You will map intricate stakeholder ecosystems across complex deals, balancing the needs of business and technical audiences to safeguard your portfolio quota and accelerate expansion.
• Leveraging Data for Growth: You will champion the analysis of usage data, translating these insights into actionable strategies that protect and grow key accounts, ensuring they derive maximum value from Algolia's AI Search solutions.
• Streamlining Internal Workflows: You will partner with legal, finance, and deal desk teams to streamline contract and renewal processes, removing bottlenecks and ensuring a frictionless experience for both the customer and internal stakeholders.
• Translating Value: You will articulate the strategic value of Algolia's AI Search and predictive browsing capabilities to executive stakeholders, aligning product functionality with overarching business objectives.
• Building Partner Ecosystems: You will forge and nurture relationships with key technology platforms to amplify adoption, integration, and long-term retention within your assigned accounts.
• Refining Sales Processes: You will synthesize your day-to-day activities into repeatable, scalable sequences and playbooks, creating a sustainable model for managing a high-volume, fast-moving portfolio.

Your Essential Profile

To thrive in this role, you bring a robust background in B2B SaaS, with a specific focus on managing renewals and expansion for accounts with multiple stakeholders. Your experience includes negotiating commercial contracts directly with both external customers and internal entities such as legal and finance. You are highly organized, employing a rigorous system to track a large, concurrent pipeline of opportunities without sacrificing detail or follow-through.

• You possess 4+ years of progressive experience in B2B SaaS sales or account management, with a proven ability to handle complex renewals and expansion in dynamic, high-growth settings.
• You have a track record of negotiating commercial contracts directly with customers and internal cross-functional teams.
• You are highly organized, with a system for tracking a large, concurrent pipeline of renewals and expansion opportunities.
• You excel at collaborating with Customer Success and Solutions Engineering to proactively address customer needs, remove blockers, and drive successful outcomes.
• You are a resourceful generalist who thrives in startup or high-growth environments, navigating ambiguity and making sound decisions without needing detailed, step-by-step direction.

Valued Experience and Skills

While not mandatory, the following experiences will significantly enhance your ability to deliver immediate impact:

• Experience with APIs or developer-focused products, providing a deeper empathy for the technical nuances of the solutions you sell.
• Familiarity with usage-based or consumption-based business models, allowing you to effectively discuss value and ROI with financially sophisticated clients.
• A background working with eCommerce or digital experience platforms, giving you insight into the specific challenges and goals of these high-impact industries.

In Practice, You Are Someone Who

You engage every stakeholder with thoughtful, probing questions to uncover their deepest goals, needs, and pain points. You then clearly and articulately communicate how Algolia's solutions directly address those challenges. You consistently meet or exceed your renewal and expansion targets, running a tight and organized process across dozens of concurrent deals where nothing falls through the cracks. You ramp quickly on complex technical products, developing a strong understanding of how modern web and AI-native applications are built and scaled. You communicate with equal effectiveness with business leaders, such as merchandising heads and eCommerce directors, and technical audiences, adapting your message and approach for each.

What you'll do

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