Account Manager I (Manila)

About the role

You own the end to end expansion journey for a specific book of SMB and Lower Mid-Market accounts from initial discovery through to signed expansion agreements. You are the primary commercial owner responsible for identifying, developing, and closing upsell and cross-sell opportunities that increase contract value and drive sustainable revenue growth. You partner daily with Customer Success and Renewals teams to align on account strategy, ensuring that expansion efforts are rooted in real product usage and customer health signals. You translate complex product capabilities into clear business outcomes that resonate with HR, Compensation, Finance, and executive stakeholders across multiple customer contacts. This role demands a consultative mindset and disciplined execution as you manage a full expansion sales cycle from discovery to close. Your work directly influences the scalability of our global revenue engine and maximizes net revenue retention from the customers you steward.

Key facts

What you'll do

Identify and qualify expansion opportunities across an assigned portfolio of SMB and Lower Mid-Market customers using data signals and business conversations.

Proactively uncover product usage patterns, organizational changes, and market trends that signal a readiness to expand current contracts.

Build and maintain a healthy, predictable expansion pipeline that feeds into monthly, quarterly, and annual revenue targets.

Lead consultative discussions with existing customers to frame challenges and position additional Payscale products and services as strategic solutions.

Develop multi-threaded relationships across customer organizations, aligning with HR, Compensation, Finance, and executive stakeholders to build consensus.

Own the full expansion sales cycle, including discovery, needs analysis, solution design, pricing, negotiation, and contract finalization.

Partner closely with Customer Success Managers, CDRs, and Renewals Managers to synchronize account strategies and timing of expansion initiatives.

Maintain disciplined opportunity management practices that ensure transparency, accuracy, and consistent progress tracking.

Provide accurate weekly forecasts and pipeline updates to support revenue planning and decision making at the team level.

Ensure rigorous CRM hygiene and accurate forecasting so that the business can rely on real time insights into expansion performance.

Track and report against key performance indicators such as Expansion ARR, upsell and cross-sell close rates, pipeline coverage, and forecast accuracy.

Champion a customer first mindset by aligning every expansion initiative with measurable outcomes that deliver value to clients and to Payscale.

Drive continuous improvement in your book of business by testing new approaches, refining messaging, and sharing insights with cross functional partners.

Act as the primary commercial representative for Payscale in your portfolio, balancing growth ambitions with long term customer relationships.

Requirements

You are eligible for this role if you meet the following hard bars as defined in our sourcing criteria, and you must possess all of these attributes to be considered.

You have a proven track record of selling into HR, Compensation, or Talent Technology markets to enterprise or mid market customers.

You have experience managing a quota carrying role where you are accountable for revenue generation and pipeline creation.

You have strong experience conducting consultative discovery and translating business needs into solution based sales conversations.

You have a history of building multi-threaded relationships with stakeholders across HR, Finance, Compensation, and executive levels.

You are comfortable working with data and using insights around product usage and trends to drive opportunity identification.

You demonstrate excellent written and verbal communication skills in English, enabling clear and persuasive conversations with stakeholders.

You have a collaborative mindset and actively partner with cross functional teams such as Customer Success, Renewals, and CDRs.

You are highly organized, disciplined, and capable of managing multiple opportunities in a structured pipeline.

You are comfortable working in a hybrid environment where flexibility is balanced with the expectation to collaborate in the office when it matters.

Practical notes

This role is based in our Manila Office and follows a hybrid working model that provides flexibility in where and when you work. When working remotely, you are expected to maintain a reliable high speed internet connection, use a dedicated workspace, and support multifactor authentication on your devices. Payscale currently employs people in the US, Canada, UK, The Philippines, and Romania, and we are unable to hire candidates located in Quebec Province, Northern Ireland, and Hawaii.