Account Manager

About the role

You will lead commercial conversations including renewals, expansions, contract structure, and value alignment with strategic customers. You will build and operationalize Rillet's renewal and upsell playbook, creating forecasting frameworks, account plans, customer review cadences, and internal processes that drive consistency. You will identify strategic account management opportunities by analyzing product usage, aligning with customer goals, and closing gaps highlighted by the post-sale team. You will collaborate closely with Accounting Success Managers to deliver seamless customer experiences and ensure every account is positioned for successful renewal outcomes. You will conduct business reviews with strategic customers, articulating Rillet's evolving value, insights, and product roadmap in a compelling manner. You will maintain accurate renewal and expansion forecasts in CRM, providing transparent visibility to leadership and stakeholders across the business. You will champion the voice of the customer by identifying product gaps and surfacing actionable insights to Product, Engineering, and Leadership teams. You will reduce churn risk through proactive communication, clear expectation-setting, and strategic engagement that strengthens long-term relationships.

Key facts

What you'll do

• Lead commercial conversations including renewals, expansions, contract structure, and value alignment.
• Build and operationalize Rillet's renewal and upsell playbook, including forecasting frameworks, account plans, customer review cadences, and internal processes.
• Identify strategic account management opportunities based on product usage, customer goals, and gaps surfaced by the post-sale team.
• Collaborate closely with Accounting Success Managers to deliver seamless customer experiences and ensure all accounts are set up for renewal success.
• Conduct business reviews with strategic customers, highlighting Rillet's value, insights, and roadmap.
• Maintain accurate renewal and expansion forecasts in CRM and provide visibility to leadership.
• Champion the voice of the customer by identifying product gaps and surfacing insights to Product, Engineering, and Leadership.
• Reduce churn risk through proactive communication, expectation-setting, and strategic engagement.
• Partner with Sales, Product, and Engineering teams to translate customer feedback into actionable improvements.
• Drive adoption and expansion within existing accounts by aligning Rillet's capabilities with evolving customer needs.
• Own the end-to-end renewal process, from discovery and planning through negotiation and execution.
• Develop deep relationships with key stakeholders to uncover new opportunities and reinforce trust.
• Establish best practices and playbooks that standardize the renewal and expansion approach across the portfolio.
• Provide data-driven insights and recommendations based on customer interactions and business reviews.

Requirements

• 3+ years of experience in SaaS account management, ideally as an early hire at a growth-stage startup.
• Demonstrated ability to own renewal cycles and run commercial negotiations from start to finish.
• Experience building or improving processes for renewals, forecasting, or expansion efforts.
• Familiarity with accounting, finance technology, or workflows that support controllers and finance teams.
• Strong commercial acumen, including comfort with pricing, value articulation, and clear articulation of business outcomes.
• Excellent communication and relationship-building skills, especially when interacting with senior finance leaders.
• Ability to partner cross-functionally and drive alignment within a fast-moving, dynamic environment.
• Bias to action, an ownership mindset, and high attention to detail even in a fast-paced and evolving context.
• Comfortable working within a structured CRM framework to maintain accurate forecasting and reporting.
• Willingness to engage with complex sales cycles and navigate multiple stakeholders within customer organizations.
• Commitment to maintaining confidentiality and handling sensitive financial information with professionalism.
• Readiness to travel within assigned regions as needed for customer meetings and business reviews.
• Alignment with Rillet's mission to deliver AI-native ERP capabilities that transform finance operations.
• Proven track record of managing strategic accounts and retaining high-value customers over extended periods.

Practical notes

Life at Rillet

• Grow with us. Take meaningful ownership, expand your scope, and make an impact as Rillet scales.
• Competitive pay and meaningful equity. Be rewarded for impact.
• Work with smart, kind humans who are deeply curious and mission-obsessed.
• Build the future of finance software alongside experienced and thoughtful product builders.
• Office-based teammates work in person on Tuesdays and Thursdays, plus one additional flexible day.
• Certain roles may require more in-office time based on the needs of the function.
• We are primarily looking for teammates within commutable distance of our New York City or San Francisco offices, or those willing to relocate.
• For this role, we are also open to remote candidates based anywhere in the United States.

Apply now to join Rillet's mission of redefining how finance teams run the numbers at the speed of AI.