Account Manager - Expansion Sales

About the role

In this strategic role, you will own the expansion and deepening of key enterprise relationships across North America for Zenoti. You are expected to act as a trusted strategic partner, guiding clients to unlock the full value of our AI-powered platform. A core part of your position will involve identifying natural expansion points where our solutions can solve adjacent business problems. You will own the end-to-end process of discovering, developing, and closing new business within existing accounts. This role requires a high level of ownership, discipline, and collaboration with internal teams to ensure client success. Your work will directly influence long-term customer retention and the overall revenue trajectory of the business. You will be responsible for building executive-level relationships that are grounded in trust and mutual business growth.

Key facts

What you'll do

• Drive revenue growth by identifying and closing opportunities for additional Zenoti solutions and AI features within existing accounts.
• Develop and execute strategic account plans that align with client business objectives, operational challenges, and expansion goals.
• Cultivate strong, executive-level relationships to ensure alignment between Zenoti's offerings and the evolving priorities of our clients.
• Act as a primary resource for clients, providing guidance on business strategy, operational efficiency, and customer engagement best practices.
• Collaborate closely with Customer Success, Product, Marketing, and Services teams to orchestrate a seamless and value-driven client experience.
• Analyze client engagement data and system usage patterns to identify opportunities for improvement and quantify ROI for stakeholders.
• Maintain precise sales forecasts, pipeline data, and detailed account information within our internal CRM systems accurately and consistently.
• Research and monitor industry developments, competitor activities, and emerging technologies to provide timely and relevant advice to clients.
• Lead complex sales cycles that require navigating multiple stakeholders and decision-makers within a single organization.
• Present compelling business cases and ROI narratives that clearly demonstrate the value of expanded Zenoti platform adoption.
• Partner with the Services and Implementation teams to ensure smooth onboarding and adoption of new solutions or features.
• Proactively identify risks or churn signals within key accounts and develop mitigation strategies to maintain strong relationships.
• Serve as a market intelligence gatherer, feeding insights back to product and marketing teams to influence future roadmap decisions.
• Champion the adoption of new AI capabilities by educating clients on functionality, benefits, and transformative potential.

Requirements

• Must possess a minimum of 10 years of experience in a quota-driven enterprise SaaS sales environment with a focus on account management and revenue expansion.
• Must have a consistent and proven track record of exceeding sales quotas and account management targets within the SaaS industry.
• Must demonstrate a solid understanding of cloud computing and artificial intelligence concepts and be able to articulate their business value.
• Must have excellent communication skills, including executive presence, to effectively engage with both technical and non-technical audiences.
• Must be self-motivated, possess strong business judgment, and thrive in a dynamic, fast-paced, and team-oriented work environment.
• Must be willing to travel throughout North America to meet with clients and attend relevant industry conferences and events.
• Must have a history of building and maintaining long-term strategic relationships with C-level and senior executive stakeholders.
• Must be highly proficient in using CRM software to manage complex sales pipelines and maintain accurate forecasting data.

Practical notes

This is a remote position based in the United States. The role requires travel for client meetings and industry events across North America. Successful candidates will be comfortable working autonomously while collaborating closely with cross-functional internal teams to drive expansion initiatives and ensure client satisfaction. The selected candidate will play a critical role in scaling customer value and sustaining long-term growth for Zenoti in the North American market.