ABBYY · 1 day ago
Account Manager (SMB)
United States
Full-time
Remote
Mid Level
3+ years expABBYY is a trusted partner for purpose-built AI and intelligent automation, solving complex problems for enterprise customers. The Account Manager (SMB) will own and grow a portfolio of existing customers, focusing on retention and expansion through strong relationships and strategic alignment of solutions.
AnalyticsCommunications InfrastructureData VisualizationSoftware
Responsibilities
Deliver against retention (GRR) and expansion (New ARR) goals for your book of SMB accounts
Lead renewals and expansions with a consultative, value‑based sales approach
Maintain accurate forecasts and account health status in Salesforce
Manage multiple concurrent opportunities and accounts with consistent discipline
Build strong, trust‑based relationships with customer stakeholders
Ensure customers achieve measurable ROI and success outcomes with ABBYY solutions
Identify and mitigate churn risk early through proactive engagement
Position relevant use cases that address real customer challenges
Identify qualified expansion opportunities that align with customer roadmaps and business priorities
Execute strategic, multi‑threaded sales motions across functional stakeholders
Collaborate with internal teams to support upsell motions that are grounded in customer success
Maintain up‑to‑date and accurate activity, contacts, opportunities, and forecasting in Salesforce
Provide reliable sales pipeline visibility and forecast updates
Follow defined sales processes and cadences to ensure consistency and predictability
Prioritize documentation and record‑keeping that supports internal alignment and execution
Partner effectively with Technical Success, Support, Product, and Professional Services teams
Coordinate internal resources to ensure customer success at renewal and expansion points
Share customer insights to inform product direction and go‑to‑market improvements
Qualification
Required
3+ years of experience in SaaS account management or sales with a recurring revenue model
Proven track record of managing retention and expansion targets
Strong relationship building and consultative selling skills
Comfortable managing multiple accounts, priorities, and processes simultaneously
Salesforce proficiency with commitment to disciplined CRM usage
Self-motivated and proactive, with a strong sense of ownership and a collaborative team mindset
Preferred
Experience with Intelligent Document Processing (IDP), automation, AI/ML, RPA, or related enterprise technologies
Experience working with SMB customers and understanding their distinct needs
Ability to communicate technical value to non‑technical stakeholders
Benefits
Two paid volunteering days off every year
Paid parental leave in all our locations
Company
ABBYY
ABBYY reimagines the way people work and accelerates business by delivering the intelligence that fuels automation platforms.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$6M2021-05-11Series Unknown
2015-04-06Series Unknown· $6M
Leadership Team
Ulf Persson
CEO of ABBYY Group, Board Director
Brian Unruh
Chief Financial Officer
Recent News
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