Account Manager

About Open Sesame

Open Sesame is transforming workforce development with an AI-powered marketplace of over 50,000 skill‑building courses. We help organizations build skills and stay compliant through a high‑quality content catalog, seamless LMS/LXP integrations, and advanced capabilities like skills‑based curation and multilingual content creation. More than 2,000 companies, including 150+ of the Global 2000, rely on Open Sesame to develop the world’s most productive and admired work forces.

Account Manager plays a critical role in expanding the impact of our platform by uncovering new opportunities within existing customer relationships. This role is about momentum – you will act as the hunter inside our customer base, identifying new buying centres, introducing customers to high‑value solutions like Simon and Oro, and helping organizations get more value from their learning investments. You’ll build relationships with net‑new stakeholders, lead consultative expansion conversations, and convert curiosity into measurable revenue growth.

You will partner closely with Customer Success Managers to align on customer goals and outcomes while owning the expansion motion from discovery through close.

• Have the instincts of a hunter and the discipline of a strategist.
• Love finding the opening, asking the right question, and creating opportunities where none existed.
• Thrive on building relationships quickly and expanding them deliberately.
• Are naturally consultative and able to connect organisational goals to Open Sesame solutions.
• Work seamlessly with CSMs without losing ownership of the expansion sales motion.

• Build a deep understanding of account structure and proactively identify untapped departments, new stakeholder groups, and emerging initiatives where Open Sesame can add value.
• Break into new areas of the organisation and drive the first conversation, establishing Open Sesame as a strategic partner.
• Deliver consistent expansion revenue by executing a targeted outreach and account penetration strategy.

• Master Simon and Oro’s value propositions and quickly become fluent in telling their impact story.
• Identify where these new solutions solve challenges not addressed by customers’ current learning approach.
• Lead the cross‑sell sales motion—from gap analysis to proposal—to expand account footprint and introduce customers to Open Sesame’s evolving product ecosystem.

• Consistently exceed expansion revenue goals and drive meaningful adoption of Simon and Oro across multiple accounts.
• Unlock new buying centres and net‑new stakeholder relationships, expanding Open Sesame's footprint across departments and teams.
• Customer Success partners describe you as a force multiplier for account growth, enabling seamless transitions from expansion to adoption and execution.
• Maintain a strong, strategic expansion pipeline rooted in thoughtful account penetration plans and disciplined forecasting.
• Customers experience a cohesive, value‑driven partnership that aligns your expansion efforts with CSM‑led outcomes and long‑term success.

• Form and maintain trusted, influential relationships across HR, L&D, talent development, operations, and other functional groups, navigating complex organisations to uncover champions, sustain multi‑threaded engagement, and adapt to organisational change.
• Conduct strategic conversations that surface future initiatives, budget cycles, and organisational priorities.
• Collaborate closely with Customer Success Managers to align on evolving account goals and customer outcomes, using their insights to continuously refine expansion strategy and target high‑likelihood buying centres.
• Maintain rigor around CRM accuracy, forecasting, and account planning to support predictable expansion performance.
• Develop and update structured account growth plans that map buying centres, stakeholder relationships,…