Account Manager

Account Manager Role Overview

Role Overview
Kelaca is looking for an Account Manager located on the East Coast for their client partner headquartered in Raleigh,NC. This role focuses on growing and retaining a portfolio of enterprise customers by owning the full commercialrelationship, from discovery through expansion and renewal. You will combine consultative selling with disciplined account planning to uncover new opportunities, strengthen executive relationships and ensure customers see clear, measurable value from the platform.

• Own the commercial success of assigned enterprise accounts, with a focus on expansion and long-term retention.
• Act as a strategic partner to senior customer stakeholders, linking their priorities to clear solution roadmaps andvalue.
• Coordinate internal teams so that pre- and post-sale activity feels seamless and outcomes-focused for the customer.

The client partner is scaling their enterprise customer base and needs a senior Account Manager to deepen relationships with existing accounts and drive structured, outcome-led growth plans. Customers are typicallymid??to??large enterprises undergoing digital and operational transformation. They expect a trusted advisor who can connect complex technology capabilities to business outcomes, orchestrate the right internal experts and guide stakeholders through multi-step buying decisions.

This role sits within a quota-carrying function focused on existing enterprise customers rather than pure new-logo acquisition. Many accounts operate complex, multi-product environments, requiring someone who understands both commercial and technical dimensions and can work closely with implementation and services teams to ensure solutions land effectively and can scale.

• Lead the full sales cycle for assigned enterprise accounts, from opportunity identification through negotiation, close and expansion.
• Build and maintain concise account plans that map key stakeholders, initiatives, risks and near-term growth opportunities.
• Deepen relationships with senior business and technology leaders, positioning the client partner as a long-term strategic ally.
• Run effective discovery, demos and presentations that translate complex capabilities into simple, outcome-oriented narratives.
• Partner with product, customer success and marketing to shape solutions, campaigns and adoption plans for key accounts.
• Coordinate internal resources to support pilots, implementations and ongoing value-realisation activities.
• Maintain a healthy pipeline, high-quality CRM data and accurate forecasting across all owned accounts.
• Stay current on market trends, competitive dynamics and customer challenges to refine your approach and inform account strategy.

• Consistent expansion of revenue and product footprint within priority accounts.
• Strong executive sponsorship and multi-threaded relationships across customer organisations.
• Reliable, data-backed forecasts with clear next steps on all significant opportunities.
• High adoption and referenceability of solutions, evidenced by strong customer advocacy.
• Effective collaboration with internal teams, with clear communication and minimal friction across the sales cycle.

• Enterprise B2B software or SaaS sales experience in complex, multi-stakeholder environments.
• Experience working with implementation or services teams to ensure successful deployments and expansion.
• Proficiency using a CRM such as Salesforce to manage pipeline, forecasting and account hygiene.
• Familiarity with structured sales methodologies (for example MEDDPICC, Command of the Message, or similar frameworks).
• Confidence running remote and in-person demos, tailoring presentations and building solution proposals forsenior audiences.

• Consultative selling
  :
  Diagnoses underlying business drivers and shapes solutions around measurable outcomes.
• Executive communication
  :
  Engages C-suite and senior technical leaders with clear, concise narratives.
• Ownership mindset: Takes full responsibility for account health, pipeline quality and follow-through on commitments.
• Collaboration
  :
  Works transparently with product, customer success, marketing and operations to remove blockers.
• Resilience
  :
  Remains steady and organized across long, complex sales cycles with changing stakeholder needs.

• Quota-carrying, enterprise account management role with responsibility for both growth and retention.
• Fast-paced environment with multiple concurrent opportunities at different stages of the sales cycle.
• Highly cross-functional, requiring regular coordination across internal commercial and technical teams.
• Remote-first working pattern with frequent virtual customer engagement and periodic in-person visits. Based onthe East Coast of the US.

If you are an experienced enterprise Account Manager who enjoys consultative, complex sales and building long-term customer partnerships, this role offers the chance to own strategic…