Account Manager, ABBYY

• 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

Desirable

• We are looking for an Account Manager (SMB) to own and grow a portfolio of existing customers
• Your mission is to help customers realize the full value of ABBYY’s IDP solutions, nurture strong relationships, and drive both retention (GRR) and growth (New ARR) through renewals and thoughtful expansion
• You’ll work closely with cross‑functional partners, manage multiple accounts and initiatives, and ensure disciplined planning and execution
• Success in this role comes from understanding customer needs, strategically aligning solutions to business outcomes, and embodying a customer‑first mindset that balances value delivery with commercial growth
• 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