Account Manager, Aircall
3 days a week in office
AI-powered communications platform
Open for applications
AI-powered communications platform
501-1000 employees
Open for applications
3 days a week in office
501-1000 employees
Company mission
To empower every professional to have rich conversations, so they can focus on closing deals and delighting customers.
Role
Who you are
- Experienced in SaaS Account Management, Commercial Customer Success, or Renewal Management, with a track record of achieving revenue targets
- Skilled in consultative sales, prospecting, and negotiation, with the ability to balance commercial focus and customer advocacy
- Customer-obsessed — curious about how different industries and use cases leverage Aircall, and proactive in identifying ways to add value
- Capable of developing and executing account expansion strategies, including stakeholder mapping and whitespace analysis
- Confident in competitive sales cycles, able to articulate differentiation and handle objections effectively
- Analytical, detail-oriented, and accountable for forecast accuracy and pipeline hygiene
- Resilient, driven, and passionate about helping customers realize long-term value through partnership
- Excited by innovation and transformation — particularly the opportunity to represent a next-generation AI-powered communications platform
What the job involves
- As an Account Manager at Aircall, you are the owner of customer success and revenue growth across your portfolio. You drive Net Revenue Retention (NRR) by uncovering opportunities to expand, renew, and strengthen customer relationships
- Acting as both the voice of Aircall for the customer and the voice of the customer within Aircall, you ensure our customers realize the full value of their investment while fueling sustainable growth for Aircall
- By deeply understanding the needs of our customers across a variety of industries and use cases, you become the trusted expert who identifies growth potential and helps improve the customer experience
- This means translating customer goals into solutions that unlock adoption, value realization, and expansion — ensuring each account grows in both impact and partnership over time
- This is a highly strategic and commercial role — blending consultative relationship management with the rigor and energy of a quota-carrying seller. You’ll partner cross-functionally with Customer Engineering, Product, and Support to accelerate adoption, drive usage of add-on SKUs, and build deep, long-term relationships with customers at all levels of their organizations
- Aircall is undergoing an exciting transformation — building on our market-leading communications platform and introducing AI functionality that helps customers operate more intelligently, efficiently, and competitively. Join us and be part of shaping that journey
- Own NRR: Manage the full post-sale lifecycle — driving renewals, expansions, and churn mitigation to deliver predictable and profitable growth
- Drive Growth: Identify and activate growth opportunities within your portfolio, prospecting into new subsidiaries, use cases, and additional SKUs to unlock untapped potential
- Target Strategically: Prioritize high-potential accounts that may have low spend today but represent strong expansion opportunities, developing long-term growth plans
- Prospect and Outbound: Run proactive outreach within your base to expand relationships and identify new value creation opportunities
- Develop Stakeholder Maps: Build and maintain multi-layer relationships — from daily users to senior decision-makers — ensuring alignment, sponsorship, and retention
- Sell Competitively: Position Aircall’s value head-to-head against competitors, with a clear understanding of how our solutions address each customer’s unique business needs
- Negotiate and Close: Lead complex renewal and upsell negotiations, balancing commercial outcomes with customer success to close revenue and foster loyalty
- Manage Pipeline & Forecast: Maintain an accurate pipeline of renewal and expansion opportunities and deliver consistent, data-driven NRR forecasting
- Partner for Adoption: Collaborate closely with your Customer Engineering counterpart to ensure customers achieve adoption milestones and measurable outcomes
- Champion the Customer Voice: Surface insights, pain points, and product feedback that inform Aircall’s product roadmap and go-to-market strategies
- Shape Local Strategy: Share learnings across teams to enhance customer experience and strengthen regional growth initiatives
Salary benchmarks
Our take
Call centres have been a mainstay of sales teams for decades, with the human touch delivering an impression conversion rate of about 30% for inbound calls. However analogue call centres are physical infrastructure-heavy and unable to take advantage of the flexibility afforded by remote and hybrid ways of work. Aircall exists to change that, providing a cloud-based call centre infrastructure that allows sales teams to work from their home offices.
Aircall isn't the only company in this space, and it faces heavy competition from Cloudtalk, another cloud-based call centre solution. However Aircall stands out in the market by its use of open APIs and webhooks, making integration with existing productivity and helpdesk tools much easier, and its superior call quality. Aircall has developed a significant customer base with these strengths, with over 20,000 companies using its platform.
The company has raised significant funding in recent years, highlighting the confidence investors have in their offering. With a rapidly expanding presence in the US, European, UK and Australian markets and the recent addition of AI voice agents to handle business calls 24/7, Aircall is clearly set on innovating at scale.
Steph
Company Specialist at Welcome to the Jungle
Insights
0% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Jun 2021
$120m
SERIES D
May 2020
$65m
SERIES C
Total funding: $225.6m
Company HQ
NoMad, New York, NY
Leadership
Scott Chancellor
(CEO)Prior to joining Aircall as CEO in 2023, Scott was CEO of Humu and Chief Product/Technology Officer at Apptio. He also spent 7 years at Amazon Web Services as a Director and General Manager of AWS Insights.
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