Senior Account Manager (SMB)

Join ABBYY and be part of a team that celebrates your unique work style. With flexible work options, a supportive team, and rewards that reflect your value, you can focus on what matters most – driving your growth, while fueling ours. Our commitment to respect, transparency, and simplicity means you can trust us to always choose to do the right thing. As a trusted partner for purpose-built AI and intelligent automation, we solve highly complex problems for our enterprise customers and put their information to work to transform the way they do business. Over 10,000 customers trust ABBYY, including many Fortune 500 ones. You will work on further developing a portfolio already containing client names such as DHL, Johnson Johnson, FDA, DMV, PwC, KeyBank, Spotify, and HR BLOCK. We’re hiring a Senior Account Manager (SMB) to own retention and expansion across a portfolio of small- to medium-sized business customers. You will drive measurable revenue outcomes through strategic account planning, disciplined execution, and consultative engagement . This role balances high-volume execution with selective strategic focus — identifying high-potential accounts, engaging executive stakeholders where needed, and aligning ABBYY solutions to customers’ business objectives. What You’ll Do Commercial Revenue Leadership Own and exceed retention (GRR) and expansion (New ARR) targets across your SMB portfolio Lead renewal and expansion cycles with a structured, value-based approach, applying MEDDPICC or other qualification frameworks where appropriate Navigate pricing and negotiation dynamics to protect revenue and accelerate growth Maintain forecasting accuracy and clear pipeline visibility in Salesforce Manage a high-volume book of business while prioritizing accounts with the greatest growth potential Strategic Customer Engagement Build multi-threaded relationships across business and executive stakeholders on strategic accounts Act as a trusted advisor by aligning ABBYY solutions to measurable operational outcomes Conduct business reviews that highlight value realization and identify targeted expansion opportunities Identify churn risk early and proactively engage customers to mitigate it Growth Expansion Strategy Identify and qualify upsell and cross-sell opportunities based on usage data, adoption trends, and customer goals Drive scalable expansion motions while focusing strategic efforts on accounts with the highest growth potential Collaborate with Technical Success, Product, and Services teams to support execution and adoption Apply structured deal qualification to improve expansion velocity and win rates Operational Discipline Maintain high CRM hygiene across activity, contacts, opportunities, and forecasting Deliver reliable weekly and quarterly forecasts with disciplined pipeline management Leverage data and reporting to guide account prioritization and focus What You Bring Required 5+ years of SaaS account management or quota-carrying sales experience with retention and expansion responsibility Proven success managing a high-volume SMB portfolio while delivering consistent commercial outcomes Experience with structured deal qualification (MEDDPICC or other frameworks) in renewal and expansion cycles Strong strategic account planning and executive communication skills Demonstrated proficiency with Salesforce and disciplined forecast execution Self-motivated, accountable, and comfortable operating with autonomy Preferred Experience with Intelligent Document Processing (IDP), automation, AI/ML, RPA, or related technologies Experience identifying strategic SMB accounts for targeted growth Ability to translate technical capabilities into clear business value for non-technical stakeholders Experience mentoring peers and contributing to internal best practices Salary Range The anticipated base salary range for this position is between $107,000 and $128,000. Base salary ranges may vary by geographi ... (truncated, view full listing at source)