Account Manager

Segment San Francisco , CA 94118

Posted 11 months ago

At Segment, we believe companies should be able to send their data wherever they want, whenever they want, with no fuss. Unfortunately, most product managers, analysts, and marketers spend too much time searching for the data they need, while engineers are stuck integrating the tools they want to use. Segment standardizes and streamlines data infrastructure with a single platform that collects, unifies, and sends data to hundreds of business tools with the flip of a switch. That way, our customers can focus on building amazing products and personalized messages for their customers, letting us take care of the complexities of processing their customer data reliably at scale. We're in the running to power the entire customer data ecosystem, and we need the best people to take the market.

As an Account Manager you'll own a book of business that includes Segment's Growth Business & Commercial customers. You'll work directly with this group of customers to renew millions of dollars quarterly and find new opportunities for growth within the account. You'll be the commercial expert on our team, consistently overcoming objections to save at-risk renewals & quickly highlight the value Segment has provided. You'll expand our reach within accounts, build new relationships with account teams to uncover new opportunities, and consistently grow your book of business quarter over quarter.

What you'll do:

  • Personally manage a book of business, with responsibility for renewals.

  • Educate and effectively communicate maximum product value in the face of complex negotiations.

  • Evolve innovative contract renewal strategy to retain and grow customers.

  • Understand customer needs and our customers identify opportunities to grow and expand their product or commercial engagement with Segment.

  • Manage weekly renewal and upsell forecast reporting and manage/communicate risks and opportunities to the broader org

You're a great fit if

  • You're ready to hone your deal-closing skills: you'll close multiple deals a week, giving you an opportunity to tweak your approach until it's tuned to perfection

  • Your eyes (and brain) can sift through lots information quickly and find the most relevant and important things

  • You're excited to bring in your partners in Success, Sales, Finance & Legal to help get things done

  • You care about your customer's business: you're always ready to help customers be more successful by using Segment

  • You have an aptitude for digesting and effectively communicating complex technical concepts

  • You have strong business acumen, negotiation skills, and interpersonal skills


  • 3+ years in a go-to-market org, owning a $1m+ book of business

  • 2+ years of proven renewal responsibility or account management experience

  • Experience with short-to-moderate length deal cycles (less than 90 days)

  • Effective communicator in high-pressure situations

Bonus points:

  • Experience with SaaS renewals for MM/SMB

  • Experience with Customer Success teams and the value they deliver

  • Experience with customer data platforms, marketing and data technologies

  • Experience with the suite of tools in Segment's ecosystem

  • Experience with process-improvement and project management

Segment is an equal opportunity employer. We believe that everyone should receive equal consideration and treatment. Recruitment, hiring, placements, transfers, and promotions will happen based what qualifies for the positions being filled regardless of sex, gender identity, race, religious creed, color, national origin ancestry, age, physical disability, pregnancy, mental disability, or medical condition.

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