Enterprise Account Manager
- Compensation
- Not disclosed
- Location
- United States
- Work setup
- Remote
- Seniority
- Not specified
- Employment
- Not specified
- Experience
- 6+ years
- Category
- Sales
- Posted
Skills
Must have
- 6+ years managing enterprise accounts in B2B software with Fortune 500 customers, multiple stakeholders per account, and a track record of negotiating renewals and expansions against a quota.
- Real project management experience: you have run customer rollouts, pilots, or implementations with plans, owners, dates and status reporting.
- Experience working with or through channel partners, resellers, or alliance partners on shared accounts.
- Excellent communication skills. Your recaps, updates, and customer documents are clear, accurate and ready to send.
- You can connect a customer’s goals to the right product capabilities and spot expansion opportunities from their technical roadmap.
- Fluency with a CRM and a project tracker (for example, HubSpot or Salesforce, and Asana).
- Experience at a startup or small team, where you built the process instead of waiting for one.
Nice to have
- Experience with data infrastructure, CDN, cloud or developer platforms.
- Accounts in retail, e-commerce, media or telecom.
- Experience scoping and contracting professional services or SOWs.
- A PMP, CSM or similar project management credential.
- Experience with Harper
Full description
About Harper
Harper is one runtime for any workload. We combine database, cache, application logic, real-time messaging, and APIs into a single process, so enterprise teams can retire a stack of point solutions and serve data in about a millisecond. Brands like Macy's, Ralph Lauren, Verizon, HP, Ford and Bass Pro Shops run on Harper, and we sell and deliver alongside partners including Akamai.
The role
You own retention and growth across a focused book of Harper’s most strategic enterprise accounts, with revenue targets tied to renewals and expansion. Strong relationships on the customer side and inside Harper mean you’re the first to know when something isn’t going to plan, and your project management discipline gets it back on track.
This is not a technical support role. Harper’s engineers, forward-deployed engineers, and partner support teams own the technical work. You orchestrate them: route each ask through the right process, bring in the right people before the customer has to ask, and make sure nothing falls between the customer, Harper, and our partners. You’ll need enough product fluency to match Harper’s capabilities to a customer’s business needs and to recognize when an issue needs engineering.
The best person for this seat has grown large, multi-stakeholder enterprise accounts and has the renewal and expansion numbers to show for it. You’re a highly organized operator who takes personal ownership of outcomes. You write a clear weekly update without being asked, you prepare a day ahead rather than an hour ahead, and you spot the next expansion opportunity before the customer’s team does.
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What you'll do
Own the account
- Be the single accountable owner for some of our most strategic enterprise accounts, from day-to-day status through renewal and expansion, partnering with Sales leadership on pricing and approvals.
- Know each account cold and keep a written plan for it: history, champions, what was piloted and promised, open commitments, risks, renewal date, and expansion opportunities.
- Keep a finger on the pulse of every live implementation. Track adoption and usage, and make sure customers get full value from Harper so it never becomes shelfware.
- Stay relevant as customer priorities shift. Know their roadmap, connect Harper to their new initiatives, and advocate for what’s right for their architecture.
Run the work like a project manager
- Run active customer initiatives (pilots, upgrades, migrations, rollouts) with a clear plan, owners, and dates, and track every open item to closure. When a follow-up is owed, it goes out within one business day.
- Flag risk early and loudly. If a deal, pilot, or deliverable is stalled on the customer, a partner, or Harper, you say so in the right channel and keep pushing until it moves.