{"id":763007,"url":"https://alion.io/job/beyondmenu-strategic-account-manager","title":"Strategic Account Manager","company":{"id":670425,"name":"BeyondMenu","domain":"beyondmenu.com","url":"https://alion.io/company/beyondmenu","size_band":"11-50","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Lever","truth_index":null},"role":"Marketing","role_family":"Marketing","seniority":null,"employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Austin, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":74000,"max_usd":192000,"period":"year","method":"role_country_seniority_unknown","sample_n":10699},"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-09-08T19:12:08Z","employer_posted_date":"2026-09-08","last_verified_at":"2026-11-05T15:53:13Z","board_verified":true,"closed_at":null,"days_open":57,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":57},"description":"BeyondMenu helps 15,000 independent restaurants win with digital hospitality - SEO, online ordering, guest engagement, retention, and revenue-driving tools built specifically for owner-operators. We’re a leading revenue partner for independent restaurants in this space.\nThis person will own the restaurant’s first 30-90 days after the sale --- understand the business + owner...complete implementation...prove measurable value...and build a Success Profile that allows Customer Success to continue the relationship without restarting discovery.\nThis is not a reactive support role --- we need someone who can analyze performance...identify the biggest opportunity or risk...make a clear recommendation...and confidently drive the customer toward action.\nWhat You Will Own:\n--- Build a complete Restaurant Profile covering the restaurant’s concept, market, operations, capacity, fulfillment model, technology, diner behavior + realistic performance potential\n--- Understand the Owner Persona --- what they care about...how they define value...which metrics they trust...where they are skeptical + how they prefer to communicate\n--- Drive setup, link insertion, product activation + the behaviors required to create the first measurable customer outcome within 30 days\n--- Compare expected performance to actual performance across orders, revenue, traffic, calls, directions, menu views, reviews, visibility, engagement + product adoption\n--- Diagnose whether performance gaps are caused by setup...adoption...discoverability...restaurant operations...market conditions...customer perception or something else\n--- Recommend the one or two actions most likely to improve the restaurant’s results --- not overwhelm the customer with a generic feature list\n--- Identify implementation issues, adoption gaps, low perceived ROI, churn risk, Link Boost potential, multi-location opportunities + other appropriate expansion paths\n--- Build a personalized Success Profile documenting the restaurant’s goals, KPIs, value proven, risks, growth opportunities, communication preferences + next best actions\n--- Transition the account to Customer Success only when it is stable...the context is complete...initial value has been demonstrated + the next step is clear\n--- Maintain strong operating discipline across CRM hygiene, documentation, follow-up commitments, task management + cross-functional execution\nThe 30/60/90 Customer Motion:\nDays 1-30 --- Understand + Prove\nThe goal is to understand the account...set realistic expectations...complete the required activation work + prove an early measurable win.\n--- Validate the data-generated Restaurant Profile through structured discovery\n--- Understand the owner’s goals, priorities, skepticism, decision criteria + definition of value\n--- Confirm the restaurant’s operating model, kitchen capacity, growth constraints + current ordering ecosystem\n--- Complete core setup, link insertion, activation + the adoption behaviors relevant to that restaurant\n--- Clearly explain what BeyondMenu can influence + how value will be measured\n--- Never make unsupported promises around orders or revenue\n--- Document at least one credible and measurable customer outcome within the first 30 days\nSuccess at Day 30 means: We understand the restaurant + owner...core setup is complete...initial adoption is established + measurable value has started to become visible.\nDays 31-60 --- Diagnose + Optimize\nThe goal is to turn early performance data + customer feedback into a focused plan for improvement.\n--- Compare expected performance to what is actually happening\n--- Identify the largest gap, strength, constraint or opportunity\n--- Determine the actual root cause --- not just the surface-level symptom\n--- Recommend the one or two actions most likely to materially improve the outcome\n--- Confirm whether the customer completed the action + measure whether it changed performance, adoption, engagement, sentiment or risk\n--- Update the Restaurant Profile when actual customer behavior challenges the original hypothesis\n--- Begin building the long-term Success Profile\nSuccess at Day 60 means: The AM can clearly explain what we expected...what is actually happening...why the gap exists...what action we recommended + whether it worked.\nDays 61-90 --- Advise + Transition\nThe goal is to stabilize the account...reinforce the value story...finalize the long-term plan + complete a no-reset handoff to Customer Success.\n--- Confirm what is working...what is not + what matters most to the owner\n--- Translate the results into a clear recommendation for the next phase\n--- Finalize the Success Profile with value proven, adoption status, risks, opportunities, communication guidance + next best actions\n--- Conduct a structured handoff so Customer Success inherits the complete customer context\n--- Transition the account when it is ready --- we should not hold a healthy account until Day 90 simply because the framework says 90 days\nSuccess at transition means: Customer Success receives a stable account...a complete profile...a credible value story + clear ownership of the next action.\nChallenger-Based Selling:\nThis role requires demonstrated Challenger-based selling ability in a post-sale environment.\nChallenger selling does not mean being confrontational --- it means using insight, data + business judgment to help the owner recognize an opportunity or risk they may not see on their own...while maintaining trust + taking responsibility for moving the conversation forward.\nTeach\nBring a clear point of view grounded in the restaurant’s profile, market, operating model + actual performance.\nHelp the owner understand what is driving the result --- especially when they are overly focused on one metric or operating from an incomplete assumption.\nTailor\nConnect the recommendation to that specific restaurant + owner.\nThe conversation should reflect their business model...goals...constraints...communication style...language + definition of success.\nTake Constructive Control\nMake a clear recommendation...explain why it matters...address resistance directly...establish mutual commitments + leave every meaningful conversation with a defined next step.\nChallenge With Evidence + Empathy\nAcknowledge the owner’s concern without automatically accepting their conclusion.\nSeparate perception from observed performance...introduce a stronger perspective + explain what the evidence suggests we should do next.\nCommercialize Proven Value\nIdentify expansion opportunities only after value + fit have been established.\nGrowth recommendations should connect directly to the customer’s Success Profile --- not feel like an unrelated or forced upsell.\nThe conversation should sound like:\n“Based on your type of restaurant + market...this is what we expected --- this is what we are actually seeing --- here is where you are doing well...here is the biggest opportunity + here is what I recommend we do next.”\nHow Success Will Be Measured:\n--- Setup + required product activation\n--- Time to First Value\n--- Percentage of accounts with a measurable customer outcome within 30 days\n--- Product adoption + improvement in the behaviors expected for each Restaurant Profile\n--- Quality + completeness of Restaurant Profiles, Owner Personas, Performance Diagnoses + Success Profiles\n--- Percentage of accounts transitioned with a complete and actionable AM-to-CS handoff\n--- Customer engagement, sentiment + completion of agreed recommendations\n--- Directional contribution toward M3 GRR above 95%\n--- Intervention effectiveness --- what action was taken...what changed + whether it produced the intended outcome\n--- Appropriate identification + progression of risk, Link Boost, multi-location + other expansion opportunities\nWhat We Are Looking For:\n--- 3+ years of success in strategic account management, Customer Success, consultative sales or another customer-facing commercial role\n--- A measurable history of improving customer adoption, retention, account health or expansion\n--- Demonstrated Challenger-based selling capability --- Teach, Tailor + Take Control\n--- Strong discovery + diagnostic skills --- able to move from a surface-level issue to the root cause...quantified impact + prioritized recommendation\n--- Strong data fluency --- comfortable comparing expected versus actual performance + turning the analysis into a clear customer story\n--- Commercial judgment + confidence working directly with restaurant owners and operators\n--- Strong follow-up, CRM hygiene, documentation + cross-functional execution\n--- Ability to manage a high-volume portfolio without losing personalization\n--- Experience in restaurant technology, SaaS, marketplaces, digital marketing, online ordering or SMB Customer Success is strongly preferred\n--- Comfortable operating within an evolving model + helping us improve the playbook as we learn\n--- Bilingual (English/Spanish) preferred.\nWhat Candidates Must Demonstrate:\nWe are going to ask candidates to demonstrate the work --- not just talk about it.\nCustomer Case Exercise\nReview a sample Restaurant Profile + performance dataset...identify the largest gap + create a practical 30/60/90 approach.\nChallenger Role-Play\nLead a conversation with a skeptical restaurant owner whose definition of value is incomplete...teach a relevant insight...tailor the recommendation...handle resistance + take control of the next step.\nPortfolio Prioritization\nExplain how you would prioritize healthy, underutilized, underperforming, at-risk, high-value + expansion-ready accounts.\nProof From Experience\nProvide a specific example where your discovery + recommendation changed a customer’s thinking, behavior or business outcome.\nHandoff Judgment\nShow what information must be understood + documented before an account should transition into long-term Customer Success.\nThe Standard:\nA strong Strategic Account Manager does not complete a checklist + move on.\nThey understand the restaurant...prove relevant value...make a clear recommendation...measure whether it worked + leave the next owner of the relationship with more intelligence than they started with.\nThe operating loop is simple:\nWhat should happen --- what does success look like --- what is happening now --- what should we do next --- did it work?\nThen repeat.","description_format":"text","description_chars":10294,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[{"language":"English","level":"All levels","optional":false}]},"benefits":["Growth opportunities"],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["POS Systems","Catering & Food Services"],"lifecycle":[{"event":"open","at":"2026-09-11T19:06:39Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"green card filings: 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