Account Manager, Direct Sales

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for an Account Manager, Direct Sales based in India.

This is a fully remote individual contributor role focused on growing revenue and customer value across an established SMB portfolio.

You will manage existing subscribers across North America, building trusted relationships and identifying meaningful expansion opportunities.

Rather than focusing on new customer acquisition, you will drive adoption of high-value payment capabilities and new product features.

You will have significant autonomy to segment your portfolio, design account strategies, and determine the most effective expansion plays.

The role combines consultative selling, relationship management, data-driven account planning, and cross-functional collaboration.

You will also help shape repeatable sales practices and playbooks that can improve performance across the wider team.

This is an opportunity to make a measurable commercial impact in a fast-moving fintech environment serving small and mid-sized businesses.

Accountabilities

• Own a portfolio of existing SMB subscribers, developing strong relationships and proactively identifying opportunities for account expansion and revenue growth.
• Drive adoption of high-value payment features, particularly accounts-receivable credit card acceptance and new product capabilities, by connecting solutions to each customer's specific business and cash-flow needs.
• Conduct structured account reviews, customer segmentation, and targeted expansion campaigns, using independent judgment to prioritize opportunities and manage the portfolio effectively.
• Develop, test, and refine expansion strategies and playbooks that can be adopted by other Account Managers, collaborating with Sales Operations and Marketing.
• Maintain accurate CRM records, including opportunity stages, disposition activity, customer interactions, and account notes, using Salesforce or a comparable platform.
• Partner with Product and Marketing teams to influence feature launches, customer messaging, and in-product engagement initiatives that support revenue expansion.
• Consistently achieve or exceed monthly targets related to expansion revenue, feature activation, and transaction payment volume growth per account.
• Share customer insights and successful sales techniques with the broader team to improve account-growth strategies and commercial practices.
• Mentor newer team members and contribute practical guidance on expansion techniques and customer relationship management.
• Operate with a high degree of independence, taking ownership of portfolio strategy, execution, and results with limited day-to-day supervision.

Requirements

• 5+ years of experience in B2B SaaS or fintech account management, customer success, upselling, expansion sales, or a closely related commercial role.
• Demonstrated track record of consistently achieving expansion or revenue-growth targets within an existing customer portfolio.
• Proven ability to independently develop and execute account-growth strategies rather than relying exclusively on predefined sales processes.
• Experience generating additional revenue from existing customers, including creating, improving, or implementing expansion strategies or playbooks.
• Strong consultative discovery and relationship-building skills, with the ability to uncover both stated and unstated customer needs and connect them to relevant solutions.
• Hands-on experience with Salesforce or a comparable CRM, with strong discipline around pipeline management, opportunity tracking, and account documentation.
• Excellent written and verbal English communication skills, with confidence communicating by phone as well as through asynchronous channels.
• Strong commercial judgment, analytical thinking, prioritization, and ownership.
• Ability to operate effectively with minimal oversight in a remote, fast-paced environment.
• Experience with payments, accounting software, financial technology, or working with accountants and bookkeepers is a plus.
• Experience promoting adoption of paid features or add-ons within an existing subscriber base is advantageous.
• Familiarity with sales engagement, sequencing, or VoIP tools such as Aircall is a plus.
• Experience mentoring or informally coaching Account Managers or Customer Success professionals is beneficial.

Benefits

• 100% remote work opportunity from India.
• Individual contributor role with substantial autonomy and ownership over your customer portfolio.
• Opportunity to work with SMB customers across North America.
• Direct impact on revenue growth, customer adoption, and product expansion.
• Exposure to the fintech and payments ecosystem and high-value financial technology solutions.
• Opportunity to collaborate closely with Sales Operations, Marketing, and Product teams.
• Opportunity to influence and create sales playbooks and practices adopted across the wider team.
• Mentorship opportunities and exposure to a collaborative, customer-focused team environment.
• Opportunity to contribute to a growing fintech business with strong product-market fit and significant expansion potential.
• Professional growth through increasing responsibility, cross-functional collaboration, and commercial ownership.