Enterprise Account Manager
About Us: Trail is the context layer AI agents run on. We're building the missing layer between your company's rules, exceptions, and institutional knowledge and the agents trying to act on them. It's a governed graph that lets any agent or platform, including Trail agents, make the right call on your most complex business processes. Agents today fail not because models are weak, but because they're never given the judgment a business builds up over years. We're fixing that.
The Role
Nanonets is seeking an Enterprise Account Manager to own Enterprise customer relationships, with a strong focus on upsell, expansion, and renewal.
This role sits at the critical intersection of post-sale execution and revenue growth. You'll engage customers early in their journey, build the account relationship in partnership with the Customer Success Manager, and drive both expansion and retention across your book of business.
Primary KPI: Net Revenue Retention (NRR), driven through expansion ARR and on-time renewal close.
Roles and Responsibilities:
Own a book of enterprise accounts from POC kickoff through renewal, building the commercial relationship and executive alignment
Partner closely with the Customer Success Manager (CSM) as your first resource for product support, demos, and early expansion discussions before engaging Engagement Manager or Solutions
Proactively identify and execute upsell opportunities (expanded use cases, higher volumes, additional workflows or teams)
Own renewal outreach and negotiation beginning 5 months before renewal date, using the health narrative delivered by the CSM
Build and maintain multi-threaded relationships with economic buyers and executive stakeholders, not just day-to-day operational contacts
Partner closely with Solutions, Product, and Sales to align customer needs with long-term growth opportunities
Run commercial conversations including pricing, packaging, expansion scope, and contract terms
Maintain clear visibility into pipeline health, renewal timelines, and expansion opportunities
Track and report on key metrics including expansion ARR, renewal rate, and NRR
Requirements and Skills
3+ years of experience in Account Management, Consulting, ideally in SaaS, AI, or automation
Experience driving expansion or growth within existing customer accounts
Proven ability to run commercial conversations and negotiations
Comfortable working alongside technical or solutions-led teams
Strong stakeholder management and communication skills, including experience navigating executive relationships
Thrive in a fast-paced, ambiguous startup environment
Nice to Have
Experience working with AI, workflow automation, or API-driven products
Familiarity with usage-based or value-based pricing models
Background in mid-market or high-velocity enterprise sales motions
This role offers an OTE of €80,000-€90,000 per year, comprising base salary and performance-based variable compensation.