{"id":2307451,"url":"https://alion.io/job/stack-construction-technologies-account-manager","title":"Account Manager","company":{"id":2092516,"name":"STACK Construction Technologies","domain":"stackct.com","url":"https://alion.io/company/stackct","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":null,"truth_index":null},"role":"Marketing","role_family":"Marketing","seniority":"middle","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"inferred_company_offices","remote_working_hours":null,"hiring_geo_confidence":"inferred","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":58000,"max_usd":126000,"period":"year","method":"global_role_seniority_cell","sample_n":2798},"experience_years_min":3,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-10-11T20:36:53Z","employer_posted_date":null,"last_verified_at":"2026-10-11T20:36:53Z","board_verified":false,"closed_at":null,"days_open":13,"trust":{"level":"not_scored","repost_count":null,"flags":[],"days_open":13},"description":"Position OverviewThe Account Manager is a quota-carrying sales role focused exclusively on generating incremental annual recurring revenue (ARR) through cross-sell and upsell within STACK’s existing customer base. This person proactively hunts for expansion opportunities, builds their own pipeline, and owns the expansion sales process from prospecting through close.\nThe Account Manager works in concert with the Customer Success (CS) team to understand customer goals, product usage, and business needs, then translates those insights into qualified expansion opportunities. CS provides customer context and coordinates ongoing success activities; the Account Manager owns proactive expansion outreach, commercial discovery, proposals, negotiation, and closing.\nThis role does not own renewals, customer support, or retention management. Success is measured primarily by self-generated expansion ARR that the Account Manager proactively sources and closes within the customer base.\nWhat You'll Do:\nConsistently meet or exceed quota for self-generated expansion ARR through cross-sell and upsell to existing customers.\n\nProactively prospect within assigned accounts through targeted calls, email, and other appropriate channels to uncover unmet needs and expansion opportunities.\n\nIdentify opportunities for additional licenses, higher-tier packages, complementary products, and recurring add-ons that align with customer needs.\n\nBuild and maintain a qualified expansion pipeline through account research, outbound outreach, stakeholder development, and disciplined follow-up.\n\nOwn the end-to-end expansion sales process, including discovery, qualification, value demonstration, business case development, proposals, negotiation, and close.\n\nDevelop account plans for priority customers that identify expansion potential, relevant workflows, stakeholder coverage, buying processes, and next actions.\n\nMonitor and respond promptly to signals that identify high-value expansion targets within the existing customer base, including product usage patterns, interest in additional capabilities, license needs, and customer growth. Prioritize these accounts for proactive sales engagement, validate the opportunity through discovery, and convert relevant signals into qualified cross-sell and upsell pipeline.\n\nWork in concert with CS on account priorities, customer context, outreach timing, and stakeholder introductions to deliver coordinated customer engagement.\n\nBuild relationships beyond existing contacts to reach decision-makers, economic buyers, additional teams, and business units with expansion potential.\n\nPartner with Solutions Consultants and other internal resources to demonstrate solutions and validate expansion use cases.\n\nCoordinate the handoff of closed expansion business to CS and relevant delivery teams so purchased products and licenses can be adopted successfully.\n\nRoute renewal questions, support requests, and account health concerns to the responsible teams while keeping expansion activity coordinated with CS.\n\nMaintain accurate Salesforce records, including opportunity source, qualification, expansion ARR, stakeholders, next steps, close dates, and forecast categories.\n\nForecast expansion opportunities with discipline and communicate pipeline gaps, deal risks, and actions needed to achieve quota.\n\nStay current on construction workflows, STACK capabilities, and competitive alternatives to position expansion solutions effectively.\n\nSuccess MetricsThe primary measure of success is self-generated expansion ARR closed against quota. Self-generated ARR means incremental recurring revenue from cross-sell or upsell opportunities that the Account Manager proactively identifies, initiates, and advances to close. Renewed baseline ARR, automatic price increases, and one-time services revenue are not included in this measure.\nCS collaboration informs and supports the sales motion; opportunity sourcing must be documented accurately so proactive AM hunting can be distinguished from inbound customer requests or opportunities originated by other teams.\n\nSelf-generated expansion ARR closed and attainment against quota.\n\nQualified expansion pipeline created through proactive hunting.\n\nConversion of self-generated opportunities into closed expansion business.\n\nExpansion forecast accuracy and timely, complete Salesforce documentation.\n\nTimely follow-up on high-value account signals, effective account prioritization, stakeholder coverage, and coordination with CS.\n\nRenewal rate, GRR, support resolution, and customer adoption are not quota measures for this role. The Account Manager uses customer context to guide expansion activity and partners with the teams accountable for those outcomes.\nWhat You Bring:\n3+ years of quota-carrying SaaS sales experience in account management, account executive, or existing-business expansion roles.\n\nDemonstrated success proactively sourcing and closing cross-sell and upsell opportunities within an existing customer base.\n\nProven ability to build pipeline independently through outbound prospecting, account research, and stakeholder development.\n\nExperience owning discovery, qualification, value positioning, pipeline management, forecasting, negotiation, and closing.\n\nStrong commercial judgment with the ability to identify customer needs, quantify business value, and recommend relevant solutions.\n\nExcellent communication skills with executives, economic buyers, operational leaders, and end users.\n\nAbility to partner effectively with CS and coordinate internal resources while maintaining clear ownership of expansion sales.\n\nStrong organization and Salesforce or CRM discipline across multiple accounts and opportunities.\n\nA proactive hunting mindset, consistent follow-through, and accountability for measurable revenue results.\n\nWillingness to embrace feedback and continuously improve sales execution.\n\nPreferred Experience\nExperience in construction technology, estimating, takeoff, project management software, or other vertical SaaS environments.\n\nFamiliarity with Challenger, MEDDIC, MEDDPICC, SPICED, Sandler, or similar sales and qualification frameworks.\n\nExperience selling additional products, licenses, or packages into SMB or mid-market customer accounts.\n\nComfort using product usage data and account signals to target outbound expansion efforts.\n\nExperience partnering with CS and Solutions Consultants on coordinated account expansion.\n\nCandidate ProfileThe ideal Account Manager is a proactive seller who operates like an Account Executive within an existing customer base. They uncover expansion opportunities before a customer asks, build relationships with new stakeholders, and turn customer needs into a clear business case for additional investment in STACK.\nThey bring urgency and structure to prospecting and pipeline management, take ownership of self-generated revenue, and work closely with CS to align expansion outreach with the customer’s experience and goals.\nWhy This Role MattersSTACK’s existing customer base is a significant source of expansion opportunity. The Account Manager helps capture that opportunity through a dedicated sales motion that brings additional products, licenses, and capabilities to customers with relevant needs. This role directly contributes incremental ARR through proactive hunting and disciplined closing, supported by a strong partnership with CS.\nInternal PostingOriginally posted on Himalayas","description_format":"text","description_chars":7450,"description_truncated":false,"requirements":{"experience_years_min":3,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Construction Management Software"],"lifecycle":[{"event":"open","at":"2026-10-11T23:33:00Z"}],"visa":[],"liveness":{"score":91,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.915,"p_room":1,"age_days":12,"expected_fill_days":39,"reasons":["seen:12","urgency","win:early"],"computed_at":"2026-10-24T06:02:35Z"},"pay":null,"html_url":"https://alion.io/job/stack-construction-technologies-account-manager","json_url":"https://alion.io/job/stack-construction-technologies-account-manager.json","meta":{"generated_at":"2026-10-25T04:41:45Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":6225,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-26T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":2092516},"rest":"https://alion.io/mcp/rest/get_company?id=2092516"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fstack-construction-technologies-account-manager"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fstack-construction-technologies-account-manager"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fstack-construction-technologies-account-manager"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/stack-construction-technologies-account-manager\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fstack-construction-technologies-account-manager"}]}