Account Manager, Renewals

4 weeks ago

Atlanta, United States IronScales Ltd. Full time

IRONSCALES Fights Phishing. IRONSCALES is a self-learning, AI-driven email security solution that continuously detects and remediates advanced threats for global organizations of any size. Our solution is fast to deploy, easy to operate, and provides unparalleled protection against email threats.

Who We Are: We are IRONSCALES. We care about people. We care about cybersecurity. We care about our customers and partners. Our team acts with intentionality and our actions are always in the best interest of our teams, our customers, and our company. Our culture is focused on innovation, continuous improvement, and the drive to push boundaries and take everything to the next level. We are a rapidly growing team and welcome all who love a fast-paced, rewarding challenge to join our team today

Who You Are: You are driven, self-motivated, and have a strong desire to achieve the company’s growth goals. You love learning, influencing, and teaching the IRONSCALES sales processes and helping others use it properly. You are resourceful and accountable, hungry to chase down answers and solve challenges. You are respectful and a good communicator. You are detail oriented and thrive in a fast-paced environment.

What You Will Do: Based out of our Atlanta, GA office, IRONSCALES is looking for a self-starting, responsible, mature, highly-motivated Account Manager who can work well with an internal team of sales account executives and customer success managers to ensure the satisfaction of our existing customer base and secure their ongoing subscriptions. The role will demand interaction with SMB and Enterprise accounts at senior levels, technical staff within the traditional IT organization as well as partner resellers and distributors. The successful candidate will have strong organizational skills and growing business acumen blended with strong interpersonal and presentational skills, in order to grow your sales and renewal management skills. You will play a hands-on role with the customer success organization in this highly visible position, including direct participation in renewing and upselling deals at different accounts.

Core Responsibilities:

  • Driving the qualification, quoting, and Salesforce processes with customers and reseller partners to bring renewals to a close
  • Maintain accurate forecasting by exhibiting high levels of Salesforce hygiene
  • Meet or exceed customer renewal/upsell revenue quota
  • Partner closely with Customer Success Managers to gain insights into customer usage patterns, satisfaction levels, and potential upsell opportunities
  • Conduct regular joint meetings with Customer Success Managers to align on account strategies and identify areas for revenue growth.
  • Analyze customer usage data and feedback to identify opportunities for upsell
  • Work collaboratively with Customer Success Managers to recognize and present upsell opportunities to customers and negotiate contract terms
  • Establishing business relationships at the decision maker level and/or below
  • Proactively identify customer red flags, work with the Customer Success team to address them
  • Research customer organizational structure and track information and customer contacts within Salesforce.com
  • Monitor and track customers’ support activity when approaching renewal
  • Maintain up-to-date knowledge of IRONSCALES’ competitive positioning in the marketplace
  • Develop customer quotes in Salesforce and maintain a high standard of documentation of customer and partner interactions
  • Manage and execute on customer requests to increase license counts and/or upgrade their licensing subscription tier
  • Work closely with customer success team to identify expansion opportunities
What We Need from You:
  • Must have strong written and verbal communication skills and be able to clearly and effectively articulate IRONSCALES’ value
  • Must be extremely organized, detail and process oriented
  • A curious, can-do attitude to learn and grow in the role
  • Must be a self-starter with the ability to work independently and in a team environment
  • Ability to manage multiple tasks and use good judgment in resolving difficult issues
  • Ability to coordinate IRONSCALES’ resources to execute on the renewal sales strategy
  • Working knowledge of Microsoft Office and web conferencing tools
  • 1+ years successful account management, sales/business development or renewal sales experience
  • Experience selling to and/or managing relationships with IT departments, IT management and Legal is a plus
  • Experience in working with through the channel to close deals with different resellers and distributors is a plus
  • Experience using Salesforce.com and other on-line tools effectively


We believe in our people; therefore, we provide a robust compensation & benefits package. This includes competitive salaries, 401(k) with Match, PTO program, HSA & PPO Options for Health Insurance, Employer provided Life Insurance, Mobile phone reimbursement, and more

Our people, programs, and organization share our “SAFER” core values:

Supportive. Our team members are our toughest critics and loudest supporters. We respect and rely on one another to find solutions. We welcome hard conversations and challenge one another to push for the best possible outcomes. We win or lose together.

Ambitious. We take pride in our work and never settle for anything but the best. We work hard and celebrate our successes as a team.

Focused. We ensure that each of our actions is in the best interest of our people, our customers, and our company.

Excellent. We set a high personal bar, believe nothing is impossible, and commit ourselves fully to the goal. Our curiosity and learning never stop.

Resourceful. We work with a sense of urgency. If we see a gap, we take ownership, jump in and celebrate our collective results together. We deliver our best work on time, every time.

IRONSCALES is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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