Note: The job is a remote job and is open to candidates in USA. Arcoro is a rapidly growing SaaS company that offers modular HR solutions for the construction and contracting industries. The Account Manager role focuses on driving cross-sell and expansion revenue within an assigned book of existing customers by understanding their business needs and aligning Arcoro solutions accordingly.
Responsibilities
- Manage and grow an assigned book of business consisting of customers with approximately 40–250 employees, with accountability for achieving monthly, quarterly, and annual expansion revenue goals
- Engage every assigned account at least quarterly to understand the customer’s business, strategic priorities, challenges, organizational changes, and future plans in order to identify needs and align the right Arcoro solutions
- Build relationships across the customer organization by identifying and engaging key decision-makers, influencers, and stakeholders to create strong account alignment and uncover expansion opportunities
- Self-generate new opportunities and manage the full sales cycle from discovery through close, while maintaining an accurate pipeline, clear next steps, and reliable revenue forecasts
- Collaborate with Customer Success, Marketing, Implementation, Solutions, and Channel Partners on account strategies, customer initiatives, campaigns, and follow-up from events and webinars to create awareness and generate opportunities
- Maintain consistent account coverage and sales activity through disciplined calendar management, prioritization, follow-up, and accurate documentation in required systems
Skills
- Minimum of 3 years of B2B SaaS sales experience, with at least 2 years of recent experience in a quota-carrying role focused on growing an existing book of business
- During those 2 years, at least 75% of the role must have been focused on generating cross-sell, upsell, and expansion revenue from existing customers rather than retention, renewals, or new logo acquisition
- Proven track record of achieving revenue goals tied specifically to cross-sell, upsell, and expansion within an existing customer base
- Proven understanding and execution of a structured sales process, including experience applying a defined sales methodology to conduct effective discovery, qualify opportunities, align solutions to business needs, engage stakeholders, and advance opportunities through close
- Demonstrated ability to independently manage and grow a book of business by prioritizing accounts, maintaining consistent customer engagement, self-generating expansion opportunities, and building new pipeline
- Strong pipeline management and forecasting experience, including the ability to assess opportunity health, maintain accurate sales stages, next steps, and close dates, and provide reliable revenue forecasts
- Demonstrated ability to understand a customer's business and build relationships across multiple departments and levels of leadership, including key decision-makers, influencers, and executive stakeholders
- Strong cross-functional collaboration, communication, attention to detail, organization, and time management skills, with experience partnering across teams such as Customer Success, Marketing, Implementation, Solutions, and Channel Partners
- Experience selling HRIS, HCM, payroll, benefits, time and attendance, workforce management, or related HR technology solutions
- Experience selling a multi-product SaaS platform and expanding customer adoption across multiple solutions
- Experience managing and growing a portfolio of small to mid-market customers
- Familiarity with construction, skilled trades, manufacturing, or other workforce-intensive industries
Benefits
- 401(k) with Company match
- Medical/Dental/ Vision, STD/LTD, Life Insurance
- Company-paid holidays, sick pay & Flexible Time Off
- Hybrid/Remote Work
Company Overview