Account Executive

Job Summary:

The Account Executive (AE) plays a pivotal, customer-facing role responsible for managing a portfolio of accounts. Acting as the primary account owner, the AE drives account retention, revenue expansion, and high levels of client satisfaction through proactive relationship management, continuous opportunity identification, and close collaboration with internal stakeholders. AEs are responsible for building the account strategy, using data and insight to monitor account health, identify risk and growth signals, and partner with Customer Success Managers (CSMs) and leadership to execute against these strategies.

This role blends program management, process optimization, sales and client enablement, content development, and light marketing automation.

Job Responsibilities:

Strategic Account Ownership

• Serve as the primary point of contact and accountability for a defined portfolio of Core client accounts and their revenue.
• Partner closely with the Customer Success Manager to deliver a best-in-class client experience.
• Own the full account lifecycle from onboarding to renewal, including quarterly reviews, check-ins, and annual planning, optimizing all touchpoints to maximize revenue retention and expansion.
• Develop and execute client-specific strategies focused on retention, expansion, and customer satisfaction.

Revenue Growth & Retention

• Proactively identify upsell, cross-sell, and renewal opportunities in partnership with Product and Sales teams.
• Continuously monitor account trends, usage patterns, and service needs to inform strategic proposals.
• Own renewal conversations and support pricing or contract modifications as needed.

Client Health and Risk Management

• Analyze account performance to detect early signs of churn risk or declining engagement.
• Partner with CSMs and leadership on mitigation strategies and intervention planning.
• Escalate and resolve client challenges in collaboration with Operations and Client Experience.

Internal Collaboration & Leadership

• Collaborate closely with CSMs, Product, and Operations to deliver seamless client experiences.
• Ensure all client activity is accurately documented in CRM (HubSpot) and contribute to forecasting and pipeline visibility.
• Communicate client feedback, trends, and needs to internal teams for continuous improvement.

Please note that this job description is meant to give a basic understanding of the position and does not cover every part of the job duties and requirements. InformData reserves the right to change or assign other duties to this position at any time.

Skills Required:

• Account Ownership: Takes full responsibility for managing assigned accounts, including client satisfaction, retention, and revenue growth.
• Revenue Focus: Proactively identifies and drives upsell, cross-sell, and renewal opportunities within the assigned book of business.
• Client Advocacy: Serves as the voice of the customer internally, ensuring client needs are represented in service delivery and product conversations.
• Analytical Thinking: Leverages data to monitor account health, identify trends or risks, and inform decision-making.
• Collaboration: Works cross-functionally with CSMs, Operations, and other internal teams to ensure seamless execution and value delivery.
• Growth Mindset: Maintains a forward-looking, opportunity-driven mindset focused on continuous improvement and client value expansion.
• Clear Communication: Communicates effectively and professionally with clients and internal teams, translating complex issues into actionable insights.
• Customer Obsession: Prioritizes the client's success and experience, consistently striving to exceed expectations.
• Problem Solving: Quickly identifies challenges and partners with internal resources to implement timely and effective solutions.
• Organizational Agility: Navigates internal systems and structures effectively to advocate for client needs and drive outcomes efficiently.

KPIs:

• Net and Gross Revenue Retention
• Client Satisfaction

Education & Experience Requirements:

• 3–5 years of experience in Account Management, Customer Success, Sales, or related roles working with strategic, enterprise accounts.
• Proven success in revenue retention, upsell/cross-sell execution, and long-term client engagement.
• Strong relationship-building skills with the ability to communicate effectively with client stakeholders and internal teams.
• Analytical mindset and comfort using data to identify account trends, risks, and opportunities.
• Familiarity with CRM and reporting tools such as HubSpot and DOMO.
• Background screening or B2B SaaS experience preferred.

Working Conditions:

• This position requires the incumbent to work indoors at a desk for extended periods of time and use of the workstation.
• The person must be able to comprehend and follow work instructions in a fast-paced, team environment.
• This position requires the ability to interact with all levels within the organization and requires the ability to respond professionally to all individuals and work well as a team player.
• This position may be required to work overtime on occasion to meet company objectives.

For Americans with Disabilities Act (ADA) purposes, the essential functions of the job may or may not have been described for ADA reasonable accommodation. All reasonable accommodation requests will be reviewed and evaluated on a case-by-case basis.

InformData is an equal opportunity employer and provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type 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.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.