Senior Account Manager
About BenefitFlow BenefitFlow is a market intelligence platform for the employee benefits ecosystem. Carriers, brokers, and benefits vendors use it to find and win business. We serve roughly 470 customers today. About the role We're hiring our first Account Manager. You'll own expansion revenue across our existing customers and build the Account Management function from the ground up: how we find expansion opportunities, how we work them with Customer Success, and how we forecast them. You report to the VP of Customer Success and sit on the CS team. What you'll do Own expansion and renewal-based targets, with a focus on upsells and cross-sells. Run expansion deals end to end: discovery, demo, pricing, negotiation, and close. Work leads from CSMs and build your own pipeline from usage data, account signals, and renewal timing. Build relationships from day-to-day users up to VP and C-level buyers at carriers, brokers, and benefits vendors. Partner with CSMs on account plans for our largest customers, so expansion fits the relationship and the renewal. What you'll shape As our first Account Manager, you'll set how expansion works at BenefitFlow. Write the first expansion playbook: target segments, qualification criteria, talk tracks, pricing guidance, and objection handling. Define how CS and AM work together, including what counts as a qualified lead and how credit is split. Set up the expansion pipeline in HubSpot so it is clean, reportable, and forecastable. Report weekly on pipeline, win rate, and forecast. Bring customer feedback on pricing and packaging to Product and leadership. Help shape the team's next hires and build the case, with data, for growing it. What you bring 5+ years in B2B sales, with at least 2 years in account management, customer success, expansion, or other closing roles. A record of hitting a sales number, with the figures to back it up. Sales instincts: you build your own pipeline, ask for the business, and close. Experience in employee benefits or insurance (carrier, broker, or vendor side) strongly preferred. Without it, experience selling SaaS, ideally sales intelligence, data, or prospecting tools. Comfort demoing software and leading commercial conversations with senior buyers. Experience working alongside CSMs without stepping on the relationship. Disciplined CRM habits. HubSpot preferred. You've built a function or process from scratch before, or you want to. You'd rather write the playbook than follow one. Compensation + Benefits Competitive cash compensation Equity upside in a high-growth startup 100% remote Competitive healthcare and 401(k) match Unlimited time off (we are a results-oriented team)
Our Culture
Idea meritocracy / flat org High level of autonomy Take ownership of high impact projects Opportunity to expand role as we grow