About this role.
Acquia is hiring a Key Account Manager to retain and expand strategic enterprise SaaS accounts across North America. The role owns account health, stakeholder relationships, expansion opportunities, forecasting, and strategic territory planning while partnering with renewal, support, finance, and sales teams. Candidates need at least five years of enterprise cloud or SaaS account management or customer success experience, including a demonstrated record of exceeding expansion quota. Success requires strong commercial judgment, disciplined Salesforce management, and the ability to independently navigate complex procurement cycles. This is a remote role limited to the United States and includes eligibility for variable compensation.
Role DNA
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Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
Dear Hiring Team,
I am excited to apply for the Key Account Manager role at Acquia. My experience managing enterprise SaaS relationships, driving retention, and identifying expansion opportunities aligns closely with Acquia's need for a strategic advisor who can grow customer value.
I bring a disciplined, data-driven approach to account planning, stakeholder engagement, forecasting, and cross-functional collaboration, with a focus on translating customer needs into measurable commercial outcomes.
I would welcome the opportunity to help Acquia strengthen strategic partnerships, reduce churn risk, and expand adoption of its digital experience platform.
Sample interview questions
I begin with a stakeholder map, adoption and usage data, business priorities, and renewal timeline. I identify gaps where additional products or services can solve a documented customer problem, build a value case with the right internal specialists, and manage a mutual action plan through procurement to close the expansion.
I monitor leading indicators such as declining engagement, unresolved support issues, missed value milestones, executive turnover, and delayed renewal conversations. I document risks in an account plan, align owners across customer success, support, and leadership, and establish recovery milestones with the customer well before the contract deadline.
I qualify the buying process early by identifying economic buyers, legal and procurement requirements, security reviews, budget timing, and approval steps. I maintain a clear mutual close plan, bring in internal partners at the appropriate time, and regularly confirm next steps so that no stakeholder or dependency becomes a late-stage surprise.
I update opportunity stage, close date, amount, probability, next step, risks, and customer commitments immediately after meaningful interactions. I separate pipeline optimism from evidence-based forecasting and use account reviews to validate expansion assumptions, renewal status, and dependencies.
I treat customer outcomes as the foundation of sustainable growth. By understanding strategic objectives and proving value from the current solution, I can recommend expansions that are relevant, timely, and beneficial rather than transactional, which strengthens trust while supporting revenue goals.
About Acquia
Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out.
Headquartered in Boston, MA, Acquia is a Great Place to Work-CertifiedTM company, is listed as one of the world’s top software companies by The Software Report, and is positioned as a market leader by the analyst community. We are Acquia. We are building for the future and we want you to be a part of it!
Career Exploration at Acquia
Our recruitment process is designed to empower you in making the most informed decisions. Acquia is committed to providing an inclusive, transparent, efficient, and educational interview experience that cultivates exploration into career opportunities at Acquia
You will discover the opportunity to grow your career here and learn from a global team that empowers you to exceed boundaries and achieve the extraordinary.
The Opportunity
Acquia is seeking a high-impact, results-oriented Key Account Manager to champion our most strategic partnerships across North America. In this role, you aren’t just managing a list of clients; you are a strategic advisor and a growth engine. You will be responsible for the health, retention, and—critically—the commercial expansion of your assigned accounts.
This is a premier opportunity to work with best-of-breed open-source technology in a high-growth market. You will act as the customer’s internal advocate, ensuring a world-class experience while identifying untapped potential to grow Acquia’s footprint within their organization.
Primary Responsibilities
- Strategic Account Growth: Proactively identify, negotiate, and close expansion opportunities (upsells and cross-sells) within your existing book of business to exceed growth targets.
- Relationship Management: Build and maintain deep-rooted relationships with key stakeholders, business users, and procurement teams to ensure long-term partnership health.
- Retention & Renewals: Partner closely with dedicated Renewal Managers to ensure a seamless renewal experience. You will provide the strategic context and account health insights necessary to mitigate churn risk and facilitate timely contract executions across your territory.
- Customer Advocacy: Act as the “voice of the customer” within Acquia, collaborating across Sales, Technical Support, and Finance to resolve issues and optimize the customer journey.
- Strategic Planning: Create and execute data-driven territory plans designed to maximize both account retention and lifetime value (LTV).
- Operational Excellence: Maintain rigorous hygiene within Salesforce and other CRM tools, ensuring accurate forecasting and account documentation.
Job Requirements
- Experience: Minimum of 5 years in an Account Management or Success role, specifically selling/managing complex cloud or SaaS solutions for large enterprises.
- Expansion Track Record: A proven history of owning and exceeding a sales quota, with a specific focus on growing revenue within existing accounts.
- Leadership & Collaboration: Exceptional communication skills and the ability to lead cross-functional teams to deliver on customer needs.
- Self-Starter Mentality: Ability to drive account strategy proactively with minimal oversight, thriving in a fast-paced, high-autonomy environment.
- Analytical Rigor: Highly detail-oriented with the ability to prioritize tasks, manage multiple systems, and navigate complex procurement cycles.
- Tech Stack: Proficiency in Salesforce.com and Google Workspace (Google Docs, Sheets, Slides, and Drive) is required.
We are an organization that embraces innovation and the potential of AI to enhance our processes and improve our work. We are always looking for individuals who are open to learning new technologies and collaborating with AI tools to achieve our goals.
Acquia is proud to provide best-in-class benefits to help our employees and their families maintain a healthy body and mind. Core Benefits include: competitive healthcare coverage, wellness programs, take it when you need it time off, parental leave, recognition programs, and much more!
Final compensation will be commensurate with your experience and will be determined by a variety of factors, including city of residence, relevant skillset, and job-related knowledge. This role is also eligible for variable compensation.
Acquia is an equal opportunity (EEO) employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veterans status or any other protected status or characteristic under federal, state or local law unrelated to the ability to perform the job.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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