[All remote jobs](https://jobicy.com/jobs.md)Open role[![Dutchie logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/02/305a6ae1871314b06b00082374e7ba74.jpeg)](https://jobicy.com/company/dutchie.md)Remote opportunity at[Dutchie](https://jobicy.com/company/dutchie.md) # Account Manager, SMB Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/dutchie.md)Share24 Aug 2026Published29Listing views0Application actions23 Sep 2026Apply before Opportunity details ## About this role. AI SummaryDutchie is seeking an SMB Account Manager to grow revenue and retention across an assigned customer portfolio. The role centers on upselling, cross-selling, renewals, churn prevention, and building trusted stakeholder relationships in a SaaS or technology environment. The successful candidate will partner closely with Customer Success and internal teams while managing multiple expansion opportunities and changing priorities. Candidates need at least five years of account management, sales, or customer-facing experience, along with CRM fluency, analytical ability, and strong communication skills. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 4/5RelaxedFast-paced ### Autonomy Level 4/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a commercially accountable portfolio role requiring the candidate to simultaneously protect retention, uncover expansion opportunities, and meet ambitious revenue goals. The work demands sound judgment in ambiguous conditions, data-led risk management, and effective coordination across teams. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianHighly competitive$155,000US market range$110k–$160k0$176k AI insightThe posting discloses an annual on-target earnings (OTE) ceiling of $155,000, combining base salary and commission, but does not disclose a lower bound. Because only an upper limit is provided, the disclosed $155,000 OTE is used as the offer-based reference point. Estimated US market compensation for a mid-to-senior SMB SaaS Account Manager is approximately $110,000 to $160,000 in annual OTE, varying by territory, quota structure, and experience. ## Core skills Skills and capabilities most closely associated with this opportunity. [Account Management](https://jobicy.com/jobs?search_keywords=Account%20Management.md)[SMB Sales](https://jobicy.com/jobs?search_keywords=SMB%20Sales.md)[Customer Retention](https://jobicy.com/jobs?search_keywords=Customer%20Retention.md)[Upselling](https://jobicy.com/jobs?search_keywords=Upselling.md)[Cross-selling](https://jobicy.com/jobs?search_keywords=Cross-selling.md)[Contract Renewals](https://jobicy.com/jobs?search_keywords=Contract%20Renewals.md)[Customer Success](https://jobicy.com/jobs?search_keywords=Customer%20Success.md)[Salesforce CRM](https://jobicy.com/jobs?search_keywords=Salesforce%20CRM.md)[Churn Prevention](https://jobicy.com/jobs?search_keywords=Churn%20Prevention.md)[Revenue Growth](https://jobicy.com/jobs?search_keywords=Revenue%20Growth.md) Sample interview questionsHow have you identified and converted an upsell or cross-sell opportunity within an existing account portfolio?I begin by reviewing product usage, business goals, stakeholder feedback, and support trends to identify a meaningful gap. I then validate the customer’s priority through discovery, build a value-based recommendation with measurable outcomes, and coordinate with internal teams to deliver a clear proposal and implementation plan. What is your approach to preventing churn among SMB customers? I use leading indicators such as declining engagement, unresolved support issues, low adoption, missed business outcomes, and changes in stakeholder engagement. Once risk is identified, I create an account plan with the customer and relevant internal partners, establish clear next steps, and monitor progress until value and confidence are restored. How do you prioritize a large portfolio when several customers require attention at once? I segment accounts by revenue potential, renewal timing, churn risk, strategic importance, and the urgency of customer needs. I focus first on time-sensitive retention risks and high-impact expansion opportunities, while using structured outreach, CRM tasks, and repeatable account plans to ensure lower-touch accounts remain supported. Describe how you collaborate with Customer Success when managing an expansion opportunity. I align early with Customer Success on account health, adoption progress, customer objectives, and any delivery risks. We agree on a unified customer narrative and ownership model so the expansion recommendation is grounded in realized value rather than a standalone sales pitch. How would you communicate a complex product recommendation to both technical and non-technical stakeholders? I tailor the discussion to each audience while keeping the business outcome consistent. For executive stakeholders, I focus on impact, cost, risk, and expected results; for technical users, I explain workflow fit, implementation considerations, and product capabilities, then confirm mutual understanding and next steps. About Dutchie Founded in 2017, Dutchie is a comprehensive technology platform powering dispensary operations, while providing consumers with safe and easy access to cannabis. Dutchie aims to further support the positive societal change the cannabis industry brings to the world through wellness benefits, social justice, and empowering local communities through tax revenue. Powering thousands of dispensaries across 40+ markets throughout the United States and Canada, Dutchie is the leading technology company in the cannabis space and was named in Fast Company’s 10 Most Innovative Companies in North America and listed two years in a row on LinkedIn’s Top 50 Startups. Dutchie has raised over $600M in funding to date, backed by D1 Capital Partners, Tiger Global, Dragoneer, DFJ Growth, Thrive Capital, Howard Schultz, Snoop Dogg’s Casa Verde Capital, Gron Ventures, members of the founding team at DoorDash, Kevin Durant’s Thirty Five Ventures, and other notable angel investors. ### About This Job As an Account Manager at Dutchie, you’ll be driving both customer satisfaction and revenue growth within a defined portfolio of accounts. You’ll be responsible for strategically expanding customer relationships, identifying opportunities for upselling and cross-selling, and proactively managing retention. To succeed in this role, you will need to be curious, asking insightful questions to understand customer needs and challenges, while being resilient in overcoming obstacles that may arise. You’ll need to be commercially minded, ensuring you’re delivering value to customers while identifying areas for growth. This role will require you to work seamlessly across teams, and the ability to navigate ambiguity and change will be key. You’ll be expected to balance a wide variety of tasks with efficiency and prioritize those that will deliver the most impact. Your success will be rooted in building long-term customer relationships and achieving ambitious targets while staying adaptable and focused on delivering results. ### What You’ll Do… * Revenue Growth: Identify and capitalize on opportunities for upselling and cross-selling within your portfolio of customers. Use your commercial acumen to analyze customer needs and tailor solutions, demonstrating the ability to grow accounts while ensuring profitability. * Account Expansion: Develop strategies to expand customer accounts through proactive product recommendations and deepening relationships. Your organizational skills will be vital in managing multiple opportunities at once, always prioritizing what delivers the highest impact. * Retention & Relationship Building: Build strong, long-term relationships with key customers, ensuring satisfaction and loyalty. Your curiosity will help you uncover evolving customer needs, while your resilience will keep you motivated to solve challenges and deliver exceptional value. * Collaboration: Work closely with the Customer Success team and other internal stakeholders to ensure a seamless customer experience. Your ability to navigate ambiguity and collaborate effectively across teams will be crucial as you manage a wide range of customer touchpoints. * Strategic Execution: Drive initiatives that increase adoption, retention, and expansion across your accounts. Your tenacity will help you overcome setbacks, and your ability to stay focused on customer success will ensure sustained growth. * Churn Prevention: Use data and insights to identify risks in your portfolio and take proactive measures to prevent churn. Your resilience in handling challenges will be key to keeping customer relationships strong and mitigating potential losses. ### What You Bring… * 5+ years of experience in account management, sales, or a related customer-facing role, preferably within SaaS or tech industries. Experience in a fast-paced, growth-oriented environment will be an advantage. * Proven success in driving revenue growth through upselling, cross-selling, and contract renewals, showing commercial expertise in identifying opportunities that meet customer needs and align with business objectives. * Strong track record of building relationships with key stakeholders and delivering customer success, demonstrating curiosity to understand and solve customer challenges. * Ability to work across teams in a dynamic, ambiguous environment, managing multiple priorities and collaborating with others to achieve shared goals. * Quick learner with strong analytical skills, sharp business acumen, and the ability to rapidly grasp complex concepts, assess situations accurately, and implement effective solutions in dynamic environments. Organizational and time management skills to handle multiple accounts and responsibilities, ensuring that you prioritize high-value opportunities. * Familiarity with CRM tools (e.g., Salesforce) and other sales enablement platforms to manage accounts and track performance. * Strong communication skills with the ability to present solutions clearly and effectively to both technical and non-technical customers. ### You’ll Get… We are targeting an OTE up to $155,000 based on the intended level for this role. This is a combination of base salary and commission. In addition to cash compensation, our total rewards package includes: * Full medical benefits including dental and vision plans to ensure you always have the best care. * Equity packages in the form of stock options to all employees. * Technology (hardware, software, reading materials, etc..) allowance * Flexible vacation and sick days At Dutchie, we’re committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. Dutchie believes that diversity and inclusion among our teammates is critical to our success, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool. Show more [Apply now >](https://jobicy.com/jobs/151528-account-manager-smb.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. Keep exploring ## Related remote jobs. Matched by job category10 related opportunities[Sales](https://jobicy.com/categories/seller.md) [Browse all jobs](https://jobicy.com/jobs.md) * ![Anagram logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/a710ca93-221.png) Anagram Aug 24 ### [Head of Sales](https://jobicy.com/jobs/151530-head-of-sales.md) Anagram is the ultimate insurance billing platform for eye care providers. Combining instant eligibility and benefit verifications, patient responsibility calculation, claims management, payment posting, and more, Anagram’s all-in-one revenue cycle… * ![Dutchie logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/02/305a6ae1871314b06b00082374e7ba74.jpeg) Dutchie Aug 24 ### [Account Executive, New Jersey](https://jobicy.com/jobs/151524-account-executive-new-jersey.md) About Dutchie Founded in 2017, Dutchie is a comprehensive technology platform powering dispensary operations, while providing consumers with safe and easy access to cannabis. Dutchie aims to further support the… * ![DataGrail logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/35efc72a-221.jpg) DataGrail Aug 24 ### [Enterprise Account Executive](https://jobicy.com/jobs/151522-enterprise-account-executive-11.md) The Opportunity: Data privacy has become one of the most strategic challenges facing modern enterprises — sitting at the intersection of AI governance, data operations, and customer trust. As companies… * ![Dataiku logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2026/06/5a9d57bf-221.webp) Dataiku Aug 24 ### [Enterprise Account Executive – North East](https://jobicy.com/jobs/151478-enterprise-account-executive-north-east.md) Dataiku is the Platform for AI Success, the enterprise orchestration layer for building, deploying, and governing AI. In a single environment, teams design and operate analytics, machine learning, and AI… * ![Brain Co. logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/08/b2bdd014-221.png) Brain Co. Aug 24 ### [Sales Engineer](https://jobicy.com/jobs/151477-sales-engineer-3.md) Our Mission Rebuild how the world works, to make institutions work better for the people they serve. About Brain Co. Brain Co. builds AI-native operating systems for large, regulated institutions…. * ![Dataiku logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2026/06/5a9d57bf-221.webp) Dataiku Aug 24 ### [Enterprise Account Executive – Mid Atlantic](https://jobicy.com/jobs/151475-enterprise-account-executive-mid-atlantic.md) Dataiku is the Platform for AI Success, the enterprise orchestration layer for building, deploying, and governing AI. In a single environment, teams design and operate analytics, machine learning, and AI… * ![Brain Co. logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/08/b2bdd014-221.png) Brain Co. Aug 24 ### [President of Government Strategy & Partnerships](https://jobicy.com/jobs/151471-president-of-government-strategy-partnerships.md) Our Mission Rebuild how the world works, to make institutions work better for the people they serve. About Brain Co. Brain Co. builds AI-native operating systems for large, regulated institutions…. * ![TRM Labs logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/34aa038c-221.png) TRM Labs Aug 24 ### [Account Director, Defence and Intel (Canada)](https://jobicy.com/jobs/151467-account-director-defence-and-intel-canada.md) Build a Safer World. TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM’s platforms enable investigators to trace illicit activity, build… * ![Enode logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2026/06/70d7b7e3-221.webp) Enode Aug 24 ### [Account Executive](https://jobicy.com/jobs/151443-account-executive-11.md) About EnodeThe grid was built for predictable, centralised power. Today it’s absorbing intermittent supply from grid scale solar and wind, alongside dynamic demand from EVs, heat pumps, and home batteries…. * ![Remote logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/63a88d3a-221-1.png) Remote Aug 24 ### [Director, Strategic Partner Sales](https://jobicy.com/jobs/151440-director-strategic-partner-sales.md) About Remote Remote is solving modern organizations’ biggest challenge – navigating global employment compliantly with ease. We make it possible for businesses of all sizes to recruit, pay, and manage…