About this role.
Salesloft is seeking a Senior Commercial Account Manager to own and grow an existing SaaS customer portfolio in the SMB segment. The role combines renewals, retention, expansion, cross-selling, upselling, territory prospecting, and full-cycle sales execution. The Account Manager will build executive relationships, develop account plans, forecast bookings and churn, and coordinate with Customer Success, Product, Support, and Sales Engineering teams. Success depends on consistently exceeding revenue goals while delivering strong customer outcomes in a fast-paced, high-growth environment.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I start with product usage, adoption trends, business objectives, stakeholder maps, and upcoming organizational changes. I identify gaps between the customer's goals and their current deployment, validate the value hypothesis with champions and decision-makers, and build a mutual action plan that ties expansion to measurable business outcomes.
I would assess the root cause through usage data, support history, stakeholder conversations, and success-plan progress. I would then align internal partners on a recovery plan, engage the right customer sponsors, define clear milestones, and communicate progress consistently while documenting forecast risk accurately.
I prepare by understanding the executive's priorities, market pressures, strategic initiatives, and likely financial measures of success. In conversations, I lead with relevant business outcomes and evidence rather than product features, ask concise discovery questions, and follow through on commitments with a clear point of view.
I use a structured inspection process that evaluates customer health, champion strength, executive alignment, identified value, competition, procurement steps, and close dates. I maintain conservative stage criteria, update risks promptly, and use account plans and next steps to ensure the forecast is actionable rather than merely optimistic.
I first clarify the objection and determine whether it reflects value, timing, budget, implementation, or stakeholder alignment concerns. I acknowledge the concern, use discovery and evidence to address its underlying cause, involve internal experts when needed, and agree on a practical next step that keeps the customer focused on their desired outcome.
Job Title: Senior Commercial Account Manager
Location: United States, Remote
This is a fully remote opportunity and can be worked from any location in the United States.
ABOUT THE COMPANY:
Salesloft is building the next era of enterprise revenue — one where teams make confident decisions powered by AI and real signals. By combining our scale, insights, and AI innovation, we’re building the industry’s first Predictive Revenue System, enabling humans and AI to work together to make smarter decisions and drive consistent growth.
With thousands of customers using our platforms every day, we have an unmatched view into how revenue is actually won — the Revenue Context that reveals what happens, when, and with what outcome. This gives us a unique opportunity to transform an entire category and set a new benchmark for how modern revenue teams operate.
Join us to help transform how companies around the world run revenue — and build the platform that will guide leading revenue teams into the future.
THE OPPORTUNITY:
At Salesloft, our Senior Commercial Account Managers are pivotal to our company’s success. You will be a key member of our fast-growing and high-performing sales team and will be our boots-on-the-ground solution to building personal relationships and making our customers successful. We believe that the most successful sellers have a passionate and supportive team behind them.
On a day-to-day basis, you will be responsible for:
- Full-Cycle Account Ownership: Serving as the primary point of contact and ultimate owner of the account relationship, managing all commercial transactions including upsells, cross-sells, and the end-to-end renewal process.
- Driving Net-New Revenue: Actively prospecting within your assigned territory to identify, qualify, and close new ACV opportunities within your install base to expand your total book of business. Actively hunt for opportunities to introduce additional products or seat expansions to existing customers, maximizing the lifetime value (LTV) of your portfolio.
- Account Planning: Developing and executing success plans for high-value accounts to ensure long-term alignment between their business goals and our solutions.
- Proactive Retention Management: Monitoring account health and usage patterns to identify potential churn risks early, implementing “save” strategies to protect existing recurring revenue.
- Executive Relationship Building: Cultivating ties with VPs, C-suite executives and key stakeholders to move beyond a vendor relationship and become a trusted business advisor.
- Forecasting & Pipeline Accuracy: Provide leadership with accurate monthly, and quarterly revenue forecasts for both net new bookings and churn.
- Market & Competitive Intelligence: Staying up to date of industry trends and competitor movements to effectively position our value proposition against market alternatives.
- Collaborative Problem Solving: Partnering with Customer Success, Product, and Support teams to resolve complex client issues and ensure seamless post-sale transitions.
- Segmented Renewal Strategy: Partnering with Renewal Account Managers to streamline the execution of long-tail, lower-spend accounts, while simultaneously identifying and “cherry-picking” growth potential within that book to migrate into higher-value tiers.
In addition to working with amazing colleagues who live our core values every day, you will also have the opportunity to sell an impactful and revolutionary software that is changing the way sellers sell. You will have an opportunity to make a difference.
WHAT WE’RE LOOKING FOR:
We are seeking a results-oriented, motivated, and strategic Senior Commercial Account Manager. You are a growth-minded advocate who is laser-focused on deepening and expanding relationships within our existing customer base. You don’t just manage accounts; you hunt for untapped potential, identifying new use cases and scaling our footprint across organizations.
Specifically, you will play a pivotal role in helping us become an anchor technology company by securing high-value renewals and winning expansion deals that propel you past your quota.
If you’re passionate about sales technology, obsessed with delivering a world-class customer experience, and thrive in a fast-paced, hyper-growth startup environment, then this is the career path for you!
THE TEAM:
Our Salesloft Senior Commercial Sales team is comprised of motivated sales professionals with a strong desire to win.
Values: Move as One, Evidence over Ego, Lead from the Front, Make Your Mark, Customer-Inspired.
The Senior Commercial Account Management team consists of results-oriented SaaS sales professionals with a strong desire to win. The AMs on our team share a few common traits: they are self-motivated, ambitious, and passionate about evangelizing the future of sales innovation.
THE SKILL SET:
- 4+ years of proven relationship building and closing experience in a sales environment.
- Experience establishing strategic C-level relationships
- Ability to run a full sales lifecycle, start to finish, within the SMB segment
- Experience executing detailed product presentations and web demonstrations of our software capabilities to C-level executives, directors, and sales managers
- Adept at identifying and utilizing internal resources (Sales Engineers, Customer Success, Support etc.) to build Salesloft brand awareness, assist in sales cycles, and close deals.
- Collaborative mentality by prioritizing ‘we’ and not focusing on ‘me.’
- Superb listening skills; you must understand objections and defeat them by turning sceptics into ecstatic new customers
- High level of empathy – it’s important for our AM’s to be a good person to peers and prospects.
- Experience managing, expanding, and renewing customer relationships.
- Consistent overachievement of quota and revenue goals.
- Proven ability to make strong connections and overcome rejection to achieve results.
- Demonstrated ability to conduct compelling on-site and virtual presentations to C-Level executives.
At Salesloft, we are committed to creating an inclusive and supportive workplace where everyone belongs and can thrive. We focus on culture add, not culture fit, and believe our teams are made stronger by the unique perspectives, experiences, and identities each person brings.
We are proud to be an Equal Opportunity Employer and provide employment opportunities to all employees and applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, pregnancy, or any other characteristic protected by law.
If you’re excited about this role even though your experience may not perfectly match every requirement, we encourage you to apply. We are actively hiring across multiple geographies and would love to welcome passionate, curious, and mission-driven individuals to our growing team. Explore our open roles and consider joining us!
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Please note that all official communication regarding job opportunities at Salesloft will come from an @salesloft.com email address. If you receive messages on LinkedIn or other job platforms claiming to be from Salesloft, they may not be legitimate. To verify the authenticity of any job-related communication, please visit our official Careers Page (https://salesloft.com/company/careers/).
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, notetaking, or summarizing responses. These tools assist our recruitment team but do not replace human judgment — all hiring decisions are made by people. If you would like more information about how your data is processed or prefer to opt out of any AI-assisted tools, please let your recruiter know. Opting out will not impact your experience or consideration.
It is Salesloft’s intent to pay all Lofters competitive wages and salaries that are motivational, fair and equitable. The goal of Salesloft’s compensation program is to be transparent, attract potential employees, meet the needs of all current employees and encourage employees to stay with our organization.
Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location.
The total compensation package for this position may also include performance bonus, benefits and/or other applicable incentive compensation plans.
Base Pay Range
$51,000—$85,000 USD
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