[All remote jobs](https://jobicy.com/jobs.md)[![Acquia, Inc. logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/08/450fb78c-221.png)](https://jobicy.com/company/acquia-inc.md)[Acquia, Inc.](https://jobicy.com/company/acquia-inc.md) # Key Account Manager 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/acquia-inc.md)ShareRemote from[Australia](https://jobicy.com/job-region/australia.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceSeniorPublished23 Oct 2026Apply before22 Nov 2026Listing views50Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Acquia is hiring a Key Account Manager to retain and expand strategic enterprise SaaS accounts in Australia. The role combines executive relationship management, account planning, renewal support, and quota-carrying upsell and cross-sell activity. The manager will coordinate with Sales, Support, Finance, and Renewal Managers while maintaining accurate forecasts and account records in Salesforce. Success depends on experience with complex cloud solutions, enterprise procurement cycles, and proactive, data-driven commercial account strategy. ## 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 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior, quota-carrying enterprise account role involving complex stakeholders, renewal risk, and commercial expansion. It requires independent territory ownership and strong cross-functional influence in a fast-paced SaaS environment. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$125,000US market range (per year)$100k–$155k0$170.50k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer compensation is disclosed. The yearly cadence and USD market estimate are inferred for a senior enterprise SaaS Key Account Manager role; actual compensation in Australia may include a variable sales component and differ by location and plan design. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise Account Management](https://jobicy.com/jobs?search_keywords=Enterprise%20Account%20Management.md)[SaaS Sales](https://jobicy.com/jobs?search_keywords=SaaS%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)[Strategic Account Planning](https://jobicy.com/jobs?search_keywords=Strategic%20Account%20Planning.md)[Salesforce CRM](https://jobicy.com/jobs?search_keywords=Salesforce%20CRM.md)[Forecasting](https://jobicy.com/jobs?search_keywords=Forecasting.md)[Contract Renewals](https://jobicy.com/jobs?search_keywords=Contract%20Renewals.md)[Stakeholder Management](https://jobicy.com/jobs?search_keywords=Stakeholder%20Management.md)[Enterprise Procurement](https://jobicy.com/jobs?search_keywords=Enterprise%20Procurement.md)[Cross-functional Collaboration](https://jobicy.com/jobs?search_keywords=Cross-functional%20Collaboration.md)[Customer Success](https://jobicy.com/jobs?search_keywords=Customer%20Success.md)[Google Workspace](https://jobicy.com/jobs?search_keywords=Google%20Workspace.md) Sample interview questionsHow have you identified and converted expansion opportunities within an existing enterprise account portfolio?I use account plans that map business objectives, adoption levels, stakeholder influence, and product gaps. I validate a customer problem with the relevant teams, build a value case tied to measurable outcomes, and coordinate technical and commercial resources to progress the opportunity through procurement. Describe how you would address a strategic customer's renewal risk. I would first assess usage, support history, executive sentiment, business outcomes, and commercial concerns. I would align with the Renewal Manager on a recovery plan, engage the appropriate customer sponsors, resolve critical blockers through internal teams, and document clear mutual actions and dates. How do you manage relationships with both business users and procurement stakeholders? I tailor engagement to each stakeholder's priorities. Business leaders need value realization and strategic outcomes, while procurement needs clarity on terms, risk, timing, and process; I maintain a shared account strategy that addresses both without losing momentum. What information do you maintain in Salesforce to support reliable forecasting? I keep opportunity stage, close date, value, probability, next step, stakeholder roles, renewal timing, risks, and account-plan notes current. I also ensure forecast assumptions are evidence-based and update them promptly after meaningful customer interactions. How do you prioritize competing needs across a portfolio of strategic accounts? I prioritize based on renewal risk, expansion potential, customer impact, deal timing, and required executive attention. I use structured account plans and weekly reviews to protect critical milestones while making sure high-value growth opportunities receive proactive coverage. Opportunity details ## About this role. 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! The Opportunity Acquia is seeking a high-impact, results-oriented Key Account Manager to champion our most strategic partnerships. 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. Individuals seeking employment at Acquia are considered without regard to race, color, religion, caste, creed, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. Whatever you answer will not be considered in the hiring process or thereafter. Show more [Apply now >](https://jobicy.com/jobs/156609-key-account-manager-2.md) > Annual salary information is not provided for this position. 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