Docsumo - Account Manager – North America
Requirements
• 5+ years of experience in Account Management, Customer Expansion, or Sales roles within B2B SaaS • Ability to cold call CXOs to understand customer pain points & journeys. • Proven experience managing and expanding large accounts across enterprise and mid-market segments • Strong ability to engage with technical stakeholders and conduct executive-level conversations • Experience in running software demonstrations and solution discussions • Excellent written and verbal communication skills, with a structured and persuasive approach • Strong consultative selling and relationship management capabilities • Prior experience working with North American customers and operating in EST time zones • Comfortable working EST hours from India • Experience with Document AI, OCR, automation platforms, or enterprise software solutions • Exposure to regulated or complex industries such as BFSI, FinTech, or large global services organizations • Familiarity with CRM platforms such as HubSpot, or similar tools • Success Metrics • Growth in account value through expanded product usage • Increased adoption across multiple teams within the same customer organization • Strong customer satisfaction and long-term retention • Consistent and predictable expansion pipeline • We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
Responsibilities
• Carry a quarterly & annual sales quota and pipeline generation in existing customers • Own and grow a portfolio of large accounts (enterprise and mid-market) with a primary focus on account expansion and retention • Build and maintain strong relationships with senior technical and business stakeholders, including CTOs, Engineering Leaders, and their direct reports • Proactively engage customers through email, calls, and virtual meetings to drive adoption and uncover growth opportunities • Understand how various teams within an organization are using the product and identify additional use cases and expansion opportunities • Conduct solution-oriented product demonstrations tailored to different teams and stakeholder needs • Position the product by showcasing relevant customer success stories and internal use cases • Collaborate closely with Product, Customer Success, and Engineering teams to ensure alignment on customer needs and successful execution • Maintain accurate account plans, expansion pipeline, and activity tracking using CRM tools • Monitor market trends and customer requirements within the North American SaaS and technology landscape
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