Sr. Account Manager

Role Summary

The Account Manager (AM) at Impilo owns revenue retention and expansion for an assigned book of business. This role is responsible for renewals, pricing, contract alignment, and identifying growth opportunities across Impilo’s platform, logistics, and device-management services.

This is a commercial, quota-carrying role designed for candidates who are comfortable leading pricing conversations, negotiating contracts, and driving long-term account strategy with senior customer stakeholders.

Account Managers partner closely with Customer Success Managers (CSMs), who own post-sale delivery and operational outcomes.

Core Responsibilities

Revenue Ownership

• Own account renewals, expansions, and upsells for an assigned book of business

• Carry a revenue quota focused primarily on retention and expansion of recurring platform revenue

• Manage renewal pipeline and forecast revenue accurately

• Lead pricing discussions, commercial reviews, and contract negotiations

• Ensure customers are aligned to appropriate commercial models based on their reimbursement structure and/or Impilo business unit

Strategic Account Planning

• Develop and maintain strategic account plans (Quarterly, annual and as needed) for all customers

• Identify expansion opportunities via growth initiatives or service enhancements

Executive Relationship Management

• Own senior-level and executive customer relationships

• Lead Quarterly Business Reviews (QBRs) and strategic commercial discussions

• Navigate escalations that have contractual, pricing, or revenue impact

Cross-Functional Coordination

• Work closely with Customer Success Managers to understand account health and operational performance

• Partner with Operations, Engineering, Finance, Legal, and Leadership on pricing structure, contract terms, and margin alignment

• Ensure clean handoffs between operational execution and commercial discussions

Ideal Background

• 4–8+ years of experience in Account Management, Sales, or Customer Success (commercial track)

• Experience negotiating contracts in SaaS, healthcare, logistics, or other operationally complex environments

• Strong financial and pricing acumen

• Comfortable owning revenue targets, forecasts, and renewal outcomes

• Experience working cross-functionally with operations, finance, and product teams

Leveling & Scope

Level, quota, and compensation will be commensurate with experience and account complexity.

Travel & Location

• We are prioritizing candidates in the Philadelphia, PA metro area to support closer collaboration with our teams. Remote candidates may be considered on a case-by-case basis. Light travel may be required.

• Light travel may be required for customer meetings, QBRs, or strategic onsite discussions

Key Success Metrics

• Gross Revenue Retention (GRR)

• Net Revenue Retention (NRR)

• Renewal rate/Churn

• Expansion revenue

• Contract alignment to margin targets