Salesforce Account Manager

Plative is hiring Account Managers (AMs) to take ownership of our existing client portfolio and drive growth through renewals, expansions, and transitions from “Transform” (project-based work) to “Innovate” (managed services and phase 2 programs).

This role is critical to maintaining strong year-over-year renewal performance and ensuring clients receive proactive account leadership. The Account Manager will partner closely with our Associate Directors (ADs), who focus on delivery, and Client Partners (CPs), who focus on new logo acquisition, to ensure continuity of service and client satisfaction.

Key Responsibilities:

Account Ownership & Growth

• Serve as the commercial owner of 20–40 Tier 1 & 2 accounts across Salesforce and NetSuite practices, leveraging expertise in areas like Agentforce Sales, Agentforce Service, and Data 360.
• Develop and execute 90-day and greater renewal plans for all renewable clients; own renewal negotiation and close.
• Lead transform-to-innovate transitions, ensuring 70%+ utilized accounts are converted to longer-term managed services.
• Create and maintain quarterly account plans, including whitespace mapping, stakeholder multi-threading, and alliance engagement with Salesforce teams.
• Drive upsell and cross-sell opportunities across Plative’s Salesforce (Agentforce Sales, Agentforce Service, Agentforce Marketing, Agentforce Commerce, Agentforce Revenue Management, Agentforce Field Service, Salesforce AI), NetSuite, Data 360, and Salesforce AI capabilities.

Client Relationship Management

• Build and maintain executive-level relationships at key accounts; act as the trusted advisor.
• Schedule and lead quarterly business reviews (QBRs) and regular onsite visits for Tier 1 accounts.
• Ensure accounts are properly tiered per Plative’s Account Management Framework and adjust quarterly.
• Partner with ADs to ensure delivery health and customer satisfaction align with renewal and growth objectives.

Internal Collaboration & Governance

• Operate in a two-in-a-box model with Delivery Directors:
• AM: Growth, renewals, commercial strategy.
• Delivery Director: Delivery, execution, and escalations.
• Collaborate with CPs during account handover (30–90 days post-first project sale).
• Maintain CRM hygiene, renewal forecasts, and account reporting with accuracy and timeliness.

Qualifications

• AI-native mindset. You use AI as everyday leverage in both work and life, with clear opinions on what works and what does not. You stay current on frontier-model progress, go beyond prompting to building lightweight tools and automations, and you enjoy sharing practical, real examples with teammates and clients.
• 5+ years of experience in account management, or consulting sales, ideally within a professional services environment.
• Strong background in Salesforce ecosystems (consulting experience preferred), encompassing platforms such as Agentforce 360.
• Proven ability to drive renewals and upsell revenue across a portfolio of enterprise or mid-market accounts.
• Adept at building C-suite relationships and leading executive presentations.
• Strong commercial acumen: ability to negotiate contracts, identify whitespace, and measure impact.
• Comfortable with travel (25%) for client meetings and onsite visits.
• High degree of collaboration; thrives in a matrixed environment with delivery, sales, and alliance teams.

Success Metrics

• Renewal rate targets across assigned accounts.
• Annual quota attainment.
• 100% of Tier 1 accounts with active account plans and scheduled QBRs.
• Zero “surprise churn” within the assigned portfolio.
• Improved transform-to-innovate conversion rates.