Account Manager

1 month ago

bangalore, India Chargebee Full time

The Account Manager (AM) role is pivotal in driving growth, expanding Chargebee's footprint,

and maximizing customer value in the Small and Medium Business (SMB) segment. Focused

on high-velocity deals, this role emphasizes proactive outbound efforts, expansion and churn

mitigation efforts, multi-product adoption, and plan upgrades to fuel Chargebee’s growth

trajectory.


The AM will be responsible for managing a large portfolio of accounts, with a primary focus on

driving consistent Net Revenue Retention (NRR) across the segment. The emphasis will be on

effectively managing customer relationships at scale, identifying key opportunities for expansion, identifying high-risk customers, and ensuring customers leverage Chargebee’s products to deliver ongoing value. The goal is to maintain healthy engagement and growth across the entire portfolio, using a strategic, high-efficiency approach.


Key Responsibilities:

1. Growth & Expansion:

○ Proactively engage in outbound efforts to identify new expansion opportunities

within existing accounts, driving plan upgrades and positioning Chargebee’s

higher-tier offerings.

○ Lead initiatives to promote multi-product adoption, working with customers to

implement additional Chargebee solutions that align with their growth and

operational needs.

○ Drive high-velocity deals, focusing on accelerating time-to-value for the customer

and Chargebee. Ensure that opportunities are quickly identified, qualified, and

closed.


2. Outbound & Qualification:

○ Execute outbound strategies to engage with SMB customers, leveraging

data-driven insights and sales cadences to drive growth conversations.

○ Maintain control of the sales process from discovery through to close, applying a

structured approach to negotiation and commercial discussions.


3. Renewal & Churn Mitigation:

○ Collaborate closely with renewal specialists to prepare for upcoming renewals,

ensuring customers see the full value of Chargebee’s platform and driving

long-term retention.

○ Partner with support teams and the startup team to address any potential risks of

churn early, implementing strategies to mitigate these risks and strengthen

customer relationships.

○ Build and maintain strong relationships with key stakeholders across your

customer base, positioning yourself as a strategic advisor.


4. Multi-product Adoption:

○ Educate and encourage customers to adopt multiple Chargebee products,

showcasing how additional offerings can streamline their operations and boost

efficiency.

○ Align Chargebee’s solutions with the customer’s evolving business needs to

maximize platform usage and overall customer satisfaction.


Key Skills:

● Product Knowledge: Good understanding of Chargebee’s product suite, able to

articulate its value at both a conceptual and operational level to customers.

● Outbound Sales: Demonstrated experience in outbound prospecting, with a track

record of identifying and qualifying high-potential opportunities.

● Sales Methodology & Process Control: Strong grasp of sales methodologies and

ability to maintain control of the sales process, ensuring smooth progression from

qualification to closure.

● Commercial Expertise: Expertise in managing complex commercial relationships,

including contract negotiations, upselling, and renewals.

● High-Velocity Deals: Proven ability to manage and close high-velocity deals with a

focus on driving rapid customer success and Chargebee growth.


Key Metrics (supported by the Customer Ops team):

● Monthly & Quarterly NRR Forecast: Tracking net revenue retention, focusing on

expansion and upsell opportunities.

● Churn Actuals & Forecast: Monitoring churn rates, identifying reasons for cancellations

or downgrades, and implementing strategies to minimize churn.

● Growth Actuals & Forecast: Tracking revenue growth, upgrades, and multi-product

adoption within your portfolio.

● Pipeline Coverage: Ensuring a consistent flow of qualified opportunities in the pipeline.


The Ideal Candidate:

● Has an entrepreneurial mindset with strong problem-solving skills, able to drive growth in

a fast-paced, high-velocity environment.

● Is adept at executing outbound strategies, with proven experience in engaging SMB

customers and moving deals quickly through the pipeline.

● Has a strong understanding of commercial relationships, focused on driving long-term

value for both Chargebee and the customer.

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