[Hiring] Account Manager @SBT

Role Description

SBT is seeking an Account Manager to own and grow a portfolio of existing customers with a primary mandate of revenue retention and a secondary mandate of account expansion through payments and new messaging use cases. This role is accountable for ensuring customers are operationally successful, commercially retained, and positioned to expand across SBT’s evolving product portfolio—including payments and non-collections use cases such as lifecycle marketing. The Account Manager will manage approximately 50 accounts, partnering closely with Customer Success to proactively manage risk, drive adoption, and deliver measurable revenue outcomes. This position blends disciplined account management, data-driven expansion strategy, and cross-functional execution, and is critical to scaling SBT’s customer growth engine.

Qualifications

• 4-6 years experience in a SaaS software company
• 2-4 years experience as an individual contributor with experience in sales, account management or customer success
• Experience with retention, renewals, growing existing accounts
• An individual with experience in texting or communications is strongly preferred
• An individual with experience with payments capture and processing is preferred
• An individual with experience in customer finance, lending, ARM and/or banking is preferred
• Experience managing 20-30+ accounts simultaneously
• Demonstrable evidence of success: Solid evidence of achievement against quota or KPIs for several years

Requirements

• Ability to read and understand software contracts
• Ability to understand and communicate several pricing models and options
• Ability to lead structured pricing and contract negotiations that protect commercial outcomes without damaging trust
• Ability to build and execute an account plan that prioritizes the highest-value opportunities and risks across a full portfolio
• Ability to work effectively within Salesforce and other platforms

Benefits

• Serve as a trusted partner to customers and internal teams
• Embody SBT’s core values:
• We Are Pioneers – proactively identifying new growth paths for customers
• We Are Allies – deeply aligned with Customer Success and cross-functional partners
• We Pursue Excellence – disciplined execution, accountability, and continuous improvement

Success Metrics

• Revenue Retention (GRR) for assigned accounts
• Net Revenue Retention (NRR) contribution from expansion
• Upsell and cross-sell ARR, with emphasis on payments revenue and new messaging use cases
• Organic new ARR growth
• Event-driven revenue generated through customer programs
• Renewal rate, retention rate and churn reduction
• Accuracy of renewal and expansion forecasts
• Health and coverage of renewal and expansion pipeline
• Effectiveness of risk identification and mitigation plans
• Time-to-launch for new customer initiatives
• Adoption and usage growth of new products and use cases
• Consistency and scalability of account planning and execution

General Duties and Expectations

• Adhere to the Company's Code of Conduct/Ethics
• Contribute to the professional culture within the office and the company
• Project a professional and appropriate Company image in all dealings with clients, vendors, business partners and visitors
• Support the efforts of senior management and sales staff by maintaining business network of contacts as clients change roles and/or companies
• Ensure security of information in all matters pertaining to company, client, and consumer information

Company Description

SBT was founded with the mission to deliver impactful conversational messaging and convenient payment solutions. Built on wireless carrier industry best practices, SBT is the only compliance-first provider of enterprise texting solutions in the market. More than 1,400 consumer finance organizations, including leading brands in auto finance, banking and lending, trust SBT to ensure convenient, effective, and compliant relationships with their millions of consumers. SBT is headquartered in Princeton, NJ with remote teams and offices throughout the United States.

SBT is committed to promoting the values of diversity and inclusion throughout the business. Whether it is through recruitment, retention, career progression or training and development, we are committed to improving opportunities for people regardless of their background or circumstances.