[Hiring] Junior Account Manager @My IR

Role Description

The Junior Account Manager owns a book of existing IR clients across the Collaborate and Mid-Market portfolio. The role is accountable for retaining and growing that book:

• Running the full renewal cycle
• Identifying up-sell and cross-sell opportunities
• Building the account management craft while doing it

This is a deliberate entry point into enterprise sales and a structured path into full Account Management. IR is hiring for commercial instinct and client judgement rather than for a sales CV. Product knowledge, market context, and sales methodology will be taught.

Applications are welcomed from candidates currently in corporate, client-facing roles who are ready to move into a commercial career:

• Project or delivery management
• Customer success
• Account coordination
• Inside sales
• Product and technical support

This role is an entry point rather than a destination. The progression from here is to Account Manager, carrying named strategic accounts, typically within 18 to 24 months.

Responsibilities

• Manage a named book of accounts across the Collaborate and Mid-Market portfolio, together with a set of lower-value trial and testing accounts.
• Own an annual quota of approx. USD $3M, weighted toward renewal retention, with a secondary expansion target from up-sell and cross-sell.
• Manage the full renewal cycle on every account in the book: relationship, forecast, negotiation, and close.
• Joint ownership with a senior Account Manager or the VP of Sales on renewals on large complex accounts, and on any account facing active competitive displacement.
• Run the full renewal cycle across the assigned book, from early engagement through to signature.
• Meet client contacts on a consistent cadence so that renewals are never a surprise conversation.
• Identify churn risk early and act on it before it escalates into a save.
• Forecast the book accurately and maintain current, accurate records in Salesforce.
• Identify and pursue up-sell and cross-sell opportunities within the renewal base.
• Build account growth plans with coaching, and progress them independently through ramp.
• Develop sufficient understanding of each client's infrastructure and priorities to identify where IR should sit next.
• Negotiate price increases, expansions, and contract terms, with senior support on higher-value renewals.
• Deliver clear, confident presentations and demonstrations to client stakeholders.
• Address objections and competitive pressure directly rather than deflecting or escalating by default.
• Build the ROI and business case for IR and present it to budget holders.
• Work with Sales Engineering, Client Success, Professional Services, and Partners to bring the right expertise into each account.

Qualifications

• 1 to 2 years in a corporate, client-facing commercial or technical role - for example: SDR or BDR, inside sales, customer success, account coordination, project or delivery management, product and technical support.
• Demonstrable commercial instinct: evidence of identifying an opportunity, building a case for it, and taking it to someone with the authority to approve it.
• Strong written and verbal communication, with the confidence to present to senior stakeholders.
• Strong organizational and planning discipline, with the ability to run multiple renewal timelines concurrently.
• Comfortable working with sales technology platforms such as Salesforce, HubSpot, or Sales Navigator.
• Composure under pressure, with the ability to hold a difficult commercial conversation without damaging the relationship.
• A genuine interest in building a career in account management, and the appetite to learn the technical details of a complex product.
• Ability to travel approximately 15% to 25% to client sites, conferences, and company meetings within and occasionally beyond the assigned territory.

Preferred

• Experience managing a renewal book, or exposure to renewals through a customer success or support capacity.
• Experience selling or supporting software in the Unified Communications or Contact Centre markets.
• Familiarity with communications infrastructure and platforms such as Cisco, Avaya, Microsoft Teams, Webex, or Zoom.
• Experience negotiating commercial terms, price increases, or contract renewals.
• Exposure to solution selling or a structured sales methodology.
• Experience selling or supporting a specialist vendor product.
• Bachelor's degree in a business-related area.

Benefits

• Impact: Be a key player in a small team where your contributions directly influence the company's success.
• Flexible Work Culture: Benefit from a flexible work environment that promotes work-life balance and remote work.
• Competitive Compensation: Receive a competitive salary and benefits package.
• Career Path & Development: Clear progression for growth into enterprise account management.
• A dedicated buddy from day one – paired with one of the team’s top performers to learn live deals, client calls, and receive direct feedback.
• Direct coaching from the VP of Sales, including deal reviews, call coaching, and join customer meetings.
• Medical, Dental, Vision Insurance
• 401k with Employer Contributions
• Paid Time Off & Birthday Leave
• Health Savings Account (HSA) Contributions with High Deductible Health Plan
• Short-Term/Long-Term Disability Insurance
• And more!

Compensation Range

70,000 – 80,000 base compensation

70,000 – 80,000 variable compensation, based on an annual commission plan

Actual compensation offer to a candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at the offer stage.