Account Manager

About OpkeyOpkey is a cloud-based Application Lifecycle Management platform that helps enterprises manage testing, configuration, training, and governance across Oracle and Workday environments. Our AI-powered agents give IT and business leaders continuous visibility across the ERP lifecycle; reducing risk, accelerating change, and driving measurable business outcomes. Trusted by 250+ global enterprises, Opkey is redefining how organizations operate and scale their mission-critical ERP systems.The OpportunityOpkey is seeking a quota-carrying Account Manager (AM) to join our growing U.S. team and drive revenue growth across our expanding SaaS customer base. You must have experience with either direct or indirect Workday ecosystem sales/account management for this role to be considered. This role is ideal for a sales-focused AM who thrives on growing existing accounts by building executive relationships, uncovering white-space opportunities, and consistently tying Opkey to measurable business impact.You will own a portfolio of strategic customers with end-to-end responsibility for expansion and account profitability. Working closely with Customer Success, Product, Solutions Consulting, and Delivery, you’ll execute account strategies that increase ARR, improve retention, and expand Opkey’s footprint across business and IT stakeholders.This is not a support role. This is a commercial ownership role with a clear expansion mandate.What You’ll OwnRevenue & Account OwnershipOwn and consistently exceed expansion quota for a defined book of businessDrive upsell, cross-sell, and multi-year expansion opportunities within existing accountsMaintain full commercial ownership from opportunity identification through close, including forecasting, pricing, and negotiationStrategic Account ManagementBuild and execute strategic account plans focused on revenue growth, whitespace identification, and long-term account expansionPartner with Customer Success to deliver value-driven outcomes that support renewals and expansionLead and participate in executive business reviews (QBRs) to showcase ROI, surface new initiatives, and deepen multi-threaded relationshipsCross-Functional CollaborationWork with Solutions Consultants, Product, and Delivery teams to shape proposals, scope expansions, and support successful deployments that unlock additional revenueAlign customer roadmaps with Opkey’s product strategy to create long-term expansion pathsForecasting & MetricsMaintain accurate pipeline, forecasting, and account documentation in Salesforce and HubSpotTrack and report on key commercial KPIs including ARR, NRR, GRR, churn, and expansionA Day in the LifeReview renewal and expansion pipeline, updating Salesforce/HubSpot with close plans, next steps, and risk assessmentsMeet with customer executives and senior stakeholders to advance expansion conversations, present value stories, and negotiate commercial termsConduct account planning sessions to map org structures, identify new buying centers, and prioritize whitespace opportunitiesPartner with internal teams to build proposals, pricing scenarios, and order forms aligned to customer and revenue goalsAnalyze usage data and account health indicators to trigger value reviews, renewal strategies, and expansion outreach at the right momentWhat You’ll BringExperience & Expertise10+ years in a quota-carrying Account Manager or similar role within a SaaS environmentProven track record of exceeding expansion and ARR growth targetsExperience supporting enterprise or mid-market ERP customers; Workday experience required.Demonstrated success selling into complex, multi-stakeholder enterprise environmentsCommercial & Sales AcumenDeep understanding of SaaS commercial metrics: ARR, GRR, NRR, churn, upsell, cross-sell, and multi-year agreementsStrong command of sales qualification and deal management frameworks (e.g., SPICED, SPOT, MEDDPICCR)Ability to articulate clear business value, ROI, and outcomes at the executive levelSkills & MindsetExceptional communication, negotiation, and executive presentation skillsStrategic thinker with strong business acumen and value-based selling capabilitiesHighly organized, self-directed, and comfortable owning complex accounts end-to-endProficient in Salesforce, HubSpot, and modern GTM tools; familiarity with support platforms is a plusWhy Join OpkeyFast-growing global SaaS company with strong product-market fitHigh-ownership sales culture where Account Managers directly influence growth strategyEnterprise customers with significant expansion potentialRemote flexibility with regular exposure to senior leadershipMeaningful upside for top performers through impact on ARR and career progressionEqual Opportunity at OpkeyAt Opkey, we’re building a team as diverse and dynamic as the customers we serve. We’re proud to be an equal opportunity employer, and we welcome candidates of all backgrounds, experiences, and perspectives. We do not discriminate based on race, color, religion, sex, gender identity or expression, sexual orientation, national origin, age, disability, veteran status, or any other legally protected status. What matters here is your mindset, your skills, and your drive to make an impact. If you’re passionate, curious, and ready to roll up your sleeves, we want to hear from you.Direct applicants only, no recruiters.