Account Manager

About this role

<div class="content-intro"><p><strong>About Mixpanel</strong></p> <p>Mixpanel turns data clarity into innovation. Trusted by more than 29,000 companies, including Workday, Pinterest, LG, and Rakuten Viber, Mixpanel’s AI-first digital analytics help teams accelerate adoption, improve retention, and ship with confidence. Powering this is an industry-leading platform that combines product and web analytics, session replay, experimentation, feature flags, and metric trees. Mixpanel delivers insights that customers trust. Visit <a href="mixpanel.com" target="_blank">mixpanel.com</a> to learn more.</p></div><div> <p><strong>About The AM Team</strong></p> <p>The Account Management team is focused on retaining and growing this book of business through ensuring a smooth onboarding process, understanding how our customers get the most value out of Mixpanel's capabilities, driving adoption, and uncovering growth opportunities. The team has developed a strong community of practice in collaboration with the Services team (CSAs) in APAC and globally, and works closely with partners relevant to their customers.<br><br><strong>About the Role</strong></p> <p>The Account Manager will be responsible for ownership of Mixpanel’s top accounts, including as a day-to-day point of customer contact, as well as a strategic lead who will create and facilitate a vision for relationship excellence, deep value realization, and consistent growth. This growth will be exemplified by the expansion of our existing footprint, including commercial management of renewals and opportunistic upsells.</p> <p>They will be an experienced commercial operator and an excellent relationship builder. They will be able to add value in conversations with Senior/VP-level customers and Mixpanel eStaff, and will bring deep knowledge of trends and challenges in the market. They will be seen as a valued advisor and comfortable constructing strategic and data-driven presentations for C-level stakeholders internally and externally. They will be highly organized and be able to manage complex projects. They will either have or develop a fluent relationship with the Mixpanel product. Likely to have 7+ years of quota-carrying experience with a consistent record of managing large, complex renewals and cultivating and managing large (<span class="gmail_default">6-digit) expansions and </span>upsells.  </p> <p><strong>Responsibilities</strong></p> <ul> <li>Being a single point of contact for all aspects of the account (internal and external quarterback).</li> <li>Work in partnership with a dedicated Customer Success Architect on their accounts.</li> <li>Production & ownership for iterating upon and driving a strategic account plan for every account.</li> <li>Driving business reviews against the success plan with involvement from the Executive Sponsors.</li> <li>Facilitating executive alignment.</li> <li>Constant monitoring of their business and the industry in which they operate - to understand where opportunities or threats may be arising.</li> <li>Identification, qualification, and management of expansion opportunities.</li> <li>Renewal negotiations and end-to-end execution.</li> <li>Forecasting and business planning (including strategic account plans and QBR/EBRs).</li> <li>Collaborate cross-functionally with key internal partners such as Sales Engineering, Professional Services, Product, Marketing, and Legal.</li> <li>Intimately understands Mixpanel's competitors and technology partners to consult customers on our place in the broader analytics market.</li> </ul> <p><strong>We're Looking For Someone Who Has</strong></p> <ul> <li>7+ years of related work experience in full-cycle SaaS, post-sales customer management experience, as an Account Manager, or Account Executive</li> <li>Proven experience in developing and growing accounts and running successful sales opportunities from discovery to close of $250K+ USD.</li> <li>Experience managing a book of business and carrying a net retention quota in the $5M+ range, including accounts with contracts over $1M in ARR.</li> <li>Able to build and maintain credibility with a technical end-user in Engineering, Product, and Design functions, by showcasing Product and Industry knowledge and expertise.</li> <li>Effective communicator and collaborator — you have strong interpersonal skills and are an excellent team player.</li> <li>Adaptability — you understand that change is constant, and you embrace it.</li> <li>Agility and resilience — you move quickly and encourage continued improvement.</li> <li>Strong work ethic, desire to learn, and a drive to excel.</li> <li>Curiosity for the product analytics space.</li> <li>Professional polish - accustomed to and comfortable with presenting to the C suite without extensive coaching and prep (internally and externally).</li> <li>Ownership - results-driven and accountable for your own success.</li> </ul> <p><strong>Bonus Points For </strong></p> <ul> <li>Experience managing relationships with high-growth tech companies.</li> <li>Experience with Mixpanel or another analytics tool (eg. Amplitude, Google Analytics, Adobe Analytics).</li> <li>Experience in a technical customer-facing role (Support Engineer / Customer Success Manager / Sales Engineer / Solutions Architect).</li> <li>Record of consistently over-performing…