Account Manager, Customs Compliance

About this role

JOB TITLE: Account Manager, Customs Compliance

FLSA CLASSIFICATION: Exempt

DEPARTMENT: Sales - Account Managers

REPORTS TO: VP of Sales

REVISION DATE: 09/29/2026

SUMMARY: The Account Manager is responsible for driving revenue growth and retention across an assigned portfolio of existing customers. This is a quota-carrying, customer-facing sales role with direct responsibility for identifying, developing, and closing cross-sell, upsell, and renewal opportunities.

The Account Manager is expected to proactively engage customers, understand their business operations and strategic priorities, identify opportunities to expand the relationship, and position relevant products and services that deliver measurable value. Success in this role is measured primarily through achievement of revenue targets, expansion of recurring revenue, renewal performance, pipeline development, and effective management of the customer relationship.

In addition to commercial responsibilities, the Account Manager serves as a key point of contact for assigned customers and helps set appropriate expectations regarding Support, Professional Services, Implementation, Accounting, and other internal processes. The Account Manager coordinates internal resources when escalations arise while maintaining ownership of the overall customer relationship.

Experience in B2B sales and managing a revenue quota is required. Experience within logistics, freight

forwarding, supply chain technology, or customs compliance is strongly preferred.

DUTIES AND RESPONSIBILITIES:

• Account Strategy: Own an assigned portfolio of existing customers and develop account strategies designed to increase recurring revenue, strengthen customer relationships, and support retention.

• Quota Performance: Meet or exceed an individual sales quota through contract renewals, cross-sell, upsell, license expansion, product adoption, transaction growth, and other expansion opportunities.

• Whitespace Discovery: Proactively identify whitespace and expansion opportunities by conducting discovery and understanding each customer's business operations, challenges, growth plans, and technology needs.

• Pipeline & Forecasting: Develop and maintain a healthy sales pipeline and provide accurate and timely revenue forecasts.

• Customer Engagement: Conduct regular customer meetings, business reviews, product discussions, demonstrations, and onsite visits.

• Stakeholder Alignment: Build and maintain relationships with operational users, managers, economic buyers, and executive stakeholders within customer organizations.

• Commercial Leadership: Lead commercial conversations, including pricing discussions, contract negotiations, objection handling, and closing.

• Risk Management: Communicate with key customers to monitor expectations, satisfaction, business needs, and potential risks or opportunities.

• Cross-Functional Coordination: Serve as the primary relationship owner for assigned customers and coordinate internal resources when escalations involve Support, Professional Services, Implementation, Product, Finance, or Accounting.

• Expectation Setting: Set clear customer expectations regarding internal processes, service responsibilities, project scope, support interactions, and commercial commitments.

• Customer Advocacy: Act as a customer advocate internally while balancing customer needs with company policies, contractual obligations, and commercial objectives.

• Problem Solving: Handle customer inquiries and work cross-functionally to identify appropriate solutions for complex business or operational challenges.

• CRM Discipline: Maintain accurate and timely account, activity, opportunity, forecast, renewal, and customer information in the company's CRM and other assigned sales tools.

• Industry Representation: Represent the company at customer meetings, industry conferences, and events as required.

As a Sales Representative, you may be assigned monthly, quarterly, and yearly sales targets. Failure to meet these targets may result in the following repercussions:

1. Performance Improvement Plan (PIP): If you consistently miss your sales targets, you may be placed on a Performance Improvement Plan (PIP) to address areas for improvement and establish clear action steps to meet future goals.

2. Training and Development: We are committed to supporting our team members' growth and success. If you struggle to meet targets, you may be provided with additional training and development opportunities to enhance your skills and performance.

3. Reassignment or Termination: Ultimately, if consistent underperformance persists despite support and interventions, it may result in reassignment to a different role within the company or termination of employment.

We believe in setting challenging yet achievable goals and providing our team members with the support and resources they need to succeed.

SUPERVISORY RESPONSIBILITIES:

• This job has no supervisory responsibilities.

QUALIFICATIONS:

Required Qualifications

• Education: Bachelor's degree from an accredited college or university, or an equivalent combination of education and relevant professional experience.

• Sales Experience: Minimum of 2–3 years of B2B sales, account management, or customer expansion experience.

• Quota Accountability: Demonstrated experience carrying and achieving an individual sales or revenue quota.

• Commercial Skill: Proven ability to identify, develop, negotiate, and close cross-sell and upsell opportunities within an existing customer base.

• Presentation & Presentation Skills: Strong ability to effectively demonstrate software or product features, connecting technical capabilities to business outcomes and customer needs.

• Regulatory Knowledge: Demonstrated knowledge of both import and export regulations.

• Pipeline Management: Experience managing a sales pipeline, forecasting revenue, and maintaining accurate opportunity and account information within a CRM.

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