Sr. Account Manager

Role Summary

The Account Manager (AM) at Impilo owns revenue retention and expansion for an assigned book of business. This role is responsible for renewals pricing contract alignment and identifying growth opportunities across Impilos platform logistics and device-management services.

This is a commercial quota-carrying role designed for candidates who are comfortable leading pricing conversations negotiating contracts and driving long-term account strategy with senior customer stakeholders.

Account Managers partner closely with Customer Success Managers (CSMs) who own post-sale delivery and operational outcomes.

Core Responsibilities

Revenue Ownership

• Own account renewals expansions and upsells for an assigned book of business

• Carry a revenue quota focused primarily on retention and expansion of recurring platform revenue

• Manage renewal pipeline and forecast revenue accurately

• Lead pricing discussions commercial reviews and contract negotiations

• Ensure customers are aligned to appropriate commercial models based on their reimbursement structure and/or Impilo business unit

Strategic Account Planning

• Develop and maintain strategic account plans (Quarterly annual and as needed) for all customers

• Identify expansion opportunities via growth initiatives or service enhancements

Executive Relationship Management

• Own senior-level and executive customer relationships

• Lead Quarterly Business Reviews (QBRs) and strategic commercial discussions

• Navigate escalations that have contractual pricing or revenue impact

Cross-Functional Coordination

• Work closely with Customer Success Managers to understand account health and operational performance

• Partner with Operations Engineering Finance Legal and Leadership on pricing structure contract terms and margin alignment

• Ensure clean handoffs between operational execution and commercial discussions

Ideal Background

• 48 years of experience in Account Management Sales or Customer Success (commercial track)

• Experience negotiating contracts in SaaS healthcare logistics or other operationally complex environments

• Strong financial and pricing acumen

• Comfortable owning revenue targets forecasts and renewal outcomes

• Experience working cross-functionally with operations finance and product teams

Leveling & Scope

Level quota and compensation will be commensurate with experience and account complexity.

Travel & Location

• We are prioritizing candidates in the Philadelphia PA metro area to support closer collaboration with our teams. Remote candidates may be considered on a case-by-case basis. Light travel may be required.

• Light travel may be required for customer meetings QBRs or strategic onsite discussions

Key Success Metrics

• Gross Revenue Retention (GRR)

• Net Revenue Retention (NRR)

• Renewal rate/Churn

• Expansion revenue

• Contract alignment to margin targets