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Account Manager, Client Development & Renewals
Contract type
Ongoing
Work mode
Remote
Experience
Mid-level · 3+ years
Job description
An Account Manager, Client Development & Renewals owns a book of existing customer accounts, driving renewal retention and expansion revenue. The role focuses on protecting the base through healthy renewals while growing it via consultative upsell and cross-sell.
At a glance
- Work mode
- Remote
- Languages
- English
What you'll do
- Own a portfolio of existing accounts carrying a dual quota of renewal retention and expansion bookings, identifying whitespace across the SentinelOne portfolio and leading consultative upsell and cross-sell conversations built around customer use cases and outcomes rather than just quotes.
- Spot expansion triggers early, such as new use cases, organizational growth, underutilized licenses, and competitive displacement openings, and build repeatable account plans with CSM and SE partners that map multi-year growth rather than just the next renewal.
- Manage renewals end to end, from early quoting and multi-threading through negotiation and on-time close, handling commercial negotiations including multi-year commitments and keeping timelines definitive and forecasts predictable across your book.
- Identify churn and downgrade risk early by monitoring deployment health, usage, support signals, and sentiment, running save motions on at-risk accounts with CSM, Support, and leadership, and getting ahead of overdeployment and downgrade exposure before it hits the renewal.
- Own an accurate, transparent forecast across renewal and expansion pipeline, keep Salesforce and CPQ tools current, and partner with CSMs, AEs, SEs, and Channel/MSSP partners on account coverage and growth while bringing the customer's voice back to Product and the broader team.
What we're looking for
- 3–5 years in renewals, account management, or a customer-facing sales role with upsell and cross-sell closing experience, ideally in SaaS or cybersecurity.
- A track record of hitting or beating quota, including driving net revenue retention above 100% on your own book, with expansion outpacing churn rather than renewal completion alone.
- Proven experience running consultative upsell and cross-sell motions, identifying and closing whitespace within an existing customer base, and negotiating confidently with senior and economic buyers across multi-stakeholder conversations.
- A risk-aware instinct for spotting early signals of churn or downgrade, combined with strong forecasting discipline, CRM hygiene, and hands-on experience with Salesforce and CPQ or quoting tools.
- Strong communication and organizational skills, curiosity about customer use cases and the product, and a habit of opening expansion conversations unprompted, with comfort in a fast-paced, high-growth environment.
Nice to have
- Exposure to Channel/MSSP or 2-tier GTM models is a plus.
Benefits
- Restricted Stock Units (RSUs)
- Employee Stock Purchase Plan (ESPP)
- Competitive leave benefits
- Gender-neutral parental leave
- Medical and insurance benefits
- Disability insurance
- Employee Assistance Program (EAP)
- Global home office allowance
- Mobile phone reimbursement
- Work-from-home allowance
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About SentinelOne
AI-native cybersecurity platform
SentinelOne is a company at the intersection of AI and security, pioneering a new operating model for cybersecurity. Its AI-native platform unifies protection across endpoint, cloud, identity, data, and AI systems to deliver autonomous detection and response with clarity and speed.
Mission
To give the advantage to those who secure our future.
Key facts
- Cybersecurity
- AI-native platform unifies protection across endpoint, cloud, identity, data, and AI systems
- Delivers autonomous detection and response
- Participates in the E-Verify Program for all U.S. based roles
What they value
- Relentlessly curious
- Committed to continuous learning
- Builders, problem-solvers, and innovators