Key Account Manager - Cloud & SaaS

About the role

Acquia, which builds the open-source Drupal-based Digital Experience Platform, is seeking a high-impact Key Account Manager to champion its most strategic partnerships. The role is about more than managing a client list: it is being a strategic advisor and growth engine, responsible for the health, retention and commercial expansion of assigned accounts. The position suits someone who wants to work with best-of-breed open-source technology in a high-growth market.

Key responsibilities

• Identify, negotiate and close expansion opportunities (upsells and cross-sells) within the existing book of business to exceed growth targets.
• Build and maintain strong relationships with key stakeholders, business users and procurement teams.
• Work with Renewal Managers to support renewals, providing account health insights that reduce churn risk and speed up contract execution.
• Act as the voice of the customer, collaborating with Sales, Technical Support and Finance to resolve issues and improve the customer journey.
• Create and run data-driven territory plans that maximise retention and lifetime value.
• Maintain clean data in Salesforce and other CRM tools for accurate forecasting and account documentation.

Required profile

• Minimum of 5 years in an Account Management or Success role, selling or managing complex cloud or SaaS solutions for large enterprises.
• Proven track record of owning and exceeding a sales quota, with a focus on growing revenue in existing accounts.
• Strong communication skills and the ability to lead cross-functional teams.
• Able to drive account strategy proactively with minimal oversight, in a fast-paced, high-autonomy environment.
• Detail-oriented, able to prioritise tasks, manage multiple systems and handle complex procurement cycles.

Required skills

• Proficiency in Salesforce.com
• Google Workspace (Docs, Sheets, Slides, Drive)