Account Manager

Propeller is on a mission to take the guesswork out of moving dirt - reducing wasted fuel, time, and money. We do this through the power of maps.

Our customers use Propeller’s integrated hardware and software products to capture accurate 3D versions of their worksites. With over 50,000 worksites worldwide using Propeller’s smart survey technology, we empower project teams to map, measure, and manage site activity.

Propeller empowers everyone to approach, own, and solve problems creatively. We’re data nerds who care about impact, honesty, and each other. We take pride in being a great place to work. We are proud to be recipients of BI Group's Excellence in Customer Experience award and Inspiring Workplaces of Australasia, being recognized as a Fast Company and BuiltIn Best Place to Work. You can learn more about us on Glassdoor.

Your Mission

Reporting up under the Sales team, you’ll work closely with customer success managers and our orders team to help renew existing customers and broaden their use of Propeller’s suite of products. You’ll prevent churn alongside the customer success team and identify and close opportunities for upsells and expansions. You’ll help support Propeller’s efforts to mature its Account Management function by identifying and implementing new processes and standards for renewing customers at scale.

About You

You’ve got B2B software sales experience, and you understand the SaaS business model.  You’re passionate about delivering customer value while simultaneously driving revenue growth.  You’re a self-starter with the ability to operate independently and produce results in a fast-paced, rapidly expanding environment. You have experience working and communicating with channel partners and end users, and you understand the critical role channel partners play in customer acquisition and revenue growth. You are a confident and adept presenter, know how to adjust your communication style for your audience, and can navigate corporate politics within our customers’ and channel partners’ organizations to deliver successful outcomes.

This role requires a minimum of two days in the Denver office per week, on average, as part of our hybrid working model.

To do this, you will:

Drive revenue growth and own performance

• Manage an annual quota and exceed targets related to expansion and revenue retention.
• Own outbound prospecting, pitching, and closing within existing accounts to drive revenue growth.
• Identify and execute on strategic growth opportunities by addressing additional customer pain points with Propeller’s suite of products, which results in expansion.
• Maintain accurate forecasts and account health metrics in CRM systems, using data-driven insights to prioritize outreach and drive pipeline velocity.

Engage and expand strategic relationships

• Build and nurture deep relationships with key decision makers, stakeholders, and dealers within your account base to drive long-term value and loyalty.
• Develop multi-threaded relationships across customer organizations, including executive sponsors and decision makers, to support strategic alignment and renewals.

Collaborate cross-functionally to drive success

• Partner closely with Customer Success Managers who lead onboarding, adoption, and long-term product success to ensure a seamless customer experience. Work together to identify evolving business needs and align solutions that unlock expansion.
• Collaborate with our dealer network to negotiate contract terms, articulate value, and deliver measurable ROI that drives continued investment in Propeller.

Maximize customer impact and account value

• Engage customers with clear, compelling updates on pricing changes and new product offerings to drive awareness and adoption.

Your Skills

• 1–2 years of B2B SaaS account management experience, including ownership of churn prevention, expansion, and upsell opportunities. You have excelled in a sales role at a SaaS company with a strong history of quota attainment.
• Prior experience with the discovery and value proposition phases of a sales cycle.
• Negotiation experience, including the ability to handle tough conversations with customers, overcome objections, and re-educate customers on our terms of service.
• Prior experience working with channel partners and end customers.
• Team player with experience collaborating cross-functionally in support of shared renewal goals, and the ability to successfully work with both the customer success and sales teams.

Benefits

• Fully paid employee United Platinum PPO medical, dental, and vision coverage
• 20 days paid vacation time per year with no accrual or carryover cap
• 3% non-elective employer contribution to 401(k)
• Employee share options
• Professional development budget and leave
• The opportunity to take part in our mentorship program
• Monthly telephone and/or internet allowance
• Paid primary & secondary parental leave policies
• Hybrid work arrangements and WFH equipment provided

The base salary range offered for this role is $63,000 - $75,000. There is also an annual variable range of $20,000 - $30,000. This range is tied to the market for this job in Colorado. Any salary offer extended will be based on skills, knowledge, and experience.

About Propeller

Propeller is for everyone, so come as you are. We value all types of experience, skill, and ability.  If you don’t think you meet all the requirements, but still think this role would be a good fit, we’d love to hear from you.

Diversity makes our team more creative, fun, and effective, so bring your whole self to the application process, and we will too!

If you’re interested in what life at Propeller is like, check out our employee-owned Medium blog page!