Manage at least 45 SMB higher education accounts, driving renewals, retention, upsells, and cross-sells. Conduct high-volume outreach, product demonstrations, account check-ins, and discovery calls while tracking sales KPIs and maintaining accurate CRM records. Collaborate with Customer Success and Support to resolve customer issues and identify growth opportunities. Requires SaaS account management experience, consistent quota attainment, and occasional travel.
The Account Manager for SMB is a high-paced, activity-driven sales role focused on driving Gross Retention Rate (GDR) and Net Retention Rate (NDR) across a book of business of at least 45 SMB higher education accounts. This position requires high-volume daily outreach, quantifiable performance tracking, and fast-paced commercial execution. The AM owns contract renewals, upsells, and cross-selling new Pathify modules and features, while working closely with Customer Success to swiftly address and resolve technical support issues for customers.
Key Responsibilities
Essential Functions:
- Maintain high daily/weekly outreach activity to manage a book of business of at least 45 SMB customer accounts
- Drive key retention and growth metrics, targeting specific Gross Dollar Retention (GDR) and Net Dollar Retention (NDR) goals
- Manage full renewal cycles, ensuring high customer retention across all assigned SMB institutions
- Identify and close expansion opportunities by cross-selling new Pathify features, add-ons, and modules
- Collaborate closely with Customer Success and Support teams to route, monitor, and resolve technical support issues rapidly
- Conduct regular account check-ins and run high-frequency product discovery calls to showcase feature enhancements
- Track quantifiable KPIs including daily call/email volume, demo completion rates, pipeline velocity, and renewal timelines
- Deliver quick, value-driven demonstrations of new Pathify capabilities tailored to SMB client needs
- Maintain meticulous CRM records, logging all daily activities, renewal statuses, and upsell pipeline updates in real time
- Research trends in Higher Education and Technology and discover new opportunities to increase sales
- Log activities and update pipeline metrics daily
- Maintain a strong understanding of the Pathify platform, especially focusing on best practices and valuable use cases
- Other duties as assigned
Skills, Knowledge and Expertise
- High-energy, activity-driven mindset with strong organization and time management skills
- Capacity to use initiative and independent judgment appropriately while making decisions quickly and effectively
- Rapid mastery of the technology
- Willingness to motivate colleagues and teams to work towards shared sales targets and strategies
- Comfortable with quantifiable metrics, daily call/activity expectations, and aggressive retention targets
- Entrepreneurial spirit, intellectual curiosity, and persuasive confidence
- Demonstrated desire for continuous learning and improvement
- Trust, positivity, patience, and a desire to learn and have fun
- Ability to use standard office equipment, computer equipment and software, including word processing, database management, spreadsheet applications, and electronic mail
- 2-3 years of account management in a SaaS environment, or equivalent experience in a similar role
- Evidence of consistent above quota production in a similar role
- Ability to travel occasionally
- Higher Ed tech experience a plus
- Start-up professional experience a plus
Benefits
At Pathify, we’re obsessed with improving the student experience—but we know we can’t do that if our own team’s experience isn't top-tier. We don't just offer "perks"; we offer a safety net and a launchpad so you can do your best work without sweating the small (or big) stuff.
Here’s a look at how we take care of our own:
Health & Harmony 🌿
We want you feeling your best, whether you're at your desk or out exploring the world.
Comprehensive Coverage: Robust Health, Dental, and Vision insurance to keep you and your family "high-def" and healthy.
Tax-Smart Savings: Choose between a Flexible Spending Account (FSA) or a Health Savings Account (HSA) to keep more of your paycheck where it belongs.
Peace of Mind: Life happens. Our Life Insurance policy ensures you and your loved ones are always protected.
Time to Recharge: We believe in unlimited Paid Time Off (PTO) that you actually use. Whether it's a beach, a mountain, or a couch, go find your happy place.
Growing Families: Our Parental Leave policy gives you the time you need to bond with your newest family member without the stress of "checking in."
Wealth & Wisdom 💰
We’re invested in your future just as much as you are.
Future-Proofing: Our 401(k) plan helps you build your nest egg, and our Company Match means we’re literally putting our money where our mouth is to help you retire in style.
Never Stop Learning: We’re in EdTech, after all! Our Student Loan Reimbursement program helps you level up your skills, whether it's a certification or a new degree.
The Pathify Lifestyle 🏠
Since we’re a modern team, we make sure your daily "office" life is actually enjoyable.
Home Office Stipend: We’ll help you deck out your workspace. Whether you need an ergonomic chair or a second monitor, we’ve got your back (literally).
Wellness & Mental Health (Bonus!): Access to an Employee Assistance Program (EAP) and mental health resources, because your brain is your most important asset.
The Bottom Line: We’re building the future of higher education, and we want you to have a blast while doing it. If you’re looking for a place that treats you like a human first and an employee second, you’ve found it.
Compensation:
$100,000 - $125,000 / year OTE
$60-80K Base + Commissions
Here’s a look at how we take care of our own:
Health & Harmony 🌿
We want you feeling your best, whether you're at your desk or out exploring the world.
Comprehensive Coverage: Robust Health, Dental, and Vision insurance to keep you and your family "high-def" and healthy.
Tax-Smart Savings: Choose between a Flexible Spending Account (FSA) or a Health Savings Account (HSA) to keep more of your paycheck where it belongs.
Peace of Mind: Life happens. Our Life Insurance policy ensures you and your loved ones are always protected.
Time to Recharge: We believe in unlimited Paid Time Off (PTO) that you actually use. Whether it's a beach, a mountain, or a couch, go find your happy place.
Growing Families: Our Parental Leave policy gives you the time you need to bond with your newest family member without the stress of "checking in."
Wealth & Wisdom 💰
We’re invested in your future just as much as you are.
Future-Proofing: Our 401(k) plan helps you build your nest egg, and our Company Match means we’re literally putting our money where our mouth is to help you retire in style.
Never Stop Learning: We’re in EdTech, after all! Our Student Loan Reimbursement program helps you level up your skills, whether it's a certification or a new degree.
The Pathify Lifestyle 🏠
Since we’re a modern team, we make sure your daily "office" life is actually enjoyable.
Home Office Stipend: We’ll help you deck out your workspace. Whether you need an ergonomic chair or a second monitor, we’ve got your back (literally).
Wellness & Mental Health (Bonus!): Access to an Employee Assistance Program (EAP) and mental health resources, because your brain is your most important asset.
The Bottom Line: We’re building the future of higher education, and we want you to have a blast while doing it. If you’re looking for a place that treats you like a human first and an employee second, you’ve found it.
Compensation:
$100,000 - $125,000 / year OTE
$60-80K Base + Commissions
About
It’s time to change the way we think about the higher ed digital ecosystem. The truth is, there’s a massive void at the center of the higher ed digital ecosystem because there’s no centralized user experience unifying everything. Pathify is an innovative engagement hub that delivers a dynamic, personalized, and centralized experience to every user on any device. No more searching aimlessly for the right information. Pathify actively surfaces the personalized info and tools each user needs, from any school system. Create a clear path to student success and enrich your school identity with a meaningful and engaging digital campus experience — for the entire student lifecycle. Better technology and a better experience = happier students.
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