Senior Account Manager

Job Description:

DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future.

The Territory Account Manager is an individual contributor with two complementary commercial responsibilities. The role owns a defined territory and portfolio of existing DataRobot customers, with direct accountability for securing renewals, protecting recurring revenue and identifying, managing and closing upsell and expansion opportunities. In parallel, the role acts as a Business Development Representative (BDR) overlay across the wider sales team, supporting Account Executives with targeted outbound prospecting, qualification and new-logo pipeline generation. Success requires proactive customer engagement, disciplined forecasting and close collaboration with Sales, Customer Success, Marketing and other internal stakeholders.

Key Responsibilities:

• Territory Renewal Ownership: Own the end-to-end commercial renewal process for an assigned portfolio of customers, from early planning and engagement through pricing, negotiation and on-time signature.
• Revenue Retention & Renewal Risk: Maintain a forward-looking renewal calendar, identify churn and downsell risks, develop mitigation plans and coordinate with Customer Success to protect recurring revenue.
• Upsell & Expansion Management: Identify additional DataRobot use cases, workloads and business units within existing accounts; develop expansion opportunities and personally progress and close upsell and cross-sell deals.
• Customer & Commercial Engagement: Build relationships with business sponsors, procurement and technical stakeholders; coordinate value reviews, proposals, contracting and internal approvals.
• Team-Wide BDR Overlay: Support Account Executives across the sales team by researching and targeting high-potential new-logo accounts and buying groups, alongside direct ownership of the assigned territory.
• Outbound Engagement & Multi-Channel Execution: Execute targeted outreach via email, phone, social platforms and event follow-up to generate interest and qualified discovery meetings for Account Executives.
• Discovery Readiness & Hand-Offs: Qualify business needs, stakeholders and buying intent; hand qualified opportunities to Account Executives with clear context, next steps and opportunity alignment.
• Pipeline Coverage & Activity Targets: Maintain agreed outreach, meeting and conversion targets to support consistent pipeline generation for the wider sales team.
• CRM, Forecasting & Reporting: Accurately maintain renewal status, expansion opportunities, forecast updates, prospecting activity and pipeline records in Salesforce and other sales tools.

Knowledge, Skills and Abilities:

• Ability to manage renewal and expansion opportunities end to end, including commercial negotiation and securing customer commitment
• Strong account management and consultative selling skills, including identifying churn risks, customer value and account growth opportunities
• Demonstrated ability to execute outbound prospecting campaigns, qualify early-stage opportunities and secure discovery meetings
• Excellent communication and stakeholder management skills across business, technical, procurement and executive audiences
• Curiosity and critical thinking mindset - able to connect customer pain points to relevant DataRobot GenAI use cases
• Strong prioritisation and organisational skills to balance individual revenue ownership with a team-wide BDR overlay
• Experience using CRM, forecasting and sales engagement tools (e.g., Salesforce, Outreach, ZoomInfo)

Requisite Education and Experience / Minimum Qualifications:

• 2+ years of B2B sales, account management, renewals or business development experience; SaaS or enterprise technology experience preferred
• Experience managing customer relationships, commercial negotiations and outbound prospecting; accountability for renewals or expansion is preferred
• Bachelor’s degree or equivalent work experience

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!

DataRobot Operating Principles:

• Wow Our Customers
• Set High Standards
• Be Better Than Yesterday
• Be Rigorous
• Assume Positive Intent
• Have the Tough Conversations
• Be Better Together
• Debate, Decide, Commit
• Deliver Results
• Overcommunicate

Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit.

DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.

Use of Artificial Intelligence in Our Hiring Process

DataRobot uses approved AI-powered tools to support the hiring process in selected regions. These tools may assist in writing job descriptions, reviewing applications, assessing qualifications, and evaluating candidate materials. All decisions regarding applications are made by members of the DataRobot team.

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