Account Manager

Description

About Us

Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary business cost but an integral driver of growth. With Panorays, our customers’ defenses constantly evolve with their risk landscape, enabling companies to scale confidently with a solution that grows as they do.

About the Role

We are looking for a talented, highly motivated Account Manager (AM) to join the Panorays team. The AM will own and manage relationships with decision-makers, drive upsells and expansions, and ensure seamless renewals. The successful candidate will build trusted partnerships with customers, expand Panorays’ reach within their organizations, and proactively address needs to maximize satisfaction, retention, and growth. This position requires travel to meet customers face-to-face, build stronger relationships, and support account growth. The AM will report directly to the Team Lead (AM Team).

• Build and nurture strong relationships with decision-makers, addressing risks proactively to ensure satisfaction and retention.
• Identify upsell and expansion opportunities, drive renewals, and negotiate contracts to secure long-term partnerships.
• Expand Panorays’ presence across customer organizations by engaging stakeholders and uncovering broader needs.
• Partner with Customer Success Managers (CSMs) to resolve challenges, translate customer insights into actions, and deliver value-driven solutions.
• Advocate for customer needs internally, ensuring alignment across teams and continuous improvement of the customer experience.
• Monitor customer environments to identify potential issues and ensure seamless platform usage.
• Prepare and lead account reviews and presentations, demonstrating business value and strategizing future initiatives.

Travel as needed to visit customers, strengthen relationships, and align on strategic goals through face-to-face interactions.

Experience & Skills

• 3-5 years of experience in account management, customer success, or a related role in a B2B enterprise SaaS environment.
• Proven success in driving upsells, renewals, and expansions while meeting or exceeding revenue targets.
• A solid understanding of numbers, business strategies, and how to align solutions with customer goals.
• Familiarity with third-party risk management, cybersecurity, or GRC is a plus.
• Proficiency in tools like Salesforce, Gong, LinkedIn Sales Navigator, and other CRM and sales enablement tools.
• Strong interpersonal and relationship-building skills, with a proven ability to manage complex customer accounts.
• Excellent presentation and communication skills, including experience engaging with C-Suite stakeholders.
• Self-motivated, adaptable, and eager to thrive in a fast-paced, collaborative environment.

About You

• Results-Driven – You are motivated by goals and thrive on driving customer growth and retention.
• Relationship Builder – You enjoy engaging with customers, understanding their needs, and fostering long-term partnerships.
• Strategic Thinker – You can see the big picture, align customer goals with Panorays' solutions, and drive revenue expansion.
• Problem Solver – You proactively identify challenges and find creative ways to resolve them.
• Strong Communicator – You excel in presenting ideas, leading account reviews, and engaging with C-Suite stakeholders.
• Self-Starter – You take initiative, manage priorities effectively, and thrive in a fast-paced environment.
• Adaptable & Resilient – You embrace challenges and quickly adjust to evolving customer needs and market dynamics

For positions in New York City, we offer an OTE range of $150,000 - $180,000, plus equity, variable/incentive compensation, and benefits.AM position generally offers a competitive On-Target Earnings (OTE) incentive compensation structure. Please note that the base salary range is a guideline, and individual total compensation will vary based on qualifications, skill level, competencies, and work location. Company benefits include health, dental, and vision insurance, 401(k), and paid leave.

Requirements

About Us

Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary business cost but an integral driver of growth. With Panorays, our customers’ defenses constantly evolve with their risk landscape, enabling companies to scale confidently with a solution that grows as they do.

About You

• Results-Driven – You are motivated by goals and thrive on driving customer growth and retention.
• Relationship Builder – You enjoy engaging with customers, understanding their needs, and fostering long-term partnerships.
• Strategic Thinker – You can see the big picture, align customer goals with Panorays' solutions, and drive revenue expansion.
• Problem Solver – You proactively identify challenges and find creative ways to resolve them.
• Strong Communicator – You excel in presenting ideas, leading account reviews, and engaging with C-Suite stakeholders.
• Self-Starter – You take initiative, manage priorities effectively, and thrive in a fast-paced environment.
• Adaptable & Resilient – You embrace challenges and quickly adjust to evolving customer needs and market dynamics

About the Role

We are looking for a talented, highly motivated Account Manager (AM) to join the Panorays team. The AM will own and manage relationships with decision-makers, drive upsells and expansions, and ensure seamless renewals. The successful candidate will build trusted partnerships with customers, expand Panorays’ reach within their organizations, and proactively address needs to maximize satisfaction, retention, and growth. This position requires travel to meet customers face-to-face, build stronger relationships, and support account growth. The AM will report directly to the Team Lead (AM Team).

• Build and nurture strong relationships with decision-makers, addressing risks proactively to ensure satisfaction and retention.
• Identify upsell and expansion opportunities, drive renewals, and negotiate contracts to secure long-term partnerships.
• Expand Panorays’ presence across customer organizations by engaging stakeholders and uncovering broader needs.
• Partner with Customer Success Managers (CSMs) to resolve challenges, translate customer insights into actions, and deliver value-driven solutions.
• Advocate for customer needs internally, ensuring alignment across teams and continuous improvement of the customer experience.
• Monitor customer environments to identify potential issues and ensure seamless platform usage.
• Prepare and lead account reviews and presentations, demonstrating business value and strategizing future initiatives.
• Travel as needed to visit customers, strengthen relationships, and align on strategic goals through face-to-face interactions

Experience & Skills

• 3-5 years of experience in account management, customer success, or a related role in a B2B enterprise SaaS environment.
• Proven success in driving upsells, renewals, and expansions while meeting or exceeding revenue targets.
• A solid understanding of numbers, business strategies, and how to align solutions with customer goals.
• Familiarity with third-party risk management, cybersecurity, or GRC is a plus.
• Proficiency in tools like Salesforce, Gong, LinkedIn Sales Navigator, and other CRM and sales enablement tools.
• Strong interpersonal and relationship-building skills, with a proven ability to manage complex customer accounts.
• Excellent presentation and communication skills, including experience engaging with C-Suite stakeholders.
• Self-motivated, adaptable, and eager to thrive in a fast-paced, collaborative environment.

For positions in New York City, we offer an OTE range of $150,000 - $180,000, plus equity, variable/incentive compensation, and benefits.AM position generally offers a competitive On-Target Earnings (OTE) incentive compensation structure. Please note that the base salary range is a guideline, and individual total compensation will vary based on qualifications, skill level, competencies, and work location. Company benefits include health, dental, and vision insurance, 401(k), and paid leave.

Excerpt

We are looking for a talented, highly motivated Account Manager (AM) to join the Panorays team. The AM will own and manage relationships with decision-makers, drive upsells and expansions, and ensure seamless renewals.