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Requirements
Basic Function:
The Enterprise Account Manager owns a defined portfolio of large, named priority accounts within an assigned geographic territory and serves as the primary point of contact for those firms. This is an expansion-focused role accountable for growing revenue within an assigned book of business of approximately $8M, deepening relationships across each firm, and driving adoption of ETS service lines (Cost Segregation, R&D Tax Credits, Energy Tax, and related specialty tax services) across the account base. The Enterprise Account Manager is not responsible for net-new logo prospecting; the mandate is to retain, expand, and maximize the lifetime value of existing strategic accounts.
Principal Responsibilities: Account Ownership & Territory Management
Serve as the named, single point of contact for an assigned portfolio of large priority accounts within a defined geographic territory, owning the overall health and growth of each relationship
Develop and maintain account plans for each named firm, including stakeholder maps, service-line penetration, and a clear path to expansion
Build trusted, multi-threaded relationships across each account — engaging principals, partners, and decision-makers beyond the original point of contact
Revenue Growth & Expansion
Own a book of business of approximately $8M in account revenue and carry an annual expansion target against that portfolio
Identify, qualify, and close cross-sell and up-sell opportunities across ETS service lines within assigned accounts
Proactively surface new engagements by understanding each client's evolving tax position, transaction activity, and business changes
Forecast account revenue accurately and maintain a clear, current view of expansion pipeline by account
Relationship Management & Retention
Drive client satisfaction, retention, and renewal across the assigned portfolio, acting as the client's advocate within ETS
Coordinate the delivery experience by partnering with operations and technical teams to ensure work product meets client expectations and timelines
Conduct regular account reviews with key firms to reinforce value delivered and align on upcoming needs
CRM Discipline & Reporting
Maintain accurate, current account, contact, and opportunity records in the CRM, adhering to organizational hygiene standards
Deliver a consistent reporting cadence on account status, expansion pipeline, and forecast to the Sales Operations Manager
Track and stage opportunities accurately from identification through close, flagging risks and bottlenecks for timely action
Cross-Functional Coordination
Serve as the operational liaison between assigned accounts and ETS marketing, sales, and operations teams to ensure aligned messaging, qualified opportunity flow, and delivery capacity
Partner with the Sales Operations Manager on intake standards and handoff readiness to ensure expansion deals are operations-ready at close
Skills and Qualifications:
Strong expertise in enterprise or strategic account management, client relationship management, and revenue expansion.
Proven track record of growing revenue within an existing book of named accounts.
Strong consultative selling skills with the ability to identify and close cross-sell and up-sell opportunities.
Ability to manage multiple high-value relationships and competing priorities in a fast-paced, deadline-driven environment.
Highly organized with strong account planning and project management capabilities.
Skilled at building trust and influence with senior stakeholders and decision-makers.
Able to work independently while coordinating effectively with cross-functional stakeholders.
Promotes teamwork, accountability, and transparency across teams.
Education/Certification:
Bachelor's degree (B.A./B.S.) or equivalent from a four-year college; or
Five (5) to Seven (7) years related experience in account management, enterprise sales, client services, or a related field; or an equivalent combination of education and experience.
Language & Communication Skills:
Strong written communication skills, including client correspondence, account plans, and business reporting.
Ability to present information clearly and communicate persuasively with stakeholders at all levels.
Effective cross-functional collaboration and communication.
Reasoning & Analytical Skills:
Strong problem-solving skills with the ability to analyze account data and identify growth opportunities.
Ability to interpret and execute across written, verbal, and operational instructions.
Critical thinker with strong forecasting and account-planning capabilities.
Computer Skills: Knowledge of CRM software (ZOHO preferred), MS Office (Excel, Word, Teams, Outlook), and various sales reporting tools.