About the role
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
Originally posted on Himalayas
