Account Manager – Enterprise & Mid-Market (Client Growth & Retention)

Location: Remote US

About VikingCloud

VikingCloud is the leading Predict-to-Prevent cybersecurity and compliance company, offering businesses a single, integrated solution to make informed, predictive, and cost-effective risk mitigation decisions – faster. Powered by the Asgard Platform®, the industry’s largest repository of anonymized cybersecurity and compliance event data, we continuously monitor and analyze over 6+ billion online events every day.

VikingCloud is the one-stop partner trusted by 4+ million customers to provide the predictive intelligence and competitive edge they need to stay one step ahead of cybersecurity and compliance disruptions to their business. Our 1,000 dedicated cybersecurity and compliance expert advisors understand that it’s not just about technology. It’s about transacting business and delivering an exceptional customer experience every day, without fail. That’s the measurable value we deliver. And that’s what we call, Business Uninterrupted.

This Position

We are seeking a proactive and client-focused Account Manager to lead key renewals and expansion sales across a portfolio of Enterprise and Mid-Market accounts. This is a farmer role, responsible for driving retention, expanding account value, and ensuring customer satisfaction with VikingCloud’s PCI compliance, cybersecurity, and MSSP solutions.

The ideal candidate is highly skilled in value-based and consultative selling, is highly proficient in MEDDICC or strategic selling frameworks, and excels at engaging executive-level stakeholders to uncover and address critical compliance and security needs.

You bring executive presence, excellent communication skills, and a proven track record of meeting or exceeding renewal and upsell ARR quotas and forecasts accuracy. You thrive in a fast-paced environment, have deep knowledge of your territory, and maintain strong relationships with key enterprise accounts. Travel: Up to 15%

Responsibilities

• Own and manage a book of business consisting of Enterprise and Mid-Market clients, focused on renewals, upsells, and cross-sells.
• Serve as the primary commercial point of contact post-sale, maintaining deep relationships with key decision-makers across IT, Compliance, Security, and Procurement.
• Develop and execute account growth strategies to drive annual recurring revenue (ARR) expansion within existing accounts.
• Proactively manage and forecast renewal timelines, ensuring high retention rates and timely contract execution.
• Identify and qualify expansion opportunities by understanding client needs, pain points, and evolving business objectives.
• Use value-based selling and consultative engagement to position new services or upgrades that align with client priorities.
• Collaborate with Delivery/Operations, Solutions Engineering, Product, and Support to drive client satisfaction and secure renewals.
• Leverage Salesforce.com to manage pipeline, log activities, and maintain up-to-date account intelligence and forecasting accuracy.
• Track and report on key account metrics including retention, NRR (Net Revenue Retention), and upsell pipeline.

Qualifications

Preferred Qualifications

• Experience in PCI DSS compliance, cybersecurity, or managed security services.
• Familiarity with compliance standards and regulatory environments across industries.
• Familiarity with Salesforce dashboards, reports, and forecasting tools.

Qualifications

• 5+ years of experience in account management, customer growth, or post-sales enterprise sales in compliance, cybersecurity, or MSSP/SaaS.
• Proven success in managing complex accounts and driving renewals and upsells across multi-stakeholder environments.
• Strong understanding of consultative and value-based selling techniques; experience applying methodologies like MEDDICC or Strategic selling.
• Excellent communication and presentation skills, with the ability to engage and influence executive-level clients (CIO, CISO, VP IT, Compliance, etc.).
• Skilled at managing multiple priorities and timelines while delivering a premium client experience.
• Highly proficient with Salesforce.com CRM and sales enablement/reporting tools.
• Strong business acumen with a customer-first mindset and a drive for measurable impact.
• Bachelor’s degree or equivalent experience preferred.

Compensation and Benefits

• Competitive base salary + uncapped commission
• Health, dental, and vision benefits
• 401(k) with company match
• Generous PTO and holiday plan
• Career advancement in a growing, global compliance and cybersecurity company
• Remote-friendly, flexible work environment

Join VikingCloud and help protect the data and infrastructure powering the world’s most recognized franchise brands.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, political affiliation or opinion, medical condition, status as a veteran, and/or any other federal, state, or local protected class.