Growth Manager

About the Role

The Growth Manager leads the commercial strategy for Airship’s Enterprise customers and plays a key role in driving revenue growth across the customer base. You own the commercial lifecycle from expansion planning through negotiation and contract execution. You are responsible for pricing, packaging, commercial positioning, and ensuring predictable and successful renewal and expansion outcomes.

You partner closely with Client Experience Managers (CXM), who own the customer relationship, adoption, and value realization. CXMs surface insights, value stories, risks, and signals that support commercial timing. You turn those insights into clear strategies and outcomes that expand Airship’s footprint and protect existing revenue.

This role requires strong commercial acumen, negotiation skills, executive communication, and the ability to manage a fast-moving pipeline while collaborating across many internal teams.

What You'll Do

• Own commercial strategy and performance for assigned Enterprise accounts
• Lead all commercial motions, including pricing, packaging, proposal creation, negotiation, and contract execution
• Develop renewal and expansion plans that align with customer value, usage patterns, and strategic goals
• Drive renewal readiness by tracking key dates, securing timely signatures, and removing blockers to keep renewals on schedule.
• Chase outstanding invoices with customers and coordinate internally to ensure payment is received.
• Analyze adoption trends, product usage, and whitespace to identify high-value upsell and cross-sell opportunities
• Partner closely with Client Experience Managers to understand customer health, value delivery, risks, and expansion readiness
• Participate in strategic business reviews by presenting commercial insights, renewal and expansion considerations, and long-term commercial recommendations that align with customer value and business objectives
• Create commercial proposals, order forms, and deal structures that meet customer needs while supporting Airship’s revenue objectives
• Manage forecasting, pipeline accuracy, and weekly bookings reporting to support planning and decision-making
• Collaborate with Product, Legal, Finance, Solutions, and Data teams to remove deal blockers and accelerate execution
• Build business cases for expansions using customer outcomes, ROI insights, and product value
• Represent customer needs and competitive insights internally to influence pricing strategy and product direction
• Ensure CRM data is accurate and up to date for forecasting, pipeline visibility, and internal alignment
• Communicate commercial insights, risks, and recommendations to senior leadership and cross-functional teams
• Support strategic initiatives that improve renewal performance, expansion rates, and overall revenue growth
• Travel as needed to attend customer meetings, executive discussions, and commercial negotiations
• Maintain accurate CRM documentation for pipeline, forecasts, and commercial activities

What We're Looking For

• 5+ years of experience in SaaS sales, account management, or commercial roles with responsibility for revenue outcomes
• Strong negotiation and pricing skills with the ability to structure deals that meet both customer and business needs
• Extensive track record of achieving revenue goals and driving commercial success
• Ability to think strategically, plan long-term, and execute against near-term objectives
• Proven ability to build trust and create strong relationships at the executive level
• Demonstrated success selling to C-level and multi-level stakeholders within complex enterprise organizations
• Strong communication and presentation skills, with the ability to lead internal and external meetings and executive briefings
• Experience in analyzing customer usage and identifying whitespace opportunities and expansion pathways
• Ability to collaborate effectively with legal, finance, product, and solutions teams to move deals forward
• Familiarity with marketing technology, software, and mobile engagement platforms
• Proficiency with CRM systems such as Salesforce and comfort managing forecasting and opportunity pipelines
• Experience experimenting with AI tools in your personal or professional life - or an eagerness to learn!

Work Location & Travel Requirements

Airship’s ‘Digital First’ approach to work means that for the majority of our roles, work can be performed remotely, either some or most of the time. Airship believes that flexible work contributes to a more productive and more equitable work environment, and that Airshippers are able to collaborate, innovate, and support one another across different locations and timezones.

Some roles may require that employees perform their work from a specific location to support business activities, and/or be within proximity to an Airship office location or customer or partner locations, while other roles can be performed 100% remotely. 

This position is fully remote and may require up to 15% travel based on business needs or as requested by your manager.

Compensation

Base pay is part of the total compensation package and is determined by a variety of factors such as relevant skills, work experience, business priorities, market demands, and location. This role offers stock options, providing a direct opportunity to share in Airship’s success.

Benefits & Perks

• Medical insurance options for you and your dependents
• Flexible time off, paid holidays, paid parental leave, and paid volunteer time off 
• Support for your overall wellbeing with employer-subsidized mental health and employee wellness programs
• A digital-first work environment and a monthly stipend to support remote work
• And more!

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**Please Note: To ensure the security of your personal information, Airship will only contact candidates through email addresses ending with “@airship.com”.