Enterprise Account Manager

Expensify · Remote · US

Posted today

Account Growth: you grow customers the company already has (upsell, cross-sell, renewals).

Base: $90K–$150K
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 6h ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 1h agoon Expensify's careers page

Apply on Expensify →

The job

What you'd do

Look after a short list of very big companies that use Expensify, from setup through contract renewal, and help them use more of it. You'll mostly work with customers you already have.

What you'd sell

Automates expense tracking so people spend less time on receipts

When a company has to keep track of what its people spend on trips, meals, and supplies, there's a pile of receipts to sort and log. The problem is, all that sorting and logging eats up time people would rather spend on their real goals. Expensify automates the expense work, so employees spend less time on receipts and more time on the job they were hired to do.

In plain English, from their own job posts. Something wrong? Tell me · More Finance & payments companies →

Who you'd sell to

Finance, IT and operations leaders at big companiesIn their words: “Building trusted relationships with senior stakeholders across finance, IT and operations, right up to the C-suite”

Where deals come from

Mostly handed to you: inbound leads or a set list of customers.

The Braun Read

Worth a look

Solid on the basics. Use the first call to fill in the gaps.

Pay: Base is listed but not OTE. Ask what the variable is and how many people hit it.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle. Ask about all five.
Time on market: Brand new.
Company hiring: 3 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Green lights

Gets leads from SDRs. You won't be building all of your own pipeline from zero.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.

Got an offer from Expensify? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

YOUR MISSION, SHOULD YOU CHOOSE TO ACCEPT Join our passionate team of customer experts to solve real-world problems and help people spend less time managing expenses and more time pursuing their real goals. As we revolutionize the way people manage their expenses, being part of the Expensify team means building the easiest, fastest, and most efficient platform to automate everything expense-related. ACCOUNT MANAGEMENT AT EXPENSIFY Own a portfolio of our biggest customers, from onboarding through renewal and growth. You'll be the person enterprise customers trust to keep things running, and to spot the next opportunity before they've even asked. If you like turning usage data into revenue outcomes and holding your own in a C-suite conversation, this one's for you. As an Enterprise Account Manager, your responsibilities include: - Building trusted relationships with senior stakeholders across finance, IT and operations, right up to the C-suite - Owning the full account lifecycle, from onboarding through adoption, renewal and growth - Spotting risk and configuration issues early, and proactively solving them - Guiding customers through migrations and product rollouts, instilling confidence in the product and your ability to support them in any software transition within their tech stack - Turning usage data into a clear account plan that ties activity back to revenue - Driving adoption of Expensify's core products, including expense management, global reimbursement, Expensify Card and Travel - Troubleshooting technical issues hands-on, from accounting integrations and card feeds to SSO and API workflows, and tracing each one to its root cause - Acting as the bridge between customers and our product and engineering teams, translating customer feedback into something they can act on - Managing renewals, upsell and cross-sell conversations, and holding your own in contract talks You'll be expected to: - Improve net dollar retention across your portfolio - Engage with your accounts every quarter - Forecast and increase contract renewals - Increase product adoption across your accounts ABOUT YOU We're looking for an Enterprise Account Manager who thinks like a product manager and acts like a trusted advisor. You understand how software works, and financial systems knowledge is a bonus. You're comfortable with data, not vibes, and you build account plans that tie activity back to revenue. You use AI to work smarter, but you never let it replace your own judgment. You see a problem and want to fix it, even when it isn't technically yours to fix. EXPERIENCE AND BACKGROUND Required - 3+ years of B2B SaaS account management or customer success experience, with direct ownership of a customer portfolio - Experience owning renewals, retention, and growth, including commercial conversations around pricing, expansion, or contract terms - Strong product and technical fluency, with experience working through APIs, integrations, or other connected software systems - Strong data literacy, including using spreadsheets, dashboards, usage data, and reporting tools to make decisions and build a business case - Strong written and verbal communication, with the ability to work effectively with both technical teams and senior customer stakeholders - Comfort operating autonomously, setting priorities and managing competing demands without heavy day-to-day direction Desirable - Experience with FinTech, payments, spend management, accounting, ERP, or other financial software - Familiarity with tools and integrations such as NetSuite, Okta, Workday, HubSpot, GitHub, Gong, or similar platforms - Experience using AI to automate workflows, improve processes, or solve business problems - Experience managing global customers and working effectively across time zones and asynchronously COMPENSATION & BENEFITS: - 401(k) with up to 4.5% employer match - 100% employer-paid medical, dental, and vision coverage - $20,000 annual fertility and family-building benefit through Carrot - Up to $5,000 in relocation reimbursement if you move to one of our offices - Three months of paid parental leave; six months for birthing parents - Commuter, healthcare FSA, and dependent care FSA benefits - Flexible vacation policy We’re committed to providing a fair and inclusive hiring experience. If you need a reasonable accommodation at any stage of the process, just let us know—we’re happy to help

Apply →