This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Senior Account Manager serves as the primary business contact for an assigned portfolio of Safer accounts, including complex mid-market and enterprise partners. - Accountable for renewal strategy, expansion planning, customer health, and long-term revenue sustainability. - Operate as a Safer domain expert and trusted advisor, translating platform trust and safety needs into scalable solutions. - Navigate complex renewal cycles, proactively mitigate risk, identify expansion opportunities, and influence cross-functional partners. - Contribute to strengthening Safer’s broader account management systems, sharing best practices, and elevating standards across the team. What You’ll Do - Portfolio Ownership and Strategic Account Management: - Own planning, renewal execution, and expansion strategy for an assigned portfolio of Safer accounts. - Develop multi-threaded relationships across executive, legal, technical, and operational stakeholders. - Create structured account plans aligned to customers’ evolving trust and safety strategies and Safer’s product roadmap. - Lead executive business reviews grounded in performance data, return on investment narratives, and mission impact. - Renewal and Revenue Retention Leadership: - Independently craft renewal strategies for complex contracts, including pricing conversations, usage realignment, and expansion packaging. - Build risk assessments and renewal forecasts informed by usage data, contract performance, and stakeholder engagement. - Proactively identify churn risk and design mitigation plans in partnership with Product, Finance, and Legal. - Identify and drive expansion opportunities based on product adoption trends and emerging customer needs. - Account Health, Analytics, and Process Strengthening: - Monitor monthly usage against contractual commitments, identifying performance gaps and revenue implications. - Translate usage data and revenue insights into actionable recommendations for customers and internal stakeholders. - Maintain high-quality Salesforce documentation and forecasting accuracy. - Identify systemic friction in onboarding, billing, or renewal processes and recommend scalable improvements. - Contribute to the evolution of account management playbooks, renewal frameworks, and portfolio health metrics. - Cross-Functional Influence and Customer Advocacy: - Serve as the primary advocate for assigned accounts internally, ensuring customer needs are understood across teams. - Partner with Product and Engineering to communicate nuanced use cases and technical requirements. - Confidently discuss how Safer’s classifiers and services integrate into varied content moderation systems and infrastructures. - Bring cross-functional partners along in resolving complex customer challenges. - Mission Alignment: - Passionately promote Thorn’s mission to protect children and ensure Safer’s solutions are positioned with integrity and care. - Approach high-stakes account decisions with alignment to Thorn’s values. Qualifications - A deep commitment to putting the children we serve at the center of everything you do. - 5+ years of experience in Account Management, SaaS Sales, or Customer Success, including significant experience owning renewals for mid-market and enterprise accounts. - Demonstrated ability to independently manage complex, multi-stakeholder accounts with meaningful revenue impact. - Experience navigating ambiguous customer challenges and crafting structured, data-informed solutions. - Strong analytical fluency, including interpreting usage data, forecasting renewals, and identifying expansion signals. - Executive-level communication skills and the ability to influence cross-functional partners. - Strong proficiency in Salesforce, including reporting, forecasting, and opportunity management. - Exceptional organization and attention to detail in high-stakes renewal cycles. Technologies We Use - Salesforce - Kibana - Slack - Asana Compensation and Benefits A reasonable estimate of the compensation range for this role is $108,000-$130,000/year. This range takes into account the wide range of factors that are considered in making compensation decisions, including but not limited to location; skill sets; experience and training; licensure, and certifications. Our remote-first work model is structured around working from home most of the time. But, there will be times that employees are expected to travel. For example, Thorn may host company-wide gatherings, and smaller teams may hold in-person meetings and team-building events, or require attendance at specific conferences. At Thorn, we know that great people make a great organization. We value our people and offer employees a broad range of benefits.

• Achieve sales hardware and disposable sales quotas assigned • Responsible for maintaining short range and long-term plans for developing sales in the assigned territory • Responsible for uncovering new business opportunities, developing and keeping up to date an adequate pipeline of potential sales • Responsible for providing the required in-service education to customers. • Responsible for ensuring the proper technical scope review has been conducted prior to sale. • Responsible for maintaining organized account records, including account profiles and maintaining those in the company CRM, Salesforce .com. • Responsible for providing various reports as required by management • Responsible for maintaining and tracking demo and evaluation inventory and documenting the use thereof in Salesforce.com. • Each Territory Manager is financially responsible for the equipment assigned to them. • Spend an average of 3 days per week working in the field • Other projects as assigned

• Acts as the 'face' of Luna in a region. Has an understanding of field sales and applies knowledge and skills to complete a wide range of tasks. Is a problem solver - proactively communicates with high volume potential providers to ensure Luna's success. • Oversees and manages 3+ markets and focuses on key partners to grow sales. Collaborates closely and seamlessly with PRM partners to grow territory. • Utilize various business development practices to grow the region by working with our partners to increase awareness amongst physicians and clinical practices. • Manage high-volume partner accounts by identifying key opportunities for growth and executing against the plan. Build and maintain relationships with physicians and office personnel via effective and professional communication methods. • Achieve HVA physicians and accounts and implement the HVA process as needed. Encourage physicians and their team to refer patients to Luna by creating trust and belief in the Luna model, and providing excellent customer service. • Schedule and perform virtual and in person briefings with physician teams to introduce them to the Luna process and develop successful working relationships. • Analyze regional data and innovate new processes to increase patient volume. • Maintain orderly, comprehensive data to remain organized and knowledgeable of all working relationships and necessary follow-up communications. • Collaborate effectively and openly with Luna employees, specifically the internal key stakeholders partnered with you, and contribute respectfully, professionally, and kindly to the Luna team. • Meet or exceed monthly productivity and results-based goals. • Always maintains a resilient, determined attitude.

• Formulate and execute a sales strategy within an assigned region. • Carry quota for the entire Boomi suite of products and drive revenue growth within your existing customer base. • Work closely with current customers as a trusted advisor to deeply understand their unique company challenges and goals. • Consult with customers on the Boomi Platform to evangelize solutions that will help them reach their business goals and blaze new trails within their organizations. • Contribute to our business growth in a fast-paced, collaborative, and fun atmosphere, as a valued member of our sales community. • Participate in the development and management of local field events