This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description We’re hiring a Senior Account Manager (SMB) to own retention and expansion across a portfolio of small- to medium-sized business customers. You will drive measurable revenue outcomes through strategic account planning, disciplined execution, and consultative engagement. This role balances high-volume execution with selective strategic focus — identifying high-potential accounts, engaging executive stakeholders where needed, and aligning ABBYY solutions to customers’ business objectives. What You’ll Do - Commercial & Revenue Leadership - Own and exceed retention (GRR) and expansion (New ARR) targets across your SMB portfolio - Lead renewal and expansion cycles with a structured, value-based approach, applying MEDDPICC or other qualification frameworks where appropriate - Navigate pricing and negotiation dynamics to protect revenue and accelerate growth - Maintain forecasting accuracy and clear pipeline visibility in Salesforce - Manage a high-volume book of business while prioritizing accounts with the greatest growth potential - Strategic Customer Engagement - Build multi-threaded relationships across business and executive stakeholders on strategic accounts - Act as a trusted advisor by aligning ABBYY solutions to measurable operational outcomes - Conduct business reviews that highlight value realization and identify targeted expansion opportunities - Identify churn risk early and proactively engage customers to mitigate it - Growth & Expansion Strategy - Identify and qualify upsell and cross-sell opportunities based on usage data, adoption trends, and customer goals - Drive scalable expansion motions while focusing strategic efforts on accounts with the highest growth potential - Collaborate with Technical Success, Product, and Services teams to support execution and adoption - Apply structured deal qualification to improve expansion velocity and win rates - Operational Discipline - Maintain high CRM hygiene across activity, contacts, opportunities, and forecasting - Deliver reliable weekly and quarterly forecasts with disciplined pipeline management - Leverage data and reporting to guide account prioritization and focus Qualifications - 5+ years of SaaS account management or quota-carrying sales experience with retention and expansion responsibility - Proven success managing a high-volume SMB portfolio while delivering consistent commercial outcomes - Experience with structured deal qualification (MEDDPICC or other frameworks) in renewal and expansion cycles - Strong strategic account planning and executive communication skills - Demonstrated proficiency with Salesforce and disciplined forecast execution - Self-motivated, accountable, and comfortable operating with autonomy Requirements - Experience with Intelligent Document Processing (IDP), automation, AI/ML, RPA, or related technologies - Experience identifying strategic SMB accounts for targeted growth - Ability to translate technical capabilities into clear business value for non-technical stakeholders - Experience mentoring peers and contributing to internal best practices Benefits - Three weeks paid time off plus 15 paid holidays and floating holidays - Gym membership subsidy - Medical and dental insurance - Pet insurance - Employee Assistance Program - College Savings Plan - Travel assistance - 401(k) with up to 4% employer match

• Develop the specification business by building strong relationships with architects, lighting designers, consultants, and other influencers in the professional lighting value chain • Promotes Signify’s full professional lighting portfolio through presentations, workshops, and design consultations • Engages with architects, consultants, and lighting designers to influence the inclusion of Signify products and systems in project specifications and tender documents • Creates demand and future sales opportunities by securing Signify specifications and influencing lighting project designs • Provides expert guidance on lighting applications, design principles, and standards • Collaborates with Lighting Application and Product teams to propose technically sound, compliant, and aesthetic lighting solutions • Works with Sales Managers and Commercial Leaders to ensure conversion of specification pipeline to order intake and coordinates with Marketing teams to align specification activities with business objectives • Creates awareness of latest innovations from Signify offerings by engaging frequently with specifier accounts in the form of events, seminars, webinars, visits to LACs, training programs and knowledge sharing sessions • Educates the market on lighting trends, technologies, and sustainability topics • Represents Signify in professional events and lighting design forums • Ensures all project and specification activities are accurately tracked and updated in CRM systems to maintain transparency and pipeline visibility • Tracks project creation, influence-to-order conversion, and contribution to overall pipeline growth • Monitors lighting design trends, new technologies, and competitor specifications to identify opportunities for differentiation and thought leadership • Continuously develops product knowledge, lighting design expertise, and presentation skills • Takes ownership of personal learning journey through participation in product, design, and sustainability training programs • Keeps current on industry standards, certification requirements, and sustainability trends

• Consistently monitor client communication on Slack, email, and other CRMs. • Understand customer requirements/concerns and answer questions promptly with clarity and empathy. • Serve as a POC for customers with regard to the client’s advertising and technical needs. • Coordinate between the client and Socioh’s design, production, sales/marketing, and tech teams to ensure that client requirements are met in a timely manner. Communicate project scope, goals, deliverables, and timelines effectively across teams. • Manage multiple conversations/projects simultaneously, while prioritizing key accounts. • Tracking progress on all accounts via CRM/account management tools so that tasks are not dropped. • Test and use Socioh’s in-house software so you have a deep understanding of our app and how it works with Meta. • Set up ad catalogs for clients in Socioh’s app. • You may be expected to help out with other tasks as needed. While you’ll be working closely with the success team, we don’t have rigid internal structures – our team doesn’t hesitate to jump in wherever they are needed and believe they can add value.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description This role supports the planning and execution of non-CME scientific and clinical programs, serving as the primary liaison between internal teams, clients, and healthcare providers. The Account Coordinator will manage project timelines, track progress, and ensure effective delivery of program objectives, including audience generation and onsite project management. This position involves collaborating across multiple departments to maintain high-quality client deliverables while supporting business development initiatives. The role requires excellent organizational skills, attention to detail, and the ability to work in a fast-paced, virtual environment. Travel within the U.S. and internationally may be required to support program activities. The ideal candidate is proactive, adaptable, and passionate about creating impactful scientific engagements. - Serve as the project point of contact for internal teams, clients, and healthcare providers, ensuring smooth communication and coordination. - Create and maintain project timelines, track progress against deadlines, and execute program plans within budget. - Lead audience generation efforts, facilitate virtual trainings, and provide onsite project management as needed. - Conduct regular status meetings with internal teams and clients to ensure alignment and timely resolution of issues. - Collaborate with cross-functional teams to support business development initiatives and deliver high-quality client materials. - Participate in department-wide meetings, training, and activities while following established processes and best practices. Qualifications - Bachelor’s degree required. - Awareness of legal and regulatory requirements governing pharmaceutical industry activities. - Strong interpersonal and communication skills for effective collaboration with clients, healthcare providers, and internal teams. - Proficiency in Microsoft Office, Zoom, Slack, and other virtual collaboration tools. - Ability to manage multiple priorities, work under pressure, and meet tight deadlines. - Experience in project coordination, audience engagement, or client-facing roles preferred. - Commitment to high-quality deliverables, attention to detail, and results-oriented mindset. - Ability and willingness to travel up to 50% domestically and internationally as required. Benefits - 100% remote work with opportunities for local meetups. - Health benefits including medical, dental, and vision coverage. - Generous parental leave and flexible time off policy. - 401(k) plan with company match and financial wellness support. - Professional development opportunities through internal learning programs. - Positive, diverse, and supportive culture with work-life balance focus. - Employee discounts, wellness programs, and volunteer time off.