Company Description When you join Turnitin, you'll be welcomed into a company that is a recognized innovator in the global education space. For more than 25 years, Turnitin has partnered with educational institutions to promote honesty, consistency, and fairness across all subject areas and assessment types. Turnitin products are used by educational institutions and certification and licensing programs to uphold integrity and increase learning performance, and by students and professionals to do their best, original work. Experience a remote-first culture that empowers you to work with purpose and accountability in a way that best suits you, supported by a comprehensive package that prioritizes your overall well-being. Our diverse community of colleagues are all unified by a shared desire to make a difference in education. Turnitin is a global organization with team members in over 35 countries including the United States, Mexico, United Kingdom, Australia, Japan, India, and the Philippines. Job Description Overview Turnitin is seeking an Account Manager to join our NOA Higher Ed Strategic Sales Team! We are searching for an individual who demonstrates a passion for education and technology, is collaborative and entrepreneurial in spirit, has solid experience in higher education and who can contribute to our success and growth. In return, Turnitin offers a great benefits package and provides challenging and inspiring work. The Account Manager acts in a lead capacity for both existing and new business and is responsible for developing and maintaining relationships within specific system-wide institutions. The Account Manager works with a dedicated Customer Success Manager, who is responsible for day-to-day customer health and operations. This AM position manages high-profile system-wide institutions focused in the Higher Ed space, with the goal of ensuring high retention, satisfaction, and growth. The AM drives revenue by meeting renewal, upsell, new business and cross-sell targets, often managing price uplifts and upselling/cross-selling across the product suite (e.g., Feedback Studio, Gradescope and ExamSoft). This role acts in a consultative sales capacity as the primary contact to understand client needs across multiple stakeholders and demonstrate product value through customized proposals, presentations and customer alignment. Key Responsibilities - Develop open and effective channels of communication with each named account to drive constant discovery and customer alignment, and maintain account health. - Nurture and develop strong relationships with C-level execs and key stakeholders across each system and institution. - Collaborate internally with a dedicated Customer Success Manager to execute territory plans resulting in increased customer support, retention, and sales expansion opportunities. - Manage quarterly onsite business and roadmap reviews with key clients. - Coordinate complex renewal cycles and contract amendments with multiple stakeholders and multiple solutions. - Work closely with internal teams (Orders, Contracts, Solutions Engineers, Product Management, etc.) to close all opportunities on schedule. - Maintain and update Salesforce daily with pertinent opportunity information to support accurate forecasting, at-risk account intervention, etc. Qualifications Qualifications - 5+ years of experience in Account Management, Customer Success or a similar client-facing role within SaaS or EdTech (Higher Ed). - Exceptional organizational and communication skills with close attention to detail. - Proficiency with Salesforce and Account Management tools (Tableau, Gainsight, etc). - Experience and success using a consultative discovery-based sales approach. - Demonstrated ability to support large, complex clients with an extended sales cycle. - Ability to communicate and present credibly and effectively with customer stakeholders, ranging from faculty to leadership. - Willing to travel at least three weeks per quarter for onsite customer meetings, conferences, and campus events. - Builds advocates who amplify the customer story within the education community. Success Metrics - Achieves or exceeds renewal, upsell, and new/cross-sell targets. - Drives high win rates and strong forecast accuracy. - Demonstrates meaningful pipeline growth and expansion across target accounts. - Drives faculty adoption and demonstrable customer outcomes. - Builds customer advocacy through consultative engagement and storytelling that resonates. - Expands institutional reach through new executive-level relationships and partnerships. Additional Information The expected annual base salary range for this position is: $77,700/year to $129,500/year. This position is bonus eligible / commission-based. Actual compensation will be provided in writing at the time of offer, if extended, and is determined by work location and a range of other relevant factors, including but not limited to: experience, skills, degrees, licensures, certifications, and other job-related factors. Internal equity, market and organizational factors are also considered. Total Rewards @ Turnitin At Turnitin, we believe Total Rewards go far beyond pay. While salary, bonus, or commission are important, they’re only part of the value you receive in exchange for your work. Beyond compensation, you’ll experience the intrinsic rewards of unleashing your potential and making a positive impact on global education. You’ll also thrive in a culture free of politics, surrounded by humble, inclusive, and collaborative teammates. In addition, our extrinsic rewards include generous time off and health and wellness programs that provide choice, flexibility, and a safety net for life’s challenges. You’ll also enjoy a remote-first culture that empowers you to work with purpose and accountability in the way that suits you best, all supported by a comprehensive package that prioritizes your overall well-being. Our Mission is to ensure the integrity of global education and meaningfully improve learning outcomes. Our Values underpin everything we do. - Customer Centric: Our mission is focused on improving learning outcomes; we do this by putting educators and learners at the center of everything we do. - Passion for Learning: We are committed to our own learning and growth internally. And we support education and learning around the globe. - Integrity: Integrity is the heartbeat of Turnitin—it is the core of our products, the way we treat each other, and how we work with our customers and vendors. - Action & Ownership: We have a bias for action. We act like owners. We are willing to change even when it’s hard. - One Team: We strive to break down silos, collaborate effectively, and celebrate each others' successes. - Global Mindset: We consider different perspectives and celebrate diversity. We are one team. The work we do has an impact on the world. Global Benefits - Remote First Culture - Health Care Coverage - Education Reimbursement*Competitive Paid Time Off - Self-Care Days - National Holidays - 2 Founder Days + Juneteenth Observed - Paid Volunteer Time Off - Charitable Contribution Match - Monthly Wellness or Home Office Reimbursement - Access to Employee Assistance Program (mental health platform) - Parental Leave - Retirement Plan with match/contribution Seeing Beyond the Job Ad At Turnitin, we recognize it’s unrealistic for candidates to fulfill 100% of the criteria in a job ad. We encourage you to apply if you meet the majority of the requirements because we know that skills evolve over time. If you’re willing to learn and unleash your potential alongside us, join our team! Turnitin, LLC is an Equal Opportunity Employer- vets/disabled.

WHAT WE DO MATTERS: At The Knot Worldwide, we champion celebration - and that starts with celebrating our people. Our employees are passionate dreamers, thoughtful doers, and lifelong learners who power meaningful moments for millions around the world. We’re united by authentic connection, shared purpose, and a deep commitment to the global community we serve. Here, flexibility and belonging go hand in hand with high performance. Driven by our core values, we believe the best ideas come from empowered teams: those who consistently collaborate with intention to design solutions, spark ideas, and drive impact. Our people are at the heart of our success. ABOUT THE ROLE AND OUR TEAM: The Regional Account Manager is responsible for meeting or exceeding expectations for unit and revenue retention among the TKWW WeddingPro (vendor) base. As the primary business consultants to TKWW’s vendors, the Regional Account Manager is responsible for developing a consultative relationship with a small set of priority accounts. The goal of this relationship is to provide proactive coaching and development with regard to TKWW services to help paying vendors stay on track and see success with our platforms and services, ultimately meeting and exceeding business goals. RESPONSIBILITIES: - Build relationships with key Vendor contacts & consult proactively with Vendors in the SMB/Mid-Market space on how to achieve the best possible results with TKWW products and services, including but not limited to storefront content, lead response structure & cadence, walking vendors through data/analytics, and driving to consensus on changes they will adopt/implement. - Maintain ownership and accountability of a regional/territory based book of business to achieve monthly ACV targets within a geographic region, leveraging consultative and strategic conversations to ensure we are meeting stated Vendor goals. - Directly own Vendor retention by managing manual and auto renewals, handling and saving, both obvious and subtle requests to cancel or downgrade TKWW services, and comparing and contrasting performance vs competitive products. - Champion Vendor sentiment by conducting proactive outreach to assigned book/territory at assigned/regular intervals. - Conduct assigned Regional Account Onboarding to ensure new Vendors start their relationship with TKWW on the right foot and are set up for immediate success. - Share and be “the voice of the vendor” so leadership can adequately support efforts to improve vendor satisfaction, retention, and increase long term Vendor LTV. - Remain 100% compliant with all data, record-keeping, and reporting requests, including pipeline management and accurate forecasting. - Consistently meet or exceed stated performance expectations for work quality, quantity, and impact. - Other projects/duties as assigned. SUCCESSFUL REGIONAL ACCOUNT MANAGERS HAVE: - 3-5 years of experience in a consultative renewal/retention/expansion/cancellation experience in a SaaS or similar environment - Can articulate consistent and proven performance against revenue goals and customer performance targets - Experience owning a smaller, higher revenue/higher impact book of business - Comfortable with direct accountability for individual and customer outcomes - Proven influencing and problem-solving skills. Can get customers to “yes” in multiple situations using multiple tools - Excellent written, verbal, and virtual/in-person communication & presentation skills - Thrives in a high-paced and highly collaborative team environment - Consulting and coaching experience with small, medium-sized businesses - Quantitative and analytical skills - Comfortable with change, ambiguity, and decision-making with incomplete information - Ability to prioritize and stay organized while balancing inbound client requests/questions and outbound expansion sales calls. #LI-Remote #professional-track At The Knot Worldwide, we believe you are more than a resume and invite you to go for it, take the leap of faith, and apply for this job. Together, we have an incredible opportunity to make it even easier for our customers to plan life’s most meaningful moments and for our small business owners to grow and scale. We would love to have you with us on our journey. WHAT WE LOVE ABOUT YOU: - Commit to our customers: You act as one team on behalf of our customers. You lead with head and heart, and build what matters for life's most meaningful moments. - Raise the bar: You define "great" and work backwards. You don't just accept how it's been done, but boldly define how it should be. You are unafraid to innovate, learn, and keep moving forward toward our shared vision. - Be all in: You believe in our mission and take ownership of your work. You debate openly to reach the best outcomes, speaking with clarity and care, embracing diverse perspectives, then commit fully. - Celebrate impact: You measure success by the outcomes you create. You hold yourself accountable to delivering value, while recognizing progress and the lessons learned along the way. You love to win, together. WHAT YOU LOVE ABOUT US: We believe in a wide range of holistic offerings to support our employees so that they can live our values day in and day out. From mental wellbeing, physical health and financial planning, to engaging perks and discounts, we are in the business of celebrating and supporting the Moments that Matter, both in and out of the office.. We offer flexible vacation, generous parental leave, and prioritize initiatives that support the growth, development, and happiness of our people. Together@TKWW is our approach to hybrid work. It’s designed to support how we work best: combining the flexibility we value with meaningful opportunities to connect in person. Whether a role is Together@TKWW-eligible or not, we believe in purposeful moments to come together, build strong relationships, and drive bold ideas forward. - For Together@TKWW-eligible roles, this includes regular in-office time to foster collaboration and connection. - For roles not eligible for in-office expectations, we support connection through virtual collaboration and intentional gatherings. To facilitate in-person collaboration, we have office spaces in Barcelona, Spain; Delhi, India; Galway, Ireland; London, England; New York, NY; and Washington, D.C. __ US Notice: The Knot Worldwide provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, or disability. In addition to federal law requirements, The Knot Worldwide complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. The Knot Worldwide expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Privacy Notice: The Knot Worldwide (TKWW) processes your personal data to evaluate your application, based on the legal ground of taking steps prior to entering into a potential employment contract. Only the data strictly necessary for this purpose is collected. In some cases, your data may also be processed based on TKWW’s legitimate interests (e.g., to improve recruitment practices or manage candidate pools), to which you can object at any time. You have the right to access, rectify, or delete your data, and to object to certain uses. To learn more about your rights, please consult our The Knot Worldwide (TKWW) processes your personal data to evaluate your application, based on the legal ground of taking steps prior to entering into a potential employment contract. Only the data strictly necessary for this purpose is collected. In some cases, your data may also be processed based on TKWW’s legitimate interests (e.g., to improve recruitment practices or manage candidate pools), to which you can object at any time. You have the right to access, rectify, or delete your data, and to object to certain uses. To learn more about your rights, please consult our Privacy Policy. If you wish to file a complaint, you may contact the competent data protection authority. If you wish to file a complaint, you may contact the competent data protection authority.

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