• Achieve a deep understanding of the complexities, pressures and opportunities associated with the decision making matrix within each account. Based on that deep understanding articulate predicted payer/provider and payer/provider influencer decision drivers and unmet needs to the brand teams in order to ensure key account situation analysis is holistic. • Highlight the cross-functional impacts of anticipated changes in the payer/provider environment to the IFTs and brand teams in order to further enrich the BT’s anticipation of the future. • Build trusted and strategic relationships with payers/providers in order to anticipate access barriers and better meet agendas, plans and objectives of respective key account. • Identify opportunities and collaborate cross-functionally to engage in “win : win” partnerships with key accounts in order to positively influence contracting and tendering opportunities for product access. • Develop strategy and concise engagement plans specific to accounts with clear objectives and activities in order to optimize usage, funding and access of AbbVie products considering long-term goals of the entire product portfolio. • Negotiate, close and sign deals and/or support/lead the contracting and tendering process and facilitate the development and delivery of proposals in order to meet profit targets. • Regularly track the execution and impact of activities and performance of key accounts in order to constantly improve impact on bottom line.

Role Description Mattermost is seeking a Senior Account Manager to own and grow a portfolio of commercial accounts across the Americas. This role is ideal for a proactive, strategic account leader who thrives on uncovering expansion opportunities, driving value-based conversations, and engaging confidently with stakeholders at every level of an organization. While maintaining strong customer relationships and renewal success is critical, this role places a strong emphasis on proactive account growth, strategic planning, and the ability to clearly demonstrate the value of Mattermost through compelling discovery and product demos. What You’ll Do - Own and manage a portfolio of commercial customer accounts across the Americas region. - Proactively identify, qualify, and drive expansion opportunities (upsell, cross-sell, increased adoption) within existing customers. - Develop and execute strategic account plans, including stakeholder mapping, whitespace analysis, and engagement strategies. - Lead customer discovery conversations to understand business goals, technical needs, and success criteria. - Deliver product demonstrations and value-based presentations tailored to technical, business, and executive audiences. - Engage with customer stakeholders at all levels, including senior and executive leadership, to position Mattermost as a strategic partner. - Partner closely with Customer Success, Sales Engineering, Product, and Marketing to ensure strong renewal outcomes and expansion execution. - Lead renewal and expansion negotiations, ensuring alignment with customer outcomes and commercial objectives. - Maintain accurate forecasting, pipeline hygiene, and account documentation in Salesforce. Qualifications - 5+ years of experience in Account Management, Customer Success, or a quota-carrying customer-facing role within SaaS or enterprise software. - Proven track record of driving expansion within existing accounts, not just managing renewals. - Strong consultative selling skills with the ability to run discovery and position solutions against customer needs. - Demonstrated ability to deliver effective product demos and articulate technical value to diverse audiences. - Confidence and credibility engaging with VP- and C-level stakeholders. - Strong business acumen with the ability to analyze accounts, prioritize opportunities, and execute strategically. - Excellent written, verbal, and presentation skills. - Experience working cross-functionally in a fast-paced, remote-first environment. - Proficiency with CRM tools (Salesforce preferred) and structured account planning. Nice to Have - Experience supporting commercial or mid-market customers. - Familiarity with DevOps, incident response, collaboration platforms, cybersecurity, or open-source software. - Experience navigating complex buying processes involving IT, security, procurement, and business stakeholders. How Success Is Measured - Consistent renewal performance across assigned accounts. - Identification and closure of expansion opportunities within existing customers. - Strong customer engagement reflected in multi-threaded relationships and executive alignment. - High-quality account plans and accurate forecasting. - Positive cross-functional feedback from Customer Success, Sales Engineering, and Product partners. Compensation Target Salary Range: $130,000 to $150,000 USD, plus commission. Mattermost takes a market-based approach to pay. Compensation is determined based on skills, experience, qualifications, and work location. Ranges may be updated as market conditions evolve.

• Own all assigned Commercial accounts and Strategic site-level locations (e.g., regional labs for multinationals), representing the entire LGC Standards portfolio across all end-markets (Pharma, Biotech, Environmental, etc.) to build new and maintain existing account relationships • Identify and close new opportunities, attained from either prospecting as self generated leads or from marketing as marketing qualified leads • Involve additional LGC Standard’s team members (e.g., end market sales managers, quoting specialists, etc.) on an as-needed basis to best service customer needs and to achieve the highest level of customer experience • For relevant sites at specific strategic accounts, the account manager will collaborate with the strategic account manager to conduct planning and customer reviews • The account manager will use LGC’s sales tools to manage prospects, existing accounts, new opportunities, the active pipeline and relevant sales forecasts in an accurate and timely manner • Develop an in-depth understanding of key LGC products and their applications • Meet and exceed assigned sales targets for LGC Standards. • Actively engage with customers (e.g., email, phone calls, in-person visits, etc) to qualify leads, convert prospects, follow-up on quotations and drive new sales; the account manager will accordingly maintain CRMs with up-to-date customer information • The account manager will increase awareness of the LGC Standards brand by organizing and attending exhibitions, seminars and other events, and by serving as a company representative during working hours

• Responsible for a portfolio of client accounts situated around the South Coast • Your primary responsibility is to develop any new accounts added to your portfolio, support our Business Development team during mobilisation, retain existing accounts by creating opportunities and strategies, and enhance your portfolio accounts and wider business opportunities by working with regional resources. • Take ownership of the business relationship with the customer, building relationships with senior-level customers & Veolia stakeholders. • Complete internal contract review meetings at the internal Director and Investco / EXCO level and ensure all elements of the contract are delivered in line with client expectations. • Interaction with key stakeholders to manage and deliver business innovation, best practices and strategic value projects across all relevant customer accounts and portfolios. • Take overall responsibility for the generation and growth of Revenue and Net Revenue across defined Strategic Accounts. • To work with account managers to produce individual Account Management Plans for each aspect of the client, giving full visibility of all account details to relevant personnel. • To maintain customer touch plans that facilitate the strategic alignment of all service delivery and management functions, including 'top-to-top' senior management/sector leadership teams. • Ensure debt levels are managed within each account's commercial terms and support with any invoice disputes. • To develop sector-specific knowledge and become the sector expert in terms of industry trends, commercial outlook, future market trends and customer business objectives. • To own the renewal process of accounts, delivering a value proposition to customers covering financial, operations and CSR improvement, whilst also maintaining and improving the net revenue of services to Veolia.