Strategic Account Manager at AviaryAI in Chicago, IL

Job description

• Account Manager
• AviaryAI | Chicago, Illinois | In person | $140,000 to $170,000 OTE
• About the role
• This role owns growth inside the accounts we already have.
• AviaryAI builds AI voice and SMS agents for credit unions and community banks. Our clients typically start with one use case. The platform runs five: onboarding, card activation, dormancy reactivation, early collections, and loan campaigns, with the same generative AI carrying each of those conversations over text as well as voice. You are the person who looks at a client running one and builds the case for the next three.
• You are not hunting new logos and you are not running deployments. Our Account Executives bring in new institutions. Our Client Success and Deployment team makes what is live work. You sit between those two: you know every account well enough to see what it should be doing next, and you carry a number for getting it there.
• You would report directly to our CEO.

Responsibilities

• Own expansion and renewal revenue across the client base. You carry a quota on growth from existing accounts. That includes new use cases, new channels, and the annual renewal conversation.
• Know every account cold. Which use cases are live, how they are performing, who the sponsor is, when their budget cycle closes, what their board is pushing on this year. You will know a VP has just gotten approval for a collections initiative before they think to tell you.
• Turn results into the next proposal. A client's live performance data is the strongest sales asset we have. You take what the agent is already doing for them and build the business case for what it should do next. These clients have already been through security review and already have a signed agreement with us, so cycles are shorter than a new sale. You still need a sponsor, a budget line, and a signature.
• Run the commercial relationship. Renewals, pricing conversations, contract amendments, expansion paperwork. You are the client's commercial owner from the day they go live.
• Partner with Client Success and Deployment. You and the CSD lead on each account run quarterly reviews together. They own whether the deployment is working. You own what the client buys next. The two of you will disagree sometimes about timing, and that tension is healthy.
• Turn happy clients into a flywheel. References, case studies, conference co-presentations, introductions to peer institutions. Our best new business comes from clients talking to other clients, and you are the one who makes that happen on purpose instead of by accident.
• Feed product and sales. What clients ask for that we do not have yet. What objections come up on expansion that did not come up on the first sale. You are the closest person in the company to what a client wants next.
• Some of the accounts you will manage own a piece of the company. Several of our clients are also investors through our CUSO structure. That changes the conversation, mostly for the better, and you will need to be comfortable with it.

Requirements

• You have carried an expansion or renewal number and hit it. Net revenue retention, upsell quota, renewal rate, whatever your last company called it. Come ready to walk through the number, your attainment, and the two or three accounts that made the year.
• You have sold into an existing relationship, which is its own skill. Asking a happy customer for more without making it feel like a shakedown is different from hunting. You have done it, you have been told no, and you have found the path to yes later.
• You can read a performance report and turn it into a business case. Numbers in, proposal out. You are comfortable with a spreadsheet and comfortable presenting one.
• You can hold a room with a credit union executive. Their language, their budget calendar, their board dynamics. You know the Aviary product cold. You can explain what the agent did last quarter and what it should do next in terms that make sense to someone who runs operations, not technology.
• Three things you do not need
• You do not need cold outbound experience. New logo hunting is the AE job. This role starts every conversation warm.
• You do not need a financial services background. A sharp person learns this market in a few weeks. If you have it, good. If you do not, it is not a mark against you.

Skills

Required

• Expansion or renewal sales
• Upselling to existing customers
• Presenting to executives
• Comfortable with spreadsheets

Benefits

• $140,000 to $170,000 on target earnings , split roughly 60/40 between base and variable. That is a base of $84,000 to $102,000 plus a variable component of $56,000 to $68,000 at target. Variable is uncapped and paid on expansion and renewal revenue. Where you land in the band depends on experience and track record.
• Your first 60 days are paid at full OTE regardless of what closes. Not a draw, not recoverable. You will spend your first two months learning every account, and you should be paid for that.
• Equity for full time employees.
• Medical, dental, and vision coverage
• 401(k)
• In office meal stipend
• Unlimited PTO
• Parental leave