Senior Account Manager

About Wistia

Making videos is easy. Making them work for your business? That is where Wistia shines. Our end-to-end platform gives businesses the tools to create, host, share, and analyze videos and webinars, all in one place. We are a growing, profitable company with tens of thousands of paying customers and over half a million active accounts. Our mission is to be the go-to video platform for businesses. And we know that mission starts with a team that feels valued, supported, and empowered to do their best work.

Why This Role Matters

Wistia is evolving. As we grow our platform and deepen our relationships with enterprise customers, we are building out a dedicated expansion function within our Post-Sales org. The Account Manager is the commercial engine of that motion. This is not a support role or a renewal manager position. You will carry a revenue quota, own commercial conversations end-to-end, and be responsible for identifying and closing expansion opportunities across a book of high-value strategic accounts.

Who You'll Work With

You will work side by side with our Customer Success team, partnering closely with three senior CSMs on jointly owned enterprise accounts. You will also collaborate regularly with Sales, Revenue Operations, Finance, and Product. The Post-Sales org is a tight-knit team of ten people, and the CSM relationships here are unusually collaborative compared to most orgs.

What It's Like Working on This Team

This team moves with urgency and takes commercial outcomes seriously, but not at the expense of the customer relationship. You will be expected to partner with your CSM colleagues, not compete with them. Decisions get made with data. Deals get closed with patience and craft.

Why This Role Is Exciting

• You will work with some of our highest profile strategic accounts. These are meaningful deals with real complexity.

• The comp structure is uncapped with accelerators. Strong performers earn well above OTE.

• AI is being embedded into how Wistia operates, and this role is expected to use it. If you are excited about using tooling to work faster and smarter, you will fit right in.

Location:

Remote-first (continental U.S.). Occasional travel may be required for customer meetings or company offsites, or team gatherings. No specific time zone requirement.

Key Responsibilities

• Own and execute the expansion motion for a defined book of strategic accounts, identifying and closing upgrade and consolidation opportunities across 3-6 month deal cycles

• Lead commercial conversations related to upgrades, plan expansions, and contract changes from identification through signed agreement

• Partner closely with Customer Success Managers on jointly owned accounts, bringing commercial expertise to relationships the CSM has built

• Prospect proactively into unmanaged and lightly managed accounts using usage data, intent signals, and your own outbound motion to create net-new pipeline

• Maintain accurate opportunity tracking, pipeline forecasting, and account documentation in Salesforce so the whole team has real visibility into the business

What We're Looking For

• Demonstrated success generating and closing expansion revenue from an existing book of business. We are looking for someone who has carried a quota in a post-sales or account management role, not just managed renewals.

• Experience navigating enterprise deal cycles: procurement involvement, multi-stakeholder buying groups, and close timelines of 3-6 months with accounts in the 200+ employee range.

• Strong commercial instincts and negotiation skills. You are comfortable owning upgrade and contract conversations end-to-end without needing your manager to step in.

• A genuine ability to partner with Customer Success. This role lives and dies by the AM-CSM relationship. If you see CSMs as gatekeepers rather than partners, this is not the right fit.

• Some experience with cold outbound or self-sourced prospecting. You do not have to have run a high-volume outbound motion, but we want to see that you know how to find your own pipeline when you need to.

• Comfort with AI tools in your workflow. We use and build with AI at Wistia, and we expect this person to bring curiosity and openness to how tooling can make them faster and more effective.

• Salesforce proficiency for opportunity management, forecasting, and account documentation.

We do not require a specific number of years of experience. We care about what you have done and how you have done it, not how long you have been doing it.

We Want to Hear from You

We encourage you to apply even if you do not meet every qualification listed. Research shows that people from underrepresented groups are more likely to talk themselves out of applying before hitting submit. If this role excites you and you believe you can do the work, we want to hear from you.

Diverse perspectives make the products we build and the decisions we make genuinely better. It is something we take seriously and actively work toward.

Why You'll Love Working at Wistia

At Wistia, we are building the leading video platform for small and medium B2B businesses, and we know that starts with our team. We support, challenge, and celebrate one another, and we invest deeply in connection. Because strong relationships drive better outcomes, and because work is more meaningful when we genuinely care about the people we do it with.

We care a lot, so our benefits are actually benefits:

• A competitive compensation package that includes employee stock options

• 401k with 3% company contribution, regardless of whether you contribute (Roth 401k available)

• Fully paid healthcare, dental, and vision insurance premiums, including family plans

• Pre-tax FSA and Dependent Care Account

• 16 weeks of paid parental leave

• Flexible Time Off. Everyone should get out of their office to recharge.

• Remote-first culture: work from anywhere in the continental U.S.

• Annual professional development stipend for courses, conferences, and more

• New hire bonus to enhance your home office setup

• Pet insurance discount

Wistia provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.