Account Manager

Responsibilities

The Account Manager will drive revenue expansion through upsells, cross-sells, and multi-product strategies within Strategic and Enterprise customer segments. They will also build strong executive relationships and collaborate with cross-functional teams to ensure customer retention and growth.

Requirements

Candidates must have 10+ years of progressive commercial experience in B2B SaaS, ideally within a private equity-backed environment. The role requires a proven track record of managing NRR, navigating complex enterprise deals, and the ability to travel 20-30% of the time.

Skills

• Account management
• B2B SaaS
• Revenue expansion
• Upselling
• Cross-selling
• Net revenue retention
• Enterprise sales
• Strategic account planning
• Negotiation
• Forecasting
• Customer success
• Multi-product selling
• Whitespace mapping
• Executive relationship management
• Pipeline management

Benefits

• Health insurance
• Dental benefits
• 401(k) match program

About this role

Since 2012, Rightsline has been making work easier for rights and royalties professionals with our innovative rights and royalties management software, allowing our customers to maximize their portfolios without having to max out their daily to-do-lists.

Our fully integrated and configurable platform provides customers with comprehensive access to all their rights and royalties, across all markets and platforms, instantly. Departments can communicate, collaborate, and cohesively take action without worrying about mistakes; and in-app reports and timely alerts ensure our customers never miss an opportunity to do more.

THE POSITION

Reporting to the Sr. Director of Account Management, the Account Manager will be a key contributor to Rightsline’s revenue expansion organization, driving upsells, cross-sells, multi-product expansion, migrations, and Net Revenue Retention (NRR) across Strategic and Enterprise customer segments.

MISSION & IMPACT

Drive sustainable account growth and customer value through structured expansion plays, strong executive relationships, disciplined forecasting, and close coordination with Customer Success and cross-functional partners.

WHAT YOU WILL OWN

REVENUE EXPANSION & ACCOUNT STRATEGY

* Own commercial outcomes within assigned existing customer accounts, including upsells, cross-sells, and multi-product expansion.
* Deliver NRR targets through structured expansion plays, including whitespace mapping, discovery, and multi-product attach strategies.
* Use and contribute to Account Management playbooks, including account planning, negotiation frameworks, and renewal workflows.

EXECUTIVE RELATIONSHIPS & CUSTOMER RETENTION

* Strengthen executive relationships with key customer stakeholders and serve as an escalation point for commercial risk.
* Collaborate closely with Customer Success to align renewals and customer outcomes with commercial expansion opportunities.

CROSS-FUNCTIONAL GROWTH & COLLABORATION

* Partner with Product, Revenue Operations, and Marketing to drive expansion campaigns, product adoption pathways, and industry-specific plays.
* Contribute to a high-performing Account Management organization serving Rightsline’s Strategic and Enterprise customer segments.

SUCCESS METRICS

* Net Revenue Retention (NRR) — primary metric
* Expansion Annual Recurring Revenue (ARR) from upsells and cross-sells
* Multi-product attach rate
* Gross Revenue Retention (GRR) / renewal rate, in partnership with Customer Success — secondary metric
* Forecast accuracy and pipeline discipline
* Executive relationship depth and engagement coverage

WHAT YOU WILL BRING

* 10+ years of progressive Account Management or commercial experience in B2B SaaS, preferably in a private equity-backed environment.
* Proven track record of owning NRR and expanding accounts through structured expansion frameworks.
* Deep experience navigating enterprise deals, multi-product selling, and complex negotiations.
* Ability to grow and scale global multimillion-dollar accounts and maximize wallet share.
* Experience working closely with Customer Success, Product, Marketing, and Revenue Operations in high-growth or PE-backed environments.
* Ability to thrive in PE-backed, metrics-driven, execution-focused environments.
* Availability for regular travel (20–30%).

PREFERRED QUALIFICATIONS:

* Experience in a private equity-backed B2B SaaS environment.

COMPENSATION & BENEFITS

* Competitive compensation and health and dental benefits.
* 401(k) / RRSP match program.

OUR CORE VALUES

At Rightsline, we look for these qualities in every hire, and we hold ourselves to them every day.

* BE CURIOUS AND SMART

Being smart isn't about having all the answers — it's about asking the right questions, seeking out new ideas, and never assuming you already know enough.

* EMBRACE CHANGE

This industry moves fast and so do we. We don't resist change — we lean into it. That means staying flexible, letting go of what isn't working, and treating uncertainty as opportunity rather than obstacle.

* SHOW UP

Showing up means being present — not just physically, but mentally and emotionally. Your teammates count on you. Your customers count on you. We do our best work when everyone is fully engaged and accountable to each other.

* GET IT DONE

Ideas are easy. Execution is the job. We hold ourselves to what we commit to, push through the hard parts, and measure success by our actual accomplishments.

* BE HUMBLE

Nobody here has a monopoly on good ideas. We listen more than we talk, share credit freely, and check our egos at the door. The best outcome matters more than whose idea it was.

EQUAL EMPLOYMENT OPPORTUNITY

Rightsline is an equal opportunity workplace. All candidates will be afforded equal opportunity through the recruiting process. We do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, disability, gender identity and/or expression. We are dedicated to growing a diverse team of highly talented individuals and creating an inclusive environment where everyone feels empowered to bring their authentic selves to work.

If you are contacted for an interview and require accommodation during the interviewing process, please let us know.

APPLY TODAY

If you want to join a company that strives for a mission, purpose and making an impact, we encourage you to apply today.

About RightsLine

Software Development · 51-200 employees · headquartered in El Segundo, California · founded 2012