About the role
Firmable is the market-leading B2B sales intelligence platform in Asia-Pacific. Our competitive moat is our data: the deepest, most localised company and people dataset in every market we operate in. We've proven the model in ANZ. Now we're scaling it across Southeast Asia and the US. Our best accounts have bought a handful of seats into organisations with sales teams five times that size. This role closes that gap.
The Role Account Manager owns a curated book of Firmable's largest and best-fit customers, mandated to grow revenue through expansion, whitespace conversion, and healthy renewals. You will convert under-penetrated accounts into much larger footprints, protect and lift net revenue retention, and prove the expansion motion as Firmable scales its AM function from pilot to team. This is not a maintenance role. The comp plan is weighted heavily toward expansion: 70/30 variable split, monthly expansion ARR quota, and a hard floor that pays nothing on the NRR component for flat or contracting accounts. You'll be measured on growth, not tenure with the book. Reporting to the Head of Sales, ANZ (Melbourne, hybrid). ~75% hands-on execution: expansion motions, QBRs, renewals, multi-threading. ~25% forecasting, account planning, and insight into how the AM function scales.
What You'll Own Expansion & Whitespace Conversion Monthly expansion ARR quota: driving net-new expansion across the book against a monthly and annual target Whitespace conversion: systematically working under-penetrated accounts to expand seat count and usage into the wider organisation Structured expansion motions: running deliberate expansion plays rather than bundling small uplifts into renewals Retention & Renewals Quarterly NRR target: protecting the book against churn and contraction against a 130% quarterly target Account health: monitoring signals, running QBRs, and intervening early on at-risk accounts Renewal management: across 12–24 month contract terms, securing multi-year commitments and exec alignment where it strengthens the account Relationship & Handover Primary commercial owner: for accounts in your book, with clean handover from the closing AE at the point an account enters the managed book Adoption partnership: working with Customer Success on adoption and value realisation so expansion is earned on a healthy base Operate with Discipline CRM hygiene: pipeline, expansion opportunities, renewal dates, and account health always current Metric separation: tracking expansion and renewal uplift separately so net-new expansion is visible and not masked by renewals Insight loop: sharing customer and product insight with Product and Leadership to shape the roadmap and retention strategy
