Account Manager

• Developing and executing comprehensive, multi-year commercial account plans that drive expansion across a portfolio of high-value customers (250-5,000 employees)
• Managing complex sales cycles end to end
• from proactive opportunity identification, executive-level discovery, and value-driven solution design, through negotiation, procurement processes, renewal, and close
• Proactively engaging and building relationships with senior stakeholders through targeted, data-informed outreach initiatives to uncover and influence new expansion opportunities within assigned accounts
• Facilitating deep consultative discovery sessions to understand evolving customer pain points, business imperatives, and organizational change drivers across multiple teams and regions
• Designing and implementing solutions-based, value-driven sales strategies that clearly articulate Wrike's ROI, align our platform to customers' business outcomes, and differentiate us from competitors
• Delivering impactful, tailored demonstrations and high-stakes presentations to executive and operational audiences, illustrating Wrike’s direct impact on their critical initiatives
• Creating sophisticated, data-driven strategies for identifying, prioritizing, and capturing expansion opportunities within each account by analyzing usage trends, adoption metrics, business goals, and industry developments
• Navigating complex enterprise procurement cycles
• including RFPs, contract negotiation, and legal review to ensure successful account expansion, mitigating risk and accelerating time to close
• Continuously monitoring and analyzing competitor offerings, market trends, and customer feedback to position Wrike advantageously and guide account strategy
• Leveraging sales tools (Salesforce, SalesNavigator, ZoomInfo) and CRM best practices to rigorously map stakeholder landscapes, track pipeline health, and enable accurate forecasting
• Collaborating cross-functionally with Customer Success, Solutions, Marketing, and Product teams to ensure seamless post-sale transitions, maximize satisfaction, and deliver sustained value for clients
• Consistently exceeding quarterly and annual revenue targets through disciplined account management, strategic expansion, and superior customer partnerships

• Fluency in English and Japanese language skills
• 5+ years of successful B2B SaaS sales/account management experience, managing commercial accounts and consistently meeting quota
• Minimum 4 years experience as an Account Manager responsible for an install account base
• Demonstrated hunter mentality with a proven track record of proactive pipeline generation, cross-sell, upsell, and driving account expansion initiatives
• Demonstrated ability to manage the full sales cycle from discovery to close
• Experience growing accounts through consultative, solution-based selling and outbound prospecting
• Advanced discovery, customer engagement, and virtual presentation skills
• Proficiency navigating enterprise procurement processes, contract negotiation
• Proficiency managing a book of business with Salesforce or a similar CRM
• Experience conducting engaging remote product demonstrations via video conferencing
• Track record of success in high-growth, metrics-driven sales environments
• Strong communication and influencing skills with executive stakeholders
• Familiarity with sales methodologies such as Challenger, MEDDIC, and/or Solution Selling
• Bachelor's degree or equivalent practical experience

Experience in work management, project management, or a track record of selling to our ideal customer profiles (ICPs) in Marketing, Professional Services, Manufacturing or Engineering

• Life Insurance
• Long Term Disability Insurance
• EAP
• Health Insurance
• Corporate Pension Plan
• Parental Leave
• Volunteer Days
• Workers Compensation
• Commuter Allowance